Juniper Partner Commercial Playbook...Juniper Networks Product Promotions Catalog is a single...

Juniper Partner Commercial Playbookv A.1 July 2017

Grow Commercial!

Click here for the latest version of the playbook: http://juni.pr/2oEsIY8

Table of ContentsCHAPTER 1: INTRODUCTION OF COMMERCIAL ........................................................................................ 3DEFINITION OF COMMERCIAL ....................................................................................................................4ONE COMMERCIAL TEAM ........................................................................................................................... 5CHAPTER 2: ENABLE THE TEAM .................................................................................................................6Juniper Financial Services ............................................................................................................................. 7Juniper Certified Pre-Owned ........................................................................................................................8Configurator and Quote Tool .......................................................................................................................9Juniper Partner Advantage (JPA) Deal Registration Program ...................................................................... 10Product Promotions Catalog (PPC) ............................................................................................................ 11Social Selling .............................................................................................................................................. 12Executive Briefing Center ........................................................................................................................... 14CHAPTER 3: DRIVE DEMAND .................................................................................................................... 15Commercial Sales Plays .............................................................................................................................. 16Juniper Marketing Concierge (JMC) ............................................................................................................ 17“Digihub” The Demand Generation Engine (DGE) ....................................................................................... 18Partner Investment (MDF) .......................................................................................................................... 19Partner Promotions ....................................................................................................................................20CHAPTER 4: REWARDING THE TEAM ....................................................................................................... 21Partner Incentive Programs ........................................................................................................................ 22Partner Reward Program ............................................................................................................................ 23

2 | © Juniper Networks Inc.

Chapter 1: Introduction of Commercial

3© Juniper Networks Inc. |

• Typically in the Mid-Market or Broad Market (usually less than 1000 employees), but can include accounts that are as large as F100 and as small as SMB. • Accounts defined by Juniper as having a JTAM less than $5M and the SA is typically less than $500K per year on average.

Definition of Commercial

The Commercial market segment in the Networking Industry is made up of groups or territories of accounts that are:

• The Commercial business is also related to a leveraged sales motion, including Sales teams (multiple roles), Inside Sales and Marketing, as well as the Partner ecosystem (all Partner types). • Nurturing engine for Juniper’s next generation Major accounts

Definition of C

omm

ercial

CLOUD PROVIDERS

STRATEGIC VERTICALS

MAJOR ACCOUNTS

Territory based sales model focused on accounts that are not Key or Major. Model is designed to leverage commercial and partner Account Managers.

Partner and Inside Sales to drive Juniper market share in defined geographies.

Defined list of accounts per vertical with a large JTAM with dedicated Major Account Manager and System Engineers

COMMERCIAL & DISTRIBUTION ENGINE

CUSTOMERS

TELECOM CABLE/MSO NATIONALGOVERNMENT

FINANCIALSERVICES

4 | © Juniper Networks Inc.4 | © Juniper Networks Inc.

Definition of C

omm

ercial

TAM/CAM: The Territory Account Manager is the “virtual” General Manager of a defined territory. The TAM is responsible for the growth strategy of the territory, owning a quota that he will share with the rest of the team. TAM has two main objectives:

• Driving the overall territory, coordinating the sales activities (eg: CAD), supporting partners in large customer engagements, and accelerating our low and no touch engines by leveraging our partners and distributors.

• Developing and engaging with a set of customers in their territory who have a large JTAM. These customers could be existing accounts with growth potential or prospects into a defined vertical segment.

One Commercial Team

I-TAM: The Inside TAM’s teams with a field Commercial AM to drive the territory business. They have two main objectives:

• Generating demand in the territory (outbound calling, inbound lead management, social selling) to win new accounts / Logos with our partners and upsell with existing customers • Supporting partners who need sales assistance in a competitive opportunity. • Partner with distributors to support with our rising star partners in their opportunities

PAM & DPAM: The Partner Account Manager and Distribution Account Manager play a critical role in a territory as they need to leverage our partners and distributors’ sales forces to extend our sales reach to drive “Partner Led” and Run Rate Business. Their main objectives in Commercial are:

• Partner business planning with focused partners to address new commercial accounts and large commercial accounts.(PAM) • Align Partners sales teams with our direct and Inside sales teams. (PAM) • Partner skillset development, training and on boarding. (PAM) • New Partner acquisition man aged by Distribution. (DPAM) • Drive partner and distributor sales activities to generate demand (like CAD). (PAM and DPAM)

SE and PSE: The Systems Engineer and Partner Systems Engineer are the technical sales force of the territory team. Their main responsibilities are:

• Large project involvement, solution and architecture selling in large Commercial accounts • Peer with and develop the Partner pre-sales teams and Champions. • Drive Juniper technical relationship – Juniper as a preferred technical solution • Develop partner presales and

technical competencies.

One C

omm

ercial Team


In this section, we have listed many valuable resources and assets that will enable you and your team to gain and drive business. This section contains a range of items from education of Juniper products to learning about the Executive Briefing Center.

Table of Contents for the Enable the Team Section • Financial Calculator • Juniper Certified Pre-Owned • Configurator & Quote Tool • Opportunity Registration System (ORS) • Product Promotions Catalog (PPC) • Social Selling • Executive Briefing Center

Chapter 2: Enable the Team

Enable the Team


Enable the Team

Juniper Financial Services

Juniper Financial Services (JFS) is dedicated to providing competitive and creative financing structures and asset management solutions to Juniper Channel Partners and End Users. The program is designed to cover Service providers and Enterprises in all types of industries and geographies.

Getting started has never been easier. Go to the online financial calculator (http://juni.pr/2dPoUCk) and follow the prompts to determine the estimated financing cost. To learn more about JFS, go to http://juni.pr/2jR6joL or contactact any regional office:

• Americas [email protected]

• EMEA [email protected]

• APAC [email protected]

Enable the Team

Food for Thought:JFS provides the financial flexibility for customers that wish to migrate to new technologies or perform midlife upgrades.

KEY BENEFITS FOR USING JFS SOLUTIONS

• Hedge against technology obsolescene • Flexible payment terms to match revenue generation • Preserve cash and credit and credit lines for other strategic investments • Reduce total cost of ownership and im prove price performance • Improve key financial measurements such as return on assets or debt-to- equity ratios


Juniper Certified Pre-Owned

Even though it is always encouraged to present customers with the newest Juniper Solutions, in some cases Juniper Certified Pre-Owned equipment may be the customers’ best or only option!

Authorized Juniper Partners have the opportunity to resell Juniper Certified Pre-Owned equipment from program operator, PureWRX, a Juniper Partner that specializes in certified pre-owned program development and management. Pricing is based on the partner level as a percentage off “CPO List Price” posted or in the Juniper Partner portal. All Juniper Certified Pre- Owned products carry the same

warranty and Juniper Care options as new equipment! And just like with new equipment, only federally approved Partners are permitted to sell Juniper CPO to the US Govern-ment, its agencies and contractors.

This program is currently only available in the United States. Learn more about this incredible program at www.junipercpo.net.

Food for Thought:In addition to same-as-new warranty, CPO products are eligible for Juniper Care.

Enable the TeamEnable the Team



Configurator & Quote Tool

The Juniper Configurator facilitates the creation of Juniper configurations for Customers. We now have the combined SP and ENT products in a single system including applicable service offerings. The product set is being updated monthly with new products and services as they are made available on the Juniper pricelist.

To learn more and get started, go to http://juni.pr/1Q8fKaE



Juniper Partner Advantage (JPA) Deal Registration Program

The New Juniper Partner Advantage (JPA) Deal Registration Program has replaced the Opportunity Registration System (ORS). This new system/program is built on Salesforce and is tightly integrated with SAP on the back-end.

For the first time, we will have a global program that offers our partners a platform to register, manage and close partner-led net new opportunities with Juniper. The Juniper partner who registers the deal, and is approved for deal registration, is provided Deal Preference and a Price Advantage via a non-standard price discount.

Deal Preference aims to ensure that the Juniper partner who is actively involved in the sale to the end user, and is first to register the new busi-ness opportunity with all requisite documentation within the prescribed timeframe, is the only partner eligible for deal registration.

Price Advantage aims to ensure that the Juniper partner who has the approved deal registration is provided a more advantageous non-standard price via price discounting versus any

other Juniper partner competing on the same opportunity when offering like solutions.The new deal registration program is aligned with the new global rewards program thereby offering partners deal preference and price advan-tage through deal registration but also have their partner sales rep be compensated under the rewards program.

Key Enhancements Include:

• Consistent Global Minimum Deal Size of $30K @ List • Combined Juniper Product and Services for deal eligibility • Both Named and Commercial Opportunities • Both Distributor and DVAR Opportunities • Full integration with our Distribution Partners • Real time partner dashboards for opportunity management

• Juniper Networks Product Configurator is not needed to upload the Bill of Material • Clear rules of engagement for Juniper and Partners

We have developed a comprehen-sive set of enablement materials to prepare you and your partners for the new system/program. They include:

• Overview Presentation • Deal Registration Video • At-A-Glance • FAQs • Program Rules • Terms & Conditions • User Guides

If you have questions about the program, please contact the following subject matter experts or send an email to: [email protected].

WW – Brenda SartorisAMER – Jennifer LatsisEMEA – Nicky WilliamsonAPAC – Leng Leng Tan

Enable the Team


Enable the Team

Product Promotions Catalog (PPC)

Juniper Networks Product Promotions Catalog is a single consolidated promotions catalog that provides a wide selection of products across switching, security and routing and with special promotional pricing for a limited time to the registered Juniper partners via distribution partners.

Highlights include:

o One single Product Promotions Catalog for partners with consistent terms and conditions o Promotional discounts instantly available at point of sale with Distribution partners o Additional 10% of discount available via Opportunity Registration offering deal protection and increased margin opportunity for partner

Access your theater specific PPC at http://juni.pr/2nF6c23

Enable the Team


Social Selling

Today’s B2B buyers are conducting more and more of their buying processes online, before ever interacting with a Sales person. According to an IDC report sponsored by LinkedIn, 75% of the B2B buyers and 84% of C-level/vice president (VP) executives surveyed use social media to make purchasing decisions.

USE SOCIAL SELLING TO BUILD YOUR BRAND AND MAKE YOU A TOP PERFORMER!

WHO: Anyone can learn how to effectively utilize social media to benefit career growth and create new connections.

WHAT: Social selling is another channel to generate pipeline and revenue

WHEN: Once your social space is up-to-date, perfecting your social selling habits takes less than twenty minutes each day!

WHERE: FaceBook, Twitter, LinkedIn, etc.

WHY:

Representatives sell more when they use online social networks. When you look at all the key performance indicators—whether its quota attainment, renewal rate or forecast accuracy—all these metrics are better when you use social.

HOW: By practicing effective social habits, each day you can build a more robust and convincing story to establish with your customers.”

Enable the Team


Enable the Team

Enable the Team


The EBC can offer information-al meetings and training events with your sales team. The team will assist you in creating custom experiences to suit your specific needs.

Held in our stunning and award-winning Sunnyvale brief-ing facility and Westford new England Innovation Center, Juniper executive briefings pro-vide an exclusive opporunity to

influence sales decisions with your customers through cus-tomized discussions featuring Juiper executives, and busi-ness, technology and product experts.

Executive Briefing Center

The Juniper Networks Executive Briefing Center (EBC) is a valuable resource available to partners. EBCs provide the ultimate venue for optimizing stra-tegic executive engagement with your customers, and allow you to close more

For more information on the EBC, please either visit the website (http://juni.pr/1SIEdK8) or contact the EBC at [email protected]

Customers will walk away with insights on:

4 The Role of the Network in Maximizing the Cloud 4 New Approaches to Data and Network Security 4 Challenges and Opportunities for Service Providers and Enterprises 4 The J on J Story: What We’ve Learned on Our Own IT Journey 4 Juniper Strategy, Architecture, Technology and our Full Range

Enable the Team


Enable the Team

Chapter 3: Drive Demand

In this next section, you will find various resources and assets that will assist you in driving demand.

Assets such as call scripts, battle cards, use cases for specific vertical industries will be at your disposal. Commercial Acceleration Days will be discussed and how this could grow your business. We will also introduce you to the Juniper Marketing Concierge, an online tool that provides a wealth of information on currently running campaigns that your customers could utilize. On the next page you will find items listed in the order that we will cover them as well as an easy summary of those who can use them.

Table fo Contents for Drive Demand Section

• Commercial Sales Plays• Marketing Concierge (JMC• Digihub (Demand Genera-

tion Engine)• Partner Investment (MDF)• Partner Promotions D

rive Dem

andThings to think about:Is there a particular audience that you can focus on?


Commercial Sales Plays

Commercial Sales Plays are defined as a set of “Enablement” assets and “Sales Programs” that consist of playbooks, programs, promotions, marketing assets, campaigns etc. These plays are classified into application per Technology and Industry.

Technology Industry

• Data Center • Education • Security • T2/3 SP Commercial SDN/NFV • Mid Enterprise • Cloud Enabled Solutions

Drive D

emand


Drive D

emand

Juniper Marketing Concierge (JMC)

Use JMC to help accelerate your marketing efforts with your partner to generate more leads and build your pipeline. To start, log into JMC (http://bit.ly/2j2UJJn) and sign up for either a Commercial Acceleration Day (CAD) or run a co-branded campaign.

Drive D

emand

Things to think about:Get to know your prospect’s “pain” points. Find out what’s keeping them up at night.

For CADs:

It’s a 7 step process once you log into JMC.

Choose Partner & Objective

Choose JMC Campaign

Select from Database

Organize CAD

Choose Architecture Bundle

Select Marketing Automation Tool

Measure & Track Success

For a Campaign:

It’s even easier to select one after you log into JMC. • Click Find a Campaign> • Scroll through the options> Select the campaign and go from there!


“Digihub” – The Demand Generation Engine (DGE)

The Digihub, Demand Generation Engine, is a dynamic content platform that supports global campaigns at Juniper including: Data Center, Clould Enabled Enterprise and Security as well as vertical campaigns. Check it out at http://juni.pr/2jIWrQP

Drive D

emand


Drive D

emand

Eligible partners and distributors have access to the Juniper MDF invest-ment program and can run marketing and enablement activities.

The MDF Programs are primarily designed to:

• Foster joint go to-market strategies • Drive demand generation with partners and with Rising star partners (through distribution) • Win new customers

Partner Investment (MDF)

As part of the Commercial team, you must be well aware of our MDF program as you will be the ones benefiting the most from these funds available to your partners.

A list of all MDF type of activities can be found here: >> MDF Activities <<. If this link does not work, please copy and paste this URL: http://juni.pr/1OJpNTR.

Make sure you are familiar with your partners MDF budget and contribute to the joint activities.

Drive D

emand


Partner Promotions

Partner promotions offer Partners increased pre-approved discounts for Juniper products included as a part of the Promotion. Partner promotions are built to complement our GTM motions and are built such that a Partner can transact the products in the promotion quickly and easily through Distribution.

For a complete description of all the current active promotions visit our Partner Center at the following link:

https://partners.juniper.net/partnercenter/programs-promotions/index.page

Drive D

emand

Things to think about:How can you do proposals in a more collaborative way?


Drive D

emand

Chapter 4: Rewarding the Team

In this section of the playbook, you will find various rebates and programs that are available to different parties: Juniper Sales, Distributors and Partners.

The chart below summarizes which rebates and programs will be discussed and which Commercial party may be eligible.

Performance Incentive Rebates

Commercial Accelerator

Partner Reward Program

Partner Advantage Performance

4

4 4

4

4

Juniper Sales TeamRebate/Recognition/Award Company Individual Company Individual

PartnerDistributor

Rewarding the Team


Partner Incentive Programs

Distributor Commercial Performance

The Distributor program also includes Commercial performance that provide incremental rebates for exceeding Commercial targets. Eligible Distributor partners can earn additional rebates on sales of hardware and software products sold through identified partners to Commercial end users.

Juniper Partner Advantage (JPA).

The Juniper Partner Advantage (JPA) Performance Incentive program is a quarterly rebate program designed to reward Elite and Select partners for exceeding quarterly sales targets. Two targets are set each quarter – base target and stretch target. These targets are set individually for each partner based on their prior year’s sales performance. Rewards increase as sales achievement increases. Sales of all Juniper hardware and software products are included, but services are not included

Partner Commercial Accelerator

The Commercial Accelerator rewards eligible Elite and Select partners for meeting or exceeding quarterly targets on Net Sales ($SA) of hardware & software products (Services not included) sold to defined Commercial End User accounts. This rebate is incremental to the Juniper Partner Advantage Performance Incentive. This incentive includes caps.

Rewarding the Team

Please click here for more information on any of the Partner Incentive Programs. If you are having trouble accessing the link, please copy and paste the following URL into a browser, http://juni.pr/1Jma7sW


Rewarding the Team

Rewarding the Team

Partner Reward Program

The Juniper Partner Rewards Program recognizes our Partner Sales Representatives in Juniper’s Elite and select level JPA Partners for selling selected Juniper products

The program is available to approved Juniper Elite, Select, and Reseller level partners in AMER (US, Canada) and select CALA countries (Argentina, Brazil, Colombia and Mexico)

In EMEA and APAC, the new Partner Rewards Program is available to accredited Elite & Select Partners.

To learn more about the program and see the list of eligible products for the quarter, visit the Partner Rewards homepage on Partner Central.


GROW COMMERCIAL!


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