Juniper Partner Advantage 2024

Experience the Juniper Advantage – Seller Rewards Program

April 2024
1
© 2023 Juniper Networks
Juniper Confidential
 JPA 2024: Experience the Advantage

Accelerating Innovation
Invest in Performing Partner Assured Networks Accelerated Profitability

2
© 2023 Juniper Networks
Juniper Confidential
Juniper Partner Advantage 2024

Partner Roles

Solution Reseller

Managed Network Provider

Juniper Partner Advantage allows partners

to choose the best role for your business with
your customers. Choose from one or all Advisor
the below program roles.

3
© 2023 Juniper Networks
Juniper Confidential
Solution Reseller 2024
Authorized Select* Elite* Elite Plus*
Compliance
Reseller Partner Partner *Invitation only Partner *Invitation only Partner *Invitation only

• Accept Juniper’s Ts & Cs • Total SA requirement • Total SA requirement • Previously met Elite Partner
• Service Attach % or PSS Specialized • Service Attach % or PSS Specialized • Spec. (min. 3, AIDE W&W, required)
• Sales Champions (2) • Security SA requirement • Individualized MOU Committed
• Tech Baseline (1) • Sales Champions (4) Targets, Minimums Required
• Specialization (min. 1) • Tech Baseline (2) • Partner Assured, June 20, 2024
• Specialization (min. 2) • Quarterly Account Planning

Discounts on Products, Market Development Deal Reg. Partner Value & New
Financials Software, & Services Funds (MDF)
Co-Investment Funds
Opportunity Incentive Rewards

Additional
Benefits Deal Registration Partner Training Velocity Pricing Champions Program Juniper Seller Rewards
All TIERS

Technology
Specializations
AIDE Wired & Wireless AIDE SD-WAN/SSR Data Center Routing Security

Service
Specializations
Partner Support Service Service Performance Partner Assured – Solution
Program Reseller 4
© 2023 Juniper Networks
Juniper Confidential
Amplifying Partner Profitability

Strong front-end Innovation and a platform Rich backend profitability MDF and Co-Investment
profitability when that enables opportunities through increased Programs to develop new
leading with Juniper to build partnered branded investment in Juniper market opportunities
value-added services Incentive Rewards

5
© 2023 Juniper Networks
Juniper Confidential
Financial Benefits
Incentives Reseller Select Elite Elite Plus
Seller Rewards
Points-based reward system for approved partner sellers who are in the
Champions Program (required)

Discounts
Discount off list for all Juniper and Mist products and services

Deal Registration
Rewards partners with added discounts when initiating and/or bringing incremental value to
opportunity through registering

Incentive Rewards
Backend incentive to provided added profitability to partners who drive targeted behaviors
tied to Deal Registration, Specialization, and Boosters – Dollar 1

Market Development Funds (MDF)

Designed to foster joint Juniper/Juniper Partner Go-To-Market (GTM) strategies, enabling
demand generation for Juniper solutions

Co-Investment Funds
Dedicated funds for Elite Plus Partners. Funding to support mutual investment targeted on
developing new growth opportunities

Juniper Networks reserves the right to change, modify, transfer, or otherwise revise without publication notice

6
© 2023 Juniper Networks
Juniper Confidential
Partner Seller Rewards
Partners’ sales representatives and their sales engineers or technical architects may earn points in return for booking
registered deals defined as partner-initiated across all Juniper products. Points earned can be redeemed towards various
exciting rewards available via the online catalog. Partner Leader must approve and accept T&Cs to be eligible.
Point Structure Champion Program Requirement
Participants must be a Sales or Technical Champion to be eligible for
Points are awarded to the Partner Sales
the base rate points. The requirement must be met by Dec. 31st for
Representative based on their Partner’s % of
Q1, Mar. 20th for Q2, Jun. 20th for Q3, September 20th for Q4.
Booked DR opportunities that are Deal Driven
Current quarter participants have until the last day of the quarter to
Type Partner Initiated. (Excluding Services)
uplevel in rank and earn the bonus points at a higher rank or earn at
Base Rate: 0.75% the level they entered the quarter.
Champion Booster: Defined by Level
New Logo Booster: 0.75%
Security Booster: 2.50%
Account Eligibility
Highest Rate Achieved: 4.50%
All end-user accounts are eligible. Rewards are only
provided on bookings of approved Partner Initiated
Deal Registrations.
Solution Architects & SEs
FY’24 Juniper
Sales Representatives can name the lead technical person
to allow them to receive rewards for supporting the Rewards Structure
Juniper Partner Initiated Deal Registration sales.
Base Rate: 0.5% Quarterly Rewards Cap
Champion Booster Rate: Defined by Level Rewards are capped at 1,000,000 points per
Sales Rep/SE/SA in quarterly promotion.

Partner Leader & Individual Seller or SE

Registration Link To learn more, visit JPA Seller Rewards on Partner Center
7
© 2023 Juniper Networks
Juniper Confidential
Reward Structure
Sales Champion
Champion Base Champion New Logo Security
Champion Rank Total Potential Reward
Rate Booster Booster Booster
Legendary 0.75% 0.50% 0.75% 2.50% 4.50%
Ingenious 0.75% 0.25% 0.75% 2.50% 4.25%
Innovative 0.75% 0.00% 0.75% 2.50% 4.00%

Technical Champion
Champion Base Champion New Logo Security
Champion Rank Total Potential Reward
Rate Booster Booster Booster
Legendary 0.50% 0.25% 0.50% 2.50% 3.75%
Ingenious 0.50% 0.10% 0.50% 2.50% 3.60%
Innovative 0.50% 0.00% 0.50% 2.50% 3.50%

8
© 2023 Juniper Networks
Juniper Confidential
Boosters Breakdown
Champion Booster Sales Champions
Paid On Legendary: 0.50%
Ingenious: 0.25%
Sales/Technical Champion Rank
Technical Champions
Partner Initiated Ingenious or Legendary Rank by the end Legendary: 0.25%
Deal Registration, over of the quarterly program period.
$30K List Price Ingenious: 0.10%

New Logo Booster

Paid On Sales Champions
New Logo End User Accounts 0.75%
Technical Champions
Partner Initiated End User Accounts with under $5K in 0.50%
Deal Registration, over Product SA in the current quarter +
$30K List Price previous 12 quarters.

Security Booster
Paid On Sales Champions
All Security Product SA 2.50%
Technical Champions
Partner Initiated Juniper Security Product Category 2.50%
Deal Registration, over
$30K List Price

9
© 2023 Juniper Networks
Juniper Confidential
 Roadmap to Eligibility: Seller Rewards
Learn More About Juniper
Champions Program
Sign-Up
Champion Sign-up Deadlines
Partner Leader must first sign-up and
Participants must be a Sales or Technical Champion
accept T’s and C’s for the Partner
to be eligible for the base rate points. Sign up by
organization to participate in Seller Register for a Juniper PERKS
the quarterly deadline: Dec. 31st for Q1, Mar. 20th
for Q2, Jun. 20th for Q3, September 20th for Q4.
Rewards. Individual Sellers can register Account
after the Partner Leader.

Walk Out the Door with your Rewards

Earn Loyalty Points
Seller to log into the Seller Rewards tool to claim
Earn Loyalty Points bases on their rewards and add their Technical counterpart
Sales/Technical Champion role for additional rewards. Once claimed, rewards
activities to rise the ranks and achieve are available to redeem.
desired level.

Earn on Partner Initiated Deal Registration Bookings

Eligible PI DR Bookings will be loaded into the Seller Rewards
tool monthly, 30 days in arrears. The eligible Seller on record
will be emailed with DR IDs to claim rewards in the PERKs
tool.
10
© 2023 Juniper Networks
Juniper Confidential
Partner Registration for Seller Rewards
Role Types

Partner
Organization Partner Sales Reps Partner Sales Engineer
/ Solutions Architects
Partner Leader must Once the organization is
accept Program T&Cs registered, Partner Sales Reps SE/SA accepts T&Cs before
on behalf of the will need to accept T&Cs and being included in Sales Rep’s
organization to get the setup their account before claim & accepts/redeems
company registered in being able to make claims. Reward points.
the program.

11
© 2022 Juniper Networks
Juniper Business Use Only
Seller Rewards Overview
Sales Representative and Sales Engineer/Technical Architect must by in the Juniper Champions
01 Program (any level) by the quarterly deadline. Register HERE

Sales must be closed through Juniper’s Deal Registration Tool – SA must be booked against the
02 quote linked to the original Deal Registration opportunity.

Partner Sales Reps are incented on the entire registered deal (excluding services) based on Seller
03 Rewards point structure.

04 Partner Rewards are only available for deals > $30,000 (list price).

05 Partner Sales Rep. can add a Sales Engineer (SE) or a Solution Architect to the Rewards claim.

Partner Leaders (Admin) who is also the Partner Sales Rep listed on the Deal Registration
06 Opportunity can also earn seller rewards points.

07 Deal Reg SA is loaded to Juniper Rewards tool at the end of each month, 30 days in arrear.

08 Rewards must be claimed and within 60 days of quarter close in the PERKS portal.

Any exception request MUST be submitted within 60 days of quarter close. NO EXCEPTIONS
09 will be approved beyond this time.
12
© 2023 Juniper Networks
Juniper Confidential
Seller Rewards Claim Process

13
© 2022 Juniper Networks
Juniper Business Use Only
Deal Registration
Partner Partner
Deal Partner Activities
Sales Fundamentals Initiated Value
Registration Benefits Partner identifies opportunity X

• New Opportunity Partner leading sales process X

• $10k+ List Price Partner driving lead generation X

• 180-day Validity w/ Leverage partner’s technical

X X
(3) 90-day extensions capabilities and capacity

Design system and create BOM X X

• Available to DVAR and IVAR

• One Partner per Registration Manage demo or proof of concept X X

• Single Discount to All Juniper Partners Staging & Configuration X X

• Price Advantage - via “Price Gapping” Competitive migration services X X

• Available on All Juniper Products Training and on-boarding services X X

• Requires BOM Upload & Project Management Services and Resources X X

Approved Quote
Lead provided to Partner X X
• RFP’s eligible prior to publication
Reference development X X
• Gateway to Partner Rewards
Extended Terms & MSA X X

14
© 2023 Juniper Networks
Juniper Confidential
Juniper Partner Platforms

Partner Business Center PACE (Compliance) Incentive Benefits Tool Advantage Insights

Partner Center Juniper Learning Academy Seller Rewards Platform PartnerLink

15
© 2023 Juniper Networks
Juniper Confidential
 HOW TO REDEEM POINTS?
You can redeem Reward points at any time from our online catalog. Select Reward Zone from the menu to visit
the catalog. Search by category, point value, brands, or keyword to find the Reward you want. Add items to
your wish list to save them for a future order or move them to your cart to check out immediately.

Start Claiming Today

16
© 2023 Juniper Networks
Juniper Confidential
16
JPA 2024 Resources

Program Program JPA 2024

Training Videos Detailed Presentation Program Guide

Visit Juniper
Partner Center
to Learn More,
partners.juniper.net
Frequently Learning Academy with New Partner Program
Ask Questions JPA 2024 Promotions and
Training Curriculum Marketing Resources

17
© 2023 Juniper Networks
Juniper Confidential
Additional Resources
Seller Rewards Claim portal:
https://juniper.perksplus.com/Login.aspx?ReturnUrl=%2fSupplierDashboard.aspx

Partner Center Seller Rewards page with details and additional resources:
https://partners.juniper.net/partnercenter/programs-promotions/programs/juniper-partner-rewards/

For any questions reach out to JPA Team email : JPA-Program-Inquiries@juniper.net

18
© 2023 Juniper Networks
Juniper Confidential