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2004

2004. Giulio Barki Corp & Gov Division gbarki@juniper.net 335 7326206. Welcome!. J-Partner Program What’s hot today Programs and promotions. Chi contattare in Juniper Networks Italia. Divisione Telecom Italia: Eugenio Libraro ( elibraro@juniper.net ) Enrico Arnofi ( earnofi@juniper.net )

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2004

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  1. 2004 Giulio BarkiCorp & Gov Divisiongbarki@juniper.net335 7326206

  2. Welcome! • J-Partner Program • What’s hot today • Programs and promotions

  3. Chi contattare in Juniper Networks Italia • Divisione Telecom Italia: • Eugenio Libraro (elibraro@juniper.net) • Enrico Arnofi (earnofi@juniper.net) • Sabatino Schiavoni (sschiavoni@juniper.net) • Divisione Operatori Alternativi: • Mario Manfredoni (mmanfred@juniper.net) • Divisione Corporate and Government: • Giulio Barki (gbarki@juniper.net)

  4. … ma il riferimento piu’ importante e’: • Frederic Arneodo (farneodo@juniper.net) Regional Channel Manager – EMEA South

  5. Program OverviewSeptember, 2004

  6. designing, implementing and supporting business critical networking and security Alliances focused on delivering next-generation networking and security solutions Resellers delivering the support, logistics and financial backing to J-Partner Resellers Distributors Support Partners delivering world class service and support to end customers providing valuable input guiding customers to solutions to their business critical needs transferring knowledge to customers and channels to allow maximum benefit from their solution Consultant & Influencers Training Partners J-Partner Program Structure J-Partner, the framework for Juniper Networks global, unified partner strategy, enables and rewards partners who add value to delivering business critical networking and security solutions

  7. in-depth Juniper knowledge portfolio product focus certification specialization general industry knowledge single product focus Segmentation Fundamentals

  8. Sales Professional Pre-Sales Engineer Post-Sales Support Engineer • Curriculum focused on: • The business opportunity • Identifying & qualifying • The Juniper solution • Solution design • Curriculum focused on: • The Juniper solution • Technology • Competitive Advantages • Solution design • Basic installation • Curriculum focused on: • Advanced installation • Troubleshooting • Optimization • Post Sales Support • Maintenance and updates • Courses available now: • Service Provider Infrastructure • Enterprise Networking Products • Advanced Security Products • Courses coming soon: • J Series • Courses available now: • Service Provider Infrastructure • Enterprise Networking – M Series • Courses coming soon: • Enterprise Networking J Series • Advanced Security Products • Courses available now: • Service Provider Infrastructure • Enterprise Networking • Advanced Security Products Online, Interactive education Online, Interactive education Instructor led training and labs Free access via Partner Center Free access via Partner Center $1,500 to $3,000 www.juniper.net/training Module driven Average 1 hour courses 3 to 5 Days Course dependent Module driven Average 1 hour courses Certification Opportunities

  9. Specialization Service Provider Infrastructure Enterprise Networking Advanced Security IDP Systems M7i & M10i T-Series Secure Access J-Series E-Series FW/VPN Systems FW/VPN Systems M-Series FW/VPN Appliances FW/VPN Appliances Specialization Opportunities

  10. Specialization Service Provider Infrastructure Enterprise Networking Advanced Security J-Partner Elite Product Access T-Series E-Series M-Series (M20+) M7i & M10i J-Series FW/VPN FW/VPN IDP Systems Secure Access Post Sales Technical Training Requirements -or- Industry Equivalent (2)JNCI-S + (2)JNCI-P (4)JNCI-S (2)JNCI-S + (2)JNCI-P CSCO CHKP CSCO CHKP CCIE CCIP CCSP CCSEP CCSP CCSEP CCSE Sales Training Requirements -or- Industry Equivalent (4) JNSA (4)JNSA (4)JNSA CSCO CHKP CSCO CHKP CCDP VSSS CCSPA VSSS FW Spec. IDS Spec. VPN Spec. CCSPA Demo Requirements Demo Systems Demo Systems Demo Systems Expectations Business Plan Business Plan Business Plan J-Partner Elite

  11. Specialization Service Provider Infrastructure Enterprise Networking Advanced Security J-Partner Select Product Access M7i & M10i J-Series FW/VPN FW/VPN IDP Systems Secure Access Pre Sales Technical Training Requirements -or- Industry Equivalent (2)JNPSTA (2)JNPSTA CSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD CCNP CCIP CCDP CCDA CCSPA CCSA WCSP VSSS FW Spec. IDS Spec. VPN Spec CCSPA CCSA WCSP Sales Training Requirements -or- Industry Equivalent (2)JNSA (2)JNSA CSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD VSSS Expectations Demo Systems Business Plan Demo Systems Business Plan J-Partner Select

  12. Specialization Service Provider Infrastructure Enterprise Networking Advanced Security J-Partner Reseller Product Access J-Series ≤ NetScreen-208 RA500 Secure Meeting Expectations JNSA JNPSTA Demo Systems J-Partner Reseller

  13. Specialization Service Provider Infrastructure Enterprise Networking Advanced Security J-Partner Distributor Product Access M7i & M10i J-Series FW/VPN FW/VPN IDP Systems Secure Access Pre Sales Technical Training Requirements -or- Industry Equivalent (2)JNPSTA (2)JNPSTA CSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD CCNP CCIP CCDP CCDA CCSPA CCSA WCSP VSSS FW Spec. IDS Spec. VPN Spec CCSPA CCSA WCSP Sales Training Requirements -or- Industry Equivalent (2)JNSA (2)JNSA CSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD VSSS Expectations Demo Systems Business Plan Demo Systems Business Plan J-Partner Distributor

  14. J-Partner Elite J-Partner Select J-Partner Reseller Product roadmap review Value-based tiered pricing Access to Channel Account Manager Access to Juniper Field Marketing + ++ J-Champions J-Support Provider & Manager eligibility Beta testing on selected new products Partner Forums Access to Market Development Funds (MDF) Demo equipment program J-Partner reseller helpdesk J-Rewards eligibility Access to Pre-Sales Engineering support Lead distribution Competitive displacement program FINANCIAL SUPPORT SOLUTIONS DEMAND PROGRAMS Authorized Education Center eligibility Partner Center access Presence on www.juniper.net Product Specialization map to core competency Online Sales & Pre-Sales Technical education Credit for industry certifications Regular communications Solution selling tools Co-marketing tools Access to Post-Sales education J-Partner Reseller Benefits

  15. What’s hot today

  16. NetScreen-5GT/ADSL: Hardware Overview Available Ports • 5 10/100 Ethernet ports • Auto-sensing • 1 Untrust and 4 Trust ports (default) • No need for an additional Ethernet switch in a small site • 1 ADSL port (Annex A & B) • 1 management console • 1 modem port ADSL Features • ST Micro Chipset • Annex A & B • Supports ATM AAL5 with 10 PVCs • Full range of encapsulations • PPPoA • PPPoE • RFC 1483B • RFC 1483R

  17. NetScreen-5GT/ADSL: Software Features Advanced Security Features • Integrated: • Stateful firewall • Routing • IP Sec VPN • DoS protection • Deep Inspection • Embedded virus scanning using Trend Micro’s AV technology* • Performance • 20 Mbps 3DES IPSec VPN • 10 (25)* VPN tunnels • 75 Mbps Firewall/NAT • 2,000 ( 4,000)* concurrent sessions • Routing Features • RIPv2, OSPF & BPGP • Routing over IPSec Tunnels • 2 Virtual Routers • DCHP Server * Extended SW License

  18. M7i/M10i Juniper M7i/M10i J6300 Juniper J6300 J4300 • JuniperJ4300 J2300 • Juniper J2300 JuniperNetScreen-5GT ADSL J-series Application Overview Intelligent Security • Distributed & layered defense • Network & application-level protection • External & internal enforcement w/ zones Superior Performance • Features without compromise • Predictable & real-time performance • Resiliency features in all systems (NetScreen-5GT ADSL) 56kpbs-8 Mbps 4 Mbps-16 Mbps 16 Mbps-90 Mbps ADSL 90 Mbps + Performance Small Small Branch Regional Head Office/ Office Office Office Office Data Centre

  19. J-series Platform Summary3 Flexible Platform Options

  20. CPU-Based Router Routing Topology PacketForwarding Services Common Processor Router Architecture Challenges

  21. Common Processor A Purpose Built Architecture CPU-Based Router PacketForwarding Routing Topology Routing Topology PacketForwarding Services Services Juniper Networks Architecture

  22. Specific Application Requirements Video Voice

  23. High performance 2 Gbps Stateful Firewall any packet size 1 Gbps VPN 3DES/SHA1& AES/SHA1 Any packet size 1 Gbps+ IDP (future) Increased capacity 10,000 IPSec tunnels 512,000 concurrent sessions 30,000+ new sessions/second Versatile form factor 3 interface modules 4 and 8 port, 10/100 Dual port, mini-GBIC Gig Dual port, 10/100/1000 NetScreen-ISG 2000 Robustsecurity • Deep Inspection FW/VPN • FW/VPN/IDP(IDP expected 2H04)

  24. Your Opportunity with SSL in the SME Market % Growth of Remote Access VPNs, By Company Size META Group: “By 2005/2006, SSL-based solutions will be the dominant remote access method, with 80% of users using SSL…”+ SSL VPN Market (In Millions) • SME deployments of remote access solutions growing rapidly • “In 2002, 24% of small, 37% of medium, and 60% of large organizations had deployed remote access VPNs; by 2007 the numbers are 55%, 74%, and 90%.”* • Comparable Markets Show Similar Evolution • “~30% of revenues in FW/VPN market now come from products with price points between $1500 - $9999 …”* • BUT leading SSL vendors’ solutions have started at $7,000+ USD list price *Source: Infonetics Research, VPN and Firewall Appliances and Software, Quarterly Worldwide Market Share And Forecasts for 1Q04 +Source: META Group, Web-Based Remote Access: Part 1, January 2003

  25. SSL VPN for Med-Large EnterprisesNetScreen Secure Access Series • Significantly Reduced Total Cost of Ownership (TCO) • Secure remote access for mobile employees • Secure extranets for business partners/customers • Secure intranets • Advanced, best-of-breed functionality • Support mid-large enterprise needs • Enhanced Enterprise Productivity and Flexibility • Robust Security Architecture • Enterprise Class Performance Scalability and High Availability • Sophisticated access methods, security policies, user segmentation • Advanced access management for complex extranet and intranet environments • High-Touch Sales Approach • Each deal typically requires on-site evaluation Functionality Enterprise Size

  26. SAM Network Connect Secure Access Methods Provision By Purpose Core

  27. SSL VPN for Small to Mid Sized EnterprisesIntroducing...NetScreen Remote Access Series • Extremely low TCO • Provides access to remote/mobile employees, without requiring dedicated IT team • Plug-n-play installation in less than an hour • Users need only a Web browser • Designed for high-volume, channel-focused sell • No onsite evaluation – Demo using VAR owned NFR Demo unit • Easy to sell, deploy, support • Efficient packaging and distribution • Valuable opportunities for Juniper Partners • Extend your SSL VPN expertise with market leading technology to SME customer base Functionality Enterprise Size

  28. Promotions and Programs

  29. RA 500 Promotion • Objective: Launch new RA500 product and reinforce market leadership in SSL • Computer-based training for J-Partner resellers • End-user direct marketing tools available • SSL Seminar in a box to include RA500 • Pre-approved $1K MDF for first 50 J-Partner resellers that complete training and purchase an evaluation unit

  30. IDP - iPod challenge • Objective: IDP evaluation incentive • Encourages prospects to implement IDP in their network • Trial is very likely to find malicious traffic and accelerate sale of IDP • If network is clean, participant of trial will receive an i-POD • Partner Tools: • End-user email for your prospects • Supporting VAR ‘Lunch and Learns’ • Contact your channel manager to participate

  31. Lead Generation

  32. New Lead Generation Campaign • Theme – empathise with stressed IT managers • Promote 4 solution areas: • Business Continuity – Highly available networks • Advanced / Demanding Applications • Layered Security • Remote Access • Target Markets • UK, Germany, France, Italy, Netherlands • Finance, Government, Retail, ISP’s, Manufacturing (Automotive & Petrochemical)

  33. R&E and Government • R&E • RedIris • 27 – 29 October, Spain • HEANET • 11 -12 November, Ireland • Government • Technet • 14- 15 October, Warsaw • Secure 2004 • 20 – 21 October, Warsaw • Network Transformation • 30 – 2 December, London

  34. Trade Shows • Gitex • 3 - 7 Oct, 2004 • Dubai World Trade Centre Complex • Sponsor and exhibition stand • CeBIT • 10 – 16 March, 2005 • Hannover • Sponsor and exhibition stand • SMAU • 21 - 25 October, 2004 • Milan, Italy • Exhibition stand

  35. InfoSecurity Events • Infosecurity Scandinavia 28 - 30  September 2004Stockholm International Fairs,Stockholm, Sweden • Infosecurity Netherlands13 - 14 October 2004Jaarbeurs Utrecht, Utrecht • Infosecurity France 25-26 November 2004CNIT, Paris La Defense • Infosecurity ItaliaFebruary 9 - 11  2005Fiera Milano • Infosecurity Spain 23rd – 24th February 2005 Madrid Congress Center • Infosecurity Belgium 23 & 24 March 2005, Kart ExpoBrussel, Belgium • Infosecurity Europe 26th April - 28th April 2005Grand Hall Olympia, London - U.K.

  36. Marketing Resources… …and how to find them

  37. Marketing Resource Center • Objective: Enables J-Partners to co-brand marketing tools from Juniper • Easy login www.juniper.net/mrc • Campaigns available in English, French, German, Spanish, Italian, Dutch • New Telemarketing and Seminar Modules • Logos, Cartoons

  38. www.juniper.net/mrc

  39. Branding in Partnership: Example

  40. Branding in Partnership: Example

  41. How Partners Can Engage in PR • Press interviews and events – collaborate, we can help with approved press spokespeople • Press releases – approval • Product reviews – refer • Customers – share stories Penny Still: Corporate Communications Manager EMEA pstill@juniper.net +44 (0) 1372 385 692

  42. Worldwide Firewall & VPN Appliance Market Forecast Actual Forecast Source: Infonetics Research, VPN & Firewall Products Quarterly Market Share Report

  43. Gartner Magic Quadrant

  44. Regole di ingaggio

  45. Thank You

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