Bold Partnerships | Juniper Global Summit

0:00 [music]

0:07 -It's already been six months since our global virtual partner summit.

0:13 Back then I told you that Juniper is on the crest

0:16 of a wave and that we had tremendous opportunity ahead.

0:20 I really encouraged you to be bold with Juniper and to make investments

0:25 so that we could take advantage of the opportunity ahead.

0:31 All of this was during a time of great uncertainty.

0:36 We asked you to make investments when others were de-investing.

0:42 We asked you to go above and beyond with our technology

0:47 and expand your Juniper practice, and guess what?

0:52 It's working. We've built a flywheel for success.

0:57 We're starting to get to critical mass and we're driving energy

1:03 and momentum at a pace that no one thought possible.

1:08 You made all of this happen.

1:11 The results exiting 2020 were just phenomenal.

1:17 We saw our deal registration business just go off the charts.

1:21 We saw our virtual sales organization sailing

1:24 into the commercial growing in the mid-20s.

1:27 The investments that you made really deepens our partnership.

1:34 It's not really a surprise to me though.

1:37 When you look at what's going on there at the moment,

1:40 Juniper is uniquely positioned with tremendous technology

1:45 that's highly differentiated.

1:47 It's being recognized by industry-leading analysts.

1:52 We've also invested in our go-to-market and in our partner program

1:57 and then built some world-class partnerships with you.

2:02 With all that said, we still have relatively low market share in certain segments.

2:09 If we can keep this momentum going,

2:12 and we can keep being bold, we're going to continue to keep winning together.

2:19 Today, we're going to talk about how we can accelerate our momentum together.

2:24 Firstly, I'm going to talk about creating winning partnerships,

2:28 how we can continue to invest together to win in the marketplace.

2:34 Secondly, winning rewards,

2:36 how you can leverage our partner program to win big with Juniper.

2:41 Then lastly, winning with our technology and acquisitions.

2:46 How can we accelerate our time to market with their acquisitions,

2:50 and build out new business models to reach new customers?

2:56 Firstly, let's talk about winning partnerships.

3:00 We're going to continue to invest in our partner community like never before,

3:05 $100 million of investment this year,

3:09 and to our partner program and supporting resources.

3:13 We've also made some very recent additional investments

3:16 into our virtual sales organization based on the success of last year

3:21 to generate even more demand together.

3:24 Then lastly, we're going to focus on ease of doing business

3:27 and deliver a better partner experience.

3:32 Speaking with many of you over the last few weeks and months,

3:37 it's clear to me that you're also making investments.

3:41 You've taken on the challenge to be bold,

3:44 and that you're winning more with Juniper with that extended

3:48 Juniper footprint within your business.

3:51 It feels right now that the fish are really jumping onto the boat,

3:54 which is a great feeling.

3:57 We asked you to invest in trainings and proof of concepts, which you did.

4:03 When we get to a proof of concept stage with a customer

4:07 with your support, we typically win.

4:11 This is another winning formula that we need to continue

4:15 and even pour more fuel on the fire.

4:21 Talking about winning partnerships,

4:24 I'd like to give a big call out to our distribution partners.

4:28 As we all know, we're living through some really challenging times

4:32 and the role that distribution has played

4:35 over the last 12 months has been monumental.

4:38 They've ensured that we've had high levels of inventory.

4:43 They've made sure that critical infrastructure has got

4:46 to where it needed to be, at the right time.

4:49 They've also extended liquidity out into the channel,

4:53 through extended payment terms, helping all of you as well as our customers.

4:59 Despite all of that, they've also continued to beat the Juniper drum,

5:04 to extend our message out to more and more partners and customers,

5:09 and really amplify all the work that we're doing.

5:12 A sincere thank you to all of our distribution partners.

5:15 Our Enterprise+ program is starting to mature.

5:20 This program was based on feedback from you

5:24 to get better alignment with our sales organization.

5:28 We've made some investments into you, driven that alignment,

5:32 and then you've continued to invest with us.

5:35 It's absolutely no surprise to me

5:38 the growth that we generated at the end of last year.

5:41 Our Enterprise+ partners are the fastest growing set of partners within Juniper.

5:49 Now, I'd like you to hear this from one of our Enterprise+ partners.

5:57 -I'm David Pritchard, a solutions engineer at SHI.

6:01 We're an $11 billion bar that is women and minority-owned.

6:05 We're a Juniper Enterprise+ partner, which was recently named Juniper's

6:09 2020 North America Commercial Partner of the Year.

6:12 Juniper has made incredible acquisitions over the past few years.

6:15 Mist, 128 Technology, Netrounds, and obviously, Apstra,

6:21 is changing the way manufacturers integrate hardware

6:23 and software features to create complex designs with automation

6:27 while providing simplified management, network resilience, and security.

6:32 It makes Juniper's portfolio one of the strongest on the market today.

6:36 Being an Enterprise+ partner gives us access to additional enablement

6:41 and sales support, which makes it easy to help

6:43 our customers see the benefits of these new technologies.

6:46 We're excited to offer all these solutions to our customers

6:49 as we take our partnership to the next level.

6:53 -What a great example from one of our Enterprise+ partners,

6:57 again, being bold, and winning big with Juniper.

7:02 Now, let's talk about winning with Juniper,

7:04 and the rewards that you can earn.

7:08 We've made significant investment into the partner program,

7:12 to the point that you can now double your incentives in 2021.

7:18 That represented an investment of over $20 million

7:22 incrementally into the partner program.

7:27 On an average, our partner profitability is already on the increase.

7:34 As I mentioned before, with this tremendous technology and momentum,

7:39 with the feedback that we're getting from the analysts

7:42 and from you, the investments that we're making,

7:45 the partnerships that we're forming, and this market opportunity,

7:49 with a relatively low position in some of the key segments,

7:54 we just have a tremendous opportunity.

7:57 It's a real formula for success.

8:00 That's why I encourage you not to sit on your hands but to continue to be bold.

8:09 I challenge you to reinvest those incentives into your business.

8:15 Deploy more account managers, more SEs,

8:19 let's do more marketing together,

8:22 more proof of concepts, let's deepen our partnership.

8:27 I guarantee that that investment will pay off.

8:35 Don't just take it from me.

8:37 I'd like to play another video from a partner that can go

8:41 into a little more detail on just exactly how they capitalized

8:45 on success by investing in Juniper.

8:51 -Hi, this is Manoj Kanodia.

8:53 I'm the CEO of Inspira Enterprise.

8:56 We are a leading system integration company in India.

8:59 Inspira and Juniper go a long way,

9:01 our relationship runs for more than a decade.

9:04 We have together delivered some cutting-edge solutions

9:07 to a lot of our customers in India.

9:10 One such solution that I want to talk about today is 4k phone.

9:16 It's actually a project we are delivering for the State of Kerala in India

9:21 and part of the digital transformation initiative of the Government of India.

9:26 Under this project, internet will be made available

9:29 to the remotest villages in that State.

9:33 Obviously, the transformation that it will bring to the lives

9:38 of the ordinary citizen is what excites us.

9:40 Juniper and Inspira have been partners for

9:43 over a decade as I already mentioned.

9:45 During these years, Juniper has come out with several key initiatives.

9:51 I could also say that their incentive structure is one of the best in the industry.

9:57 These initiatives and their incentives have allowed us

10:01 to build more solutions, invest more in our business,

10:05 build more capabilities, and eventually,

10:07 all this has helped us to build our business and also help customers at large.

10:12 -Even with all the success,

10:14 I believe that we're only just at the beginning.

10:18 What's important now is that we focus on speed,

10:22 and agility so we can capture the growing opportunity

10:26 as quickly as possible.

10:29 Therefore, we're investing in tools to improve your partner experience,

10:35 to reduce your cost of doing business with Juniper.

10:40 Firstly, we've integrated a deregistration program.

10:44 No longer do we have a separate program for Mist and for Juniper.

10:48 We now have one unified program with upfront discounts,

10:53 making it easy for you to register deals, and to quote your customers.

10:59 We've also introduced velocity pricing,

11:03 everyday low pricing for your customers that are looking

11:07 to buy just a few units at a time,

11:09 maybe top up an existing network, add a branch office.

11:14 The pricing will allow you to transact quickly without having

11:18 to wait for special pricing approval for Juniper, it's pre-approved.

11:23 This will increase the time to market and allow you to work with a lot more velocity.

11:31 Lastly, we're launching a new partner performance dashboards,

11:36 very excited about the dashboard

11:38 because I believe it will really underpin the relationship.

11:44 It'll give you phenomenal insights into your business with Juniper,

11:48 you'll be able to check on the status of your rebates,

11:51 check if you're compliant with the partner program.

11:55 What's available in terms of MDF?

11:58 How many leads have you received from our virtual sales organization?

12:02 How much due registration are we driving together?

12:06 With this level of transparency, and with some of these bold incentives

12:12 that are in place to support the partnership,

12:15 I feel very, very confident that we're only at the beginning

12:20 and there's a lot more still to come.

12:22 As we know, when we're bold, we will win.

12:27 We've made four acquisitions, Apstra, Netrounds,

12:33 128 Technology, and of course, Mist.

12:38 Each one of these acquisitions brings us unique differentiation

12:43 that you've heard about from some of the other presenters.

12:47 They're all built in areas of the network that we're extremely strong in.

12:51 For me, they really just bring the cherry to the top of the cake.

12:57 My focus over the next few months is going to be to integrate

13:02 these technologies more quickly into our partner program,

13:06 so we can have one unified partner experience.

13:10 There's a tremendous increase in access service demand

13:14 from the customer base, as all of you know.

13:20 These new acquisitions and technologies will allow you,

13:24 our partners, to take advantage of high levels of demand

13:29 for things like Wi-Fi as a service, security as a service, and SD-WAN as a service.

13:37 We want to be bold, and move with speed

13:41 and capture that opportunity as quickly as possible.

13:49 -I'm Russell Crampin, and I'm the managing director of Axians in the UK.

13:53 The UK is part of the Axians global business,

13:56 which is a £2.5 billion organization that's

14:02 present in over 26 countries around the world.

14:05 One of our customers who've been working with for a little while

14:09 is a medical research firm and they had an aging Wi-Fi

14:13 and problems with their core network.

14:16 It was no longer fit for purpose and really needed updating.

14:18 In particular, they had a recon for looking after long workers

14:24 who had devices that needed to be located

14:26 and their current Wi-Fi just couldn't do that

14:29 and so they turned to us for help.

14:31 Their existing solution based on the Aruba technology,

14:35 as I mentioned, was becoming an end of life,

14:37 and particularly it didn't support Bluetooth.

14:40 That was what was required for their location awareness.

14:44 Axians UK is an Enterprise+ partner, so very active and skilled in Mist.

14:52 We talked to them about the benefits of Mist, set up a demonstration.

14:56 Talked to them a little bit more about the benefits of wide assurance with that.

15:00 The customers were really pleased with that.

15:02 Last year we closed the deal with them for 250 access points.

15:09 We've then got on to replace their coordination network as well.

15:13 We've been looking at the recent acquisitions by Juniper.

15:17 Axians UK runs a number of global SD-WAN deployments,

15:21 so we've been very interested in 128 Technology.

15:25 We've currently got that in the labs, looking under the hood,

15:27 seeing what goes on with it, but in discussion with a few customers.

15:31 They're already very interested.

15:33 I think that one's going to be the one to watch for this year.

15:35 We do work with Juniper for many, many years now.

15:39 What I've found in particular in the last year or two

15:42 is the increased energy and enthusiasm that in particular,

15:47 the channel and the investments the channel have made.

15:50 It means that there's a lot more activity, enthusiasm,

15:54 and energy coming through from that team, which is really infectious.

15:58 We're really being glad that we're continuing to be a Juniper partner.

16:03 -I'm extremely pleased to announce today

16:06 a new unified money services program.

16:12 At Juniper, we like to keep our partner program real simple.

16:17 It's completely aligned with our Juniper partner advantage framework.

16:22 It'll have just two levels, elite provider and select provider

16:29 based on your volume and the level of investments that you make into specializations.

16:37 It'll also bring you predictable sourcing costs,

16:41 investments into marketing to create demand,

16:45 in-field specialists to support creation of these new services,

16:50 incentives for customer success

16:54 as well as free online starter kits and access to technical resources.

17:00 There'll also be flexible financing options through Juniper financing.

17:08 Now, that said it does take time to build that highly differentiated

17:15 managed service practice and we're going to be right there with you.

17:19 We've already launched a business transformation program

17:23 that will give you access to consultants and enablement

17:27 and training and experts to support you on the journey

17:31 towards managed services.

17:35 The technology, the changes in the market,

17:38 and our new program, again,

17:41 will allow us to continue to build momentum, to continue to be bold.

17:46 That's when we know we will continue to win.

17:52 Just a few weeks ago, it was the equinox, the beginning of spring.

17:59 I'm sure you'd all agree it feels like we've been through a long and extended winter.

18:08 Despite all of that, adversity, challenge,

18:12 unpredictability, worry, we've been winning together.

18:19 I really believe that we have a bright future ahead.

18:24 Of late, it's clear to me,

18:27 and I'm sure to many of you that we've been missing something.

18:32 We've been starved of that human connection,

18:35 that ability to celebrate success together,

18:40 to solve for complex problems together,

18:44 to go to the whiteboard and innovate

18:46 around providing better customer outcomes.

18:51 As we come back together, I believe there's an opportunity

18:55 for us to really redefine the workplace.

19:02 -My name is Peter Bartels and I'm the senior business development manager

19:06 for Telstra Purple based in Adelaide, South Australia.

19:10 Telstra Purple is an ICT services solutions business

19:15 with around about 200,000 people.

19:18 We are the largest Australian-owned ICT and services business.

19:22 The university we've been working with

19:25 is one of Australia's regional universities.

19:28 Most Australian universities have been

19:31 very focused around foreign national students

19:33 to provide both revenue and student basis for the universities.

19:39 In this particular case, the university is looking through refresh

19:43 its campuses and its facilities and they're looking for ways

19:48 in which they could utilize wireless and AI

19:52 to give them a better outcome around the university campus.

19:55 The language the university is using is to take the AI data

20:00 in the location tracking to identify how many students

20:04 are in any particular location at once.

20:07 The value this will deliver to them is that

20:10 if you think of a lecture theater with maybe 100 people in it,

20:13 if it's only utilized with a small number of students in the facility,

20:18 they can reassign the theater to another use

20:21 and automatically look to shut down the power and the lighting

20:25 into the particular part of the campus and obviously,

20:29 deliver cost savings to the business through better utilization

20:33 of facilities and minimizing outgoing variable cost

20:37 such as heating, cooling and lighting and so on.

20:39 They see this as a really strategic way in which they can

20:43 get better utilization of the campus and give them

20:46 better use of facilities right across, not just one campus,

20:49 but several campuses that they have.

20:51 Telstra Purple have been consulting to the university for some time.

20:55 We've worked very, very closely with Juniper over the last 12 to 18 months.

21:01 We have an extremely good relationship with

21:03 both the sales and the business team in Australia.

21:08 Telstra Purple sees Juniper and Mist as a very,

21:13 very strategic player, particularly around AI and Wi-Fi.

21:19 -I want to learn from you, how do we get the balance right?

21:25 We've learned a lot over the last 12 months,

21:30 how to get more efficient, how to train differently,

21:33 how to bring relationships online,

21:37 but there's an awful lot of things that we used to do that

21:40 we haven't been able to do that are also great assets for success.

21:47 I'm going to create a series of advisory boards

21:50 and #future partner experience.

21:54 I'd love to hear from you about what you think we need to do

21:58 to create the perfect partner experience in the future.

22:02 I also want to share what we're doing at Juniper

22:05 around bringing our employees back safely into our workplace that they can be

22:09 highly productive in and also, learn from you on how

22:13 you're doing that with your own employees.

22:18 If we get this balance right,

22:21 I believe that we can not only continue on the trajectory that we're on,

22:26 continue with the momentum, continue to win together,

22:32 we can get even better.

22:34 We can get even deeper relationship with our partners and with our customers.

22:41 With that, I look forward to seeing many of you in the near future.

22:45 I wish you all the best.

22:47 Thank you very much.

22:49 [music]