1 opyright © 2004 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net
Jan 06, 2018
1Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 2
2004Giulio BarkiCorp & Gov
335 7326206
3Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Welcome!
J-Partner Program
What’s hot today
Programs and promotions
4Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Chi contattare in Juniper Networks Italia
Divisione Telecom Italia:• Eugenio Libraro ([email protected])• Enrico Arnofi ([email protected])• Sabatino Schiavoni (
[email protected]) Divisione Operatori Alternativi:
• Mario Manfredoni ([email protected]) Divisione Corporate and Government:
• Giulio Barki ([email protected])
5Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
… ma il riferimento piu’ importante e’:
Frederic Arneodo ([email protected])
Regional Channel Manager – EMEA South
Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 6
Program OverviewSeptember, 2004
7Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-Partner Program StructureJ-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
Consultant &Influencers
TrainingPartners
SupportPartners
Alliances focused on delivering
next-generation networking and
security solutions
delivering world class service and support to
end customers
transferring knowledge to customers and
channels to allow maximum benefit from
their solution
providing valuable input guiding
customers to solutions to their business
critical needs
designing, implementing and
supporting business critical networking and
security
Resellers
Distributors delivering the
support, logistics and financial backing to J-
Partner Resellers
8Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
certi
ficat
ion
spec
ializ
atio
n
Segmentation Fundamentals
general industry knowledge
in-depth Juniper knowledge
single product focus
portfolio product focus
9Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Certification OpportunitiesSales Professional
Curriculum focused on: The business opportunity Identifying & qualifying
The Juniper solution Solution design
Online, Interactive education
Courses available now: Service Provider Infrastructure Enterprise Networking Products
Advanced Security Products
Courses coming soon: J Series
Free access via Partner Center
Module drivenAverage 1 hour courses
Pre-Sales Engineer
Curriculum focused on: The Juniper solution
Technology Competitive Advantages
Solution design Basic installation
Courses available now: Service Provider
Infrastructure Enterprise Networking – M
Series
Courses coming soon: Enterprise Networking J Series Advanced Security Products
Online, Interactive education
Free access via Partner Center
Module drivenAverage 1 hour courses
Post-Sales Support Engineer
Curriculum focused on: Advanced installation
Troubleshooting Optimization
Post Sales Support Maintenance and updates
Courses available now: Service Provider Infrastructure
Enterprise Networking Advanced Security Products
Instructor led training and labs
$1,500 to $3,000www.juniper.net/training
3 to 5 DaysCourse dependent
10Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Specialization OpportunitiesSpecialization
Service ProviderInfrastructure
EnterpriseNetworking
AdvancedSecurity
T-Series
E-Series
M-Series
FW/VPN Appliances FW/VPN Appliances
FW/VPN Systems FW/VPN Systems
J-Series
IDP Systems
Secure Access
M7i & M10i
11Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-Partner EliteSpecialization
Service ProviderInfrastructure
EnterpriseNetworking
AdvancedSecurity
J-PartnerElite
Demo Requirements Demo Systems Demo Systems Demo Systems
Expectations Business Plan Business Plan Business Plan
M7i & M10iJ-SeriesFW/VPN
FW/VPNIDP Systems
Secure Access
T-SeriesE-Series
M-Series (M20+)ProductAccess
Sales TrainingRequirements
-or-Industry
Equivalent
(4) JNSA (4)JNSA (4)JNSA
CCDPVSSS
VSSSFW Spec.IDS Spec.VPN Spec.
CSCO CHKP CSCO CHKPCCSPA CCSPA
(2)JNCI-S + (2)JNCI-P (2)JNCI-S + (2)JNCI-P (4)JNCI-S
CCSPCHKP CSCO CHKPCCSEP CCSEP
CCSE
Post SalesTechnical Training
Requirements-or-
Industry Equivalent
CCIECCIPCCSP
CSCO
12Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-Partner Select
Expectations Demo SystemsBusiness Plan
Demo SystemsBusiness Plan
FW/VPNIDP Systems
Secure Access
M7i & M10iJ-SeriesFW/VPN
ProductAccess
SpecializationService ProviderInfrastructure
EnterpriseNetworking
AdvancedSecurity
J-PartnerSelect
Sales TrainingRequirements
-or-Industry
Equivalent
(2)JNSA (2)JNSA
VSSSCSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD
(2)JNPSTA (2)JNPSTA
VSSSFW Spec.IDS Spec.VPN Spec
CHKP SNWL WGRD CSCO CHKP SNWL WGRDCCSPA CCSPA
Pre SalesTechnical Training
Requirements-or-
Industry Equivalent
CCNPCCIPCCDPCCDA
CSCOCCSA WCSP CCSA WCSP
13Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-Partner ResellerSpecialization
Service ProviderInfrastructure
EnterpriseNetworking
AdvancedSecurity
J-Series≤ NetScreen-208
RA500Secure Meeting
ExpectationsJNSA
JNPSTADemo Systems
ProductAccessJ-Partner
Reseller
14Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-Partner Distributor
Expectations Demo SystemsBusiness Plan
Demo SystemsBusiness Plan
FW/VPNIDP Systems
Secure Access
M7i & M10iJ-SeriesFW/VPN
ProductAccess
SpecializationService ProviderInfrastructure
EnterpriseNetworking
AdvancedSecurity
J-PartnerDistributor
Sales TrainingRequirements
-or-Industry
Equivalent
(2)JNSA (2)JNSA
VSSSCSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD
(2)JNPSTA (2)JNPSTA
VSSSFW Spec.IDS Spec.VPN Spec
CHKP SNWL WGRD CSCO CHKP SNWL WGRDCCSPA CCSPA
Pre SalesTechnical Training
Requirements-or-
Industry Equivalent
CCNPCCIPCCDPCCDA
CSCOCCSA WCSP CCSA WCSP
15Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-Partner Reseller Benefits
Onl
ine
Sale
s &
Pre
-Sal
es T
echn
ical
edu
cati
on
J-Cha
mpi
ons
Dem
o eq
uipm
ent
prog
ram
Acce
ss t
o Po
st-S
ales
edu
cati
on
Com
peti
tive
dis
plac
emen
t pr
ogra
m
PROGRAMS
Pres
ence
on
ww
w.ju
nipe
r.ne
t
Acce
ss t
o Ju
nipe
r Fi
eld
Mar
keti
ngAc
cess
to
Mar
ket
Dev
elop
men
t Fu
nds
(MD
F)
Co-m
arke
ting
too
ls
Lead
dis
trib
utio
n
DEMAND
Auth
oriz
ed E
duca
tion
Cen
ter
elig
ibili
ty
Valu
e-ba
sed
tier
ed p
rici
ng
+++
J-Sup
port
Pro
vide
r &
Man
ager
elig
ibili
ty
Cred
it fo
r in
dust
ry c
erti
ficat
ions
J-Rew
ards
elig
ibili
ty
FINANCIAL
Prod
uct
Spec
ializ
atio
n m
ap t
o co
re c
ompe
tenc
y
Prod
uct
road
map
rev
iew
Beta
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ting
on
sele
cted
new
pro
duct
s
Solu
tion
sel
ling
tool
s
Acce
ss t
o Pr
e-Sa
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Engi
neer
ing
supp
ort
SOLUTIONS
Part
ner
Cent
er a
cces
s
Acce
ss t
o Ch
anne
l Acc
ount
Man
ager
Part
ner
Foru
ms
Regu
lar
com
mun
icat
ions
J-Par
tner
res
elle
r he
lpde
sk
SUPPORT
J-Partner Elite
J-Partner Select
J-Partner Reseller
Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 16
What’s hot today
17Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
18Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
19Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-series Application OverviewPe
rform
ance
M7i/M10i
JuniperM7i/M10i
ADSL 56kpbs-8 Mbps
4 Mbps-16 Mbps
16 Mbps-90 Mbps 90 Mbps +
JuniperJ6300
J6300
Juniper J2300
J2300 JuniperJ4300
J4300
JuniperNetScreen-5GT ADSL
Small Small Branch Regional Head Office/ Office Office Office Office Data Centre
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)
20Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
J-series Platform Summary3 Flexible Platform Options
Platform J2300 J4300 J6300Size 1U 2U 2U
Capacity(conservative) 8 Mbps 16 Mbps 90Mbps
Fixed Ports 2xFE 2xFE 2xFECard Slots 1 Fixed Slot 6 Open Slots 6 Open SlotsInterface Cards 2XT1/2XE1/
2XSerial2xT1/2xE1/
2xSerial/T3/2xFE2XT1/2XE1/
2XSerial/T3 /2xFE
Memory256 MB or
512 MB DRAM
256 MB or 512 MB DRAM
256MB, 512 MB, or 1 Gbps DRAM
Redundant Power No No Yes# of Media cards 1 2 2
21Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Router Architecture Challenges
Common Processor
CPU-Based Router
PacketForwarding
Routing Topology
Services
22Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Common Processor
A Purpose Built ArchitectureCPU-Based Router
PacketForwarding
Routing Topology
Services
Juniper Networks Architecture
PacketPacketForwardingForwarding
Routing Routing TopologyTopology
ServicesServices
23Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Specific Application Requirements
Video
Voice
24Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
NetScreen-ISG 2000
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/secondVersatile form factor 3 interface modules
• 4 and 8 port, 10/100• Dual port, mini-GBIC
Gig• Dual port, 10/100/1000
Robust security Deep Inspection
FW/VPN FW/VPN/IDP
(IDP expected 2H04)
25Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Your Opportunity with SSL in the SME Market
0
100
200
300
400
500
600
2005 2006 2007
*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
smallmedium
large
2002
20070
10
20
30
40
50
60
70
80
90
2002
2007
SSL VPN Market (In Millions)
META Group: “By 2005/2006, SSL-based solutions will be the dominant remote access method, with 80% of users using SSL…”+
% Growth of Remote Access VPNs, By Company Size
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
26Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
Func
tion
alit
y
Enterprise Size
27Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Secure Access MethodsProvision By Purpose
Core
SAM
Network Connect
28Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
Func
tion
alit
y
Enterprise Size
Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 29
Promotions and Programs
30Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
31Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
32Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
33Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Lead Generation
34Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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)
35Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
36Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
37Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
InfoSecurity Events Infosecurity Scandinavia
28 - 30 September 2004Stockholm International Fairs,Stockholm, Sweden
Infosecurity Netherlands13 - 14 October 2004Jaarbeurs Utrecht, Utrecht
Infosecurity France25-26 November 2004CNIT, Paris La Defense
Infosecurity ItaliaFebruary 9 - 11 2005Fiera Milano
Infosecurity Spain23rd – 24th February 2005Madrid Congress Center
Infosecurity Belgium
23 & 24 March 2005, Kart ExpoBrussel, Belgium
Infosecurity Europe
26th April - 28th April 2005Grand Hall Olympia, London - U.K.
38Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Marketing Resources…
…and how to find them
39Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
40Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
www.juniper.net/mrc
41Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Branding in Partnership: Example
42Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Branding in Partnership: Example
43Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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 [email protected] +44 (0) 1372 385 692
44Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
$2.44
$2.96$3.35
$3.55 $3.57
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illio
n
2003 2004 2005 2006 2007
VPN/Firewall Hardware + Software Market Size
Source: Infonetics February 2004
Worldwide Firewall & VPN Appliance Market Forecast
Actual Forecast
Source: Infonetics Research, VPN & Firewall Products Quarterly Market Share Report
45Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Gartner Magic Quadrant
46Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Regole di ingaggio
47Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Thank You