Cloud-Ready Data Center

JPA Quarterly (Channel) Sales Update

October 2022

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 Your Cloud-Ready Data Center Ambassador

• Introductions

• Steve Johnson
Steve Johnson
• Scott Sneddon
Global Partner Sales Director

stevej@juniper.net
linkedin.com/in/sjohnsonnh

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 NEWS YOU CAN USE

THE JUNIPER
DIFFERENCE
WINNING TIPS &
TECHNIQUES

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 WINNING TIPS &
TECHNIQUES

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Certified Specialist, Data Center (JNCIS-DC)
Data Center Automation Using Juniper Apstra (APSTRA)

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Apstra Professional Services
Simplify data center deployments, accelerate time-to-value and de-risk migrations by enabling Apstra

Deployment Service Migration Service

 Migrations from existing production

 Deployment of next generation data
data center networks to next-
centers using Apstra
generation data center networks
 Easy to deploy Single and two data
 Easy to deploy Side-by-Side and In-
center use case starter packages with
Place migration starter packages with
highly validated EVPN ERB and
highly validated EVPN ERB and
Collapsed Fabric data center designs
Collapsed Fabric data center designs
 Fully customizable deployments using
 Fully customizable migrations using
validated data center designs or highly
validated data center designs or highly
flexible Freeform designs to leverage
flexible Freeform designs to leverage
any feature, protocol, or architecture
any feature, protocol, or architecture
Any design, Any scale, Anywhere
Apstra Automated DC Deployment Service Apstra Automated DC Migration Service

Resell Juniper ORDeliver Your Own

HIGH BUSINESS ACCELERATED RISK
ASSURANCE AGILITY DEPLOYMENTS REDUCTION
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The Marketing Hub
Campaigns in a Box Events in a Box Collateral Documents
Campaign overviews, email messaging, Guidance on setting up co-branded The latest and greatest infographics,
social media messaging marketing events analyst reports, one pagers

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Apstra Test Drive

Sign up
to secure your
position in the
starting line!

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 Apstra Value Model
Tailored for your customer’s environment

Before APSTRA After APSTRA

PREPARATION (DAY 0)
Project Project
Engineer Engineer
Manager Average Manager
days Manual OpEx Reasoning days APSTRA OpEx APSTRA SAVINGS
days Reduction days
required required
required required
SCOPE REQUIREMENTS 14.00 5.00 $12,900.00 25% Forrester & Yahoo JPN 10.50 3.75 $9,675.00 $3,225.00
High level requirements system planning 1.00 1.00
Plan requirements / task list 2.00 1.00
Define system overview 2.00 1.00
Define requirements 7.00 1.00
Review requirements 2.00 1.00

BASIC DESIGN 16.00 1.00 $10,500.00 66% Forrester & Yahoo JPN 5.44 0.34 $3,570.00 $6,930.00
Cumulative Results Year 1 Year 2 Year 3 Year 4 Year 5 Cumulative Results Year 1 Year 2 Year 3 Year 4 Year 5 5 Year Totals Difference Difference %
Sizing 2.00
Before Apstra
Features / functions list 2.00 After Apstra Juniper Apstra Advantage
Network configuration (topology design) 2.00
Basic cabling doc
TCO $ 853,643 9.00
$ 1,453,425 $ 2,053,208 $ 2,652,990 $ 3,252,773 TCO $ 488,171 $ 685,300 $ 882,428 $ 1,079,557 $ 1,276,686 TCO $ 1,976,087 60.8%
Basic design doc review 1.00 1.00

DETAILED DESIGN 100.00 6.00 $65,400.00 66% Forrester &PoC + Set-up

Yahoo JPN team34.00 2.04 $ 20,000
$22,236.00$ 20,000 $ 20,000 $ 20,000 $ 20,000
$43,164.00 PoC + Set-up team $ (20,000)
Legacy Tools
Organize licences
resource information $ 40,000 $ 80,000
4.00 $ 120,000 $ 160,000 $ 200,000 APSTRA licenses $ 201,020 $ 201,020 $ 201,020 $ 201,020 $ 201,020 Licenses $ 201,020
Design configs 10.00
Detailed design doc for config 20.00
Review of detailed config 2.00
OPEX $ 813,643 $ 1,373,425 $1.00
1,933,208 $ 2,492,990 $ 3,052,773 OPEX $ 267,151 $ 464,279 $ 661,408 $ 858,537 $ 1,055,665 OPEX $ 1,997,107 65.4%
Operational design 2.00
Failure design planning 2.00
DAY 0 design doc
Operation $ 154,500 $ 10.00
154,500
$ 154,500 $ 154,500 $ 154,500 DAY 0 $ 61,755 $ 61,755 $ 61,755 $ 61,755 $ 61,755 DAY 0 $ 92,745 60.0%
Scopedesign
Failure requirements
doc $ 22,500 $ 10.00
22,500
$ 22,500 $ 22,500 $ 22,500 Scope requirements $ 16,875 $ 16,875 $ 16,875 $ 16,875 $ 16,875 Scope requirements $ 5,625 25.0%
Operation test review
Basic desing $ 18,900 $ 2.00$1.00 18,900
18,900 $ 18,900 $ 18,900 Basic desing $ 6,426 $ 6,426 $ 6,426 $ 6,426 $ 6,426 Basic desing $ 12,474 66.0%
Failure test review 2.00
1.00
Detailed design $ 113,100 $ 113,100 $ 113,100 $ 113,100 $ 113,100 Detailed design $ 38,454 $ 38,454 $ 38,454 $ 38,454 $ 38,454 Detailed design $ 74,646 66.0%

DAY 1 $ 99,360 $ 99,360 $ 99,360 $ 99,360 $ 99,360 DAY 1 $ 8,267 $ 8,267 $ 8,267 $ 8,267 $ 8,267 DAY 1 $ 91,093 91.7%
Implementation $ 24,000 $ 24,000 $ 24,000 $ 24,000 $ 24,000 Implementation $ 1,680 $ 1,680 $ 1,680 $ 1,680 $ 1,680 Implementation $ 22,320 93.0%
Test $ 62,240 $ 62,240 $ 62,240 $ 62,240 $ 62,240 Test $ 4,357 $ 4,357 $ 4,357 $ 4,357 $ 4,357 Test $ 57,883 93.0%
Ops documentation $ 13,120 $ 13,120 $ 13,120 $ 13,120 $ 13,120 Ops documentation $ 2,230 $ 2,230 $ 2,230 $ 2,230 $ 2,230 Ops documentation $ 10,890 83.0%

DAY 2+ $ 559,783 $ 1,119,565 $ 1,679,348 $ 2,239,130 $ 2,798,913 DAY 2+ $ 197,129 $ 394,257 $ 591,386 $ 788,515 $ 985,643 DAY 2+ $ 1,813,269.38 64.8%
Standard DC operations $ 319,660 $ 639,320 $ 958,980 $ 1,278,640 $ 1,598,300 Standard DC operations $ 127,864 $ 255,728 $ 383,592 $ 511,456 $ 639,320 Standard DC operations $ 958,980 60.0%
Troubleshooting $ 61,560 $ 123,120 $ 184,680 $ 246,240 $ 307,800 Troubleshooting $ 24,624 $ 49,248 $ 73,872 $ 98,496 $ 123,120 Troubleshooting $ 184,680 60.0%
Outages $ 178,563 $ 357,125 $ 535,688 $ 714,250 $ 892,813 Outages $ 44,641 $ 89,281 $ 133,922 $ 178,563 $ 223,203 Outages $ 669,609 75.0%
Other costs $ - $ - $ - $ - $ - Other costs $ - $ - $ - $ - $ - Other costs $ -

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 Amped-Up with Apstra
Get Amped-Up with Apstra with sales ‘acceleration’ contest rewarding individual
contributors for driving specific outcomes throughout the sales process.
Cloud-Ready Data Center Discovery
As a trusted advisor, introduce Juniper early in your data center prospecting discussions. Regardless of whether your customer has a networking
vendor preference, position Juniper as a viable option, and together, we’ll convey a pathway for your customer to achieve a superior
outcome. Spark the ‘discovery’ conversation and get rewarded!
C-level Apstra Business Dialogue
Early in the sales process, we’ve repeatedly witnessed the positive impact of engaging in a business level exchange with economic buyer to prove
the ROI and payback period more than justifies the purchase. We deliver these proof points with a derivative model initially developed by
Forrester Research. Facilitating this executive dialogue typically results in a commitment to take a serious look at the solution in house.
Coordinate the economic impact modeling discussion and get rewarded!
Partner Led Apstra PoC
Nothing drives home the value of the solution like experiencing the capabilities firsthand, in the customer’s environment, having their staff
interacting with the software-defined controls. With the partner leading/guiding this effort, the probability of securing professional service
engagement for production deployment increases significantly. Lead the PoC and get rewarded!
Apstra Achievers - Win the Deal!
With your knowledge of the account and trusted relationships, no one is better suited to position the value of Apstra’s efficacy in providing
continuously-validated, intent-driven fabric management across a multi-vendor environment. Assert your Apstra-Amped prowess throughout the
sales process, close the business and get rewarded!

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 Thank you

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