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Keynote Juniper Day Prague 2016


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Juniper Day 2016
Praha, 25.5.2016
Nemanja Janca, Juniper Networks

Published in: Technology
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Keynote Juniper Day Prague 2016

  1. 1. JUNIPER DAY PRAGUE 2016 Nemanja Janča Regional Sales Manager Strategic Verticals Central and Eastern Europe
  3. 3. 2015… YEAR OF SUCCESS! • Central & Eastern Europe – One of the fastest growing regions WW! • Service Provider and Enterprise Routing continues to be flagship area • Strong performance in Switching and HE Security based on new, stronger than ever portfolio started to yield results • Juniper continues to be the choice for high performance, robust and agile networks • Traditionally strong SP and Government sectors supported by the key wins in Education and Enterprise • Strong dollar vs. euro eroded budgets but opened the door to better value vendors • Support from our regional teams assisted us in closing several key deals • Strong performance in 2015 delivered additional headcount to CEE • Key learnings: • Align resources to key projects to support early engagement and true teaming with our customers • Increased investment in partner enablement = increased efficiency and customer satisfaction • The effort required to win a 200K deal is often the same as closing a 2.0M deal • Personal relationship with customers and partners = NO ATTRITION & continuous expansion with existing customers / penetration into new accounts
  4. 4. 2016 CEE STRATEGY & INITIATIVES • Build one TEAM JUNIPER • Team Juniper Aligned to countries and expanded to region and verticals • Partners integrated into Team Juniper • Optimise coverage • Investment aligned to opportunities • Channel development to support Partner Led engagement • Regional resources • Funded heads • Vertical alignment & engagement • Proactive engagement • Community of interest • Leverage best practices and use cases • Energise the channel & partner to win! • Build a commercial engine to support success and momentum from 2015 into 2016 • Lead with Secure Networks, DC, Automation leading edge technology
  5. 5. 2016 NEW STRUCTURE • Regional & Country leaders take responsibility for all lines of business • Service Provider, Enterprise & Commercial (SVCI) ownership for Products & Services • GTM as ‘One team’ .. Drive out silos .. Share resources .. Single point of escalation • Acting on feedback received from Customers & Partners • Strengthen regional Center of Excellence teams (CoE) • Regional exposure to more diverse solution sets bringing added value to our customers • EMEA virtual vertical teams to collaborate share wins & best practices
  6. 6. OUR PRIORITIES IN 2016 • Portfolio – Unique reason WHY JUNIPER • Position value add from Juniper cross-domain portfolio as opposed to “box selling” • Software Defined Network Solution – true benefit for the customers • Advanced Services as a base for the robust and reliable solution • Transparent TCO and ROI – key commercial measurements • Security relaunch • New portfolio = new value add for our existing and new customers • Close cooperation with value added partners and customers to obtain feedback • DC • It’s not just about speed & feeds • Lead with Architecture & Services • Replicate success stories • The market is evolving .. Continue to educate ourselves, our Partners & Customers
  7. 7. MOST TRUSTED 150 SPs North America September 2015 4.13 2.53 2.61 3.45 3.48 3.50 3.50 3.54 3.62 3.62 3.65 4.07 3.71 3.74 3.82 4.05 3.65 Most Trusted to Deliver Next Generation Infrastructure and Service How much do you trust the following vendors to deliver the solutions that your company needs for its next-generation networks and services? Weighted Score
  8. 8. Thank youThank you