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CHANNEL PLAYBOOK

Sales Insertion Strategies for EX Series Switches. CHANNEL PLAYBOOK. Sales Insertion Strategies. Use the following sales insertion strategies for your multi-touch integrated sales and marketing.

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CHANNEL PLAYBOOK

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  1. Sales Insertion Strategies for EX Series Switches CHANNEL PLAYBOOK

  2. Sales Insertion Strategies Use the following sales insertion strategies for your multi-touch integrated sales and marketing Dual Vendor (Enterprises looking to add a second network vendor to achieve competitive leverage and avoid vendor lock-in) Network Access Control (Enterprises interested in enforcing dynamic network access controls to ensure compliance) Unified Communications, VoIP (Enterprises deploying unified communications services to streamline business operations) End of Life (Enterprises whose switching infrastructure is approaching, or has passed, the end of its useful life) A B C D

  3. Dual Vendor Overview A • High availability • High performance • More secure • Complete network infrastructure portfolio • Easier to operate and manage Typical Enterprise Risk Aversion Strategy HUGE RISK Servers: IBM, Dell, HP Storage: EMC, NetApp, Hitachi Circuits: AT&T, VZB Computing: Microsoft, Sun, Linux Network: Cisco • NOT best practice for redundancy • NOT best practice for procurement Customer Drivers: • 25% CAPEX savings • Complete redundancy strategy • Risk mitigation and regulatory compliance Your Opportunity: • Opens half network infrastructure • Provides exposure to other infrastructure opportunities being addressed simultaneously

  4. Dual Vendor Strategies A 1 2 3 4 5 Gartner 2nd Vendor Report Independent Cisco I/O Report Cisco I/O Cookbook EX Series TEI Report Junos Software TEI Report • Adding second vendor reduces CAPEX and improves operational processes • Enables customers to achieve competitive leverage by avoiding vendor lock-in • Describes how Junos helps users lower OPEX, improve ROI and accelerate investment payback • Single operating system improves network scalability and reduces network downtime • Validates Juniper interoperability between EX4200 & EX8208 switches and Cisco’s 3570-E & 6509 switches • Provides detailed description of all test configurations • Highlights real-world cost savings businesses achieved using Juniper’s switching solutions • 79% return on investment with EX4200 through simplified network architecture: payback of 1.2 months • In-depth “Cookbook” of interoperability test configurations • Step-by-step instructions for conducting interoperability tests • Detailed Cisco and Juniper CLI syntax Download » Download » Download » Download » Download »

  5. Network Access Control Overview B • Standards-Based • Complete Solution • Interoperates with MSFT • Guest-User, Contractor, and Remote Access • L2-L7 Policies • Network admission and access control Infranet Controller AAA Policy Manager Network Firewall Enforcer LAN Enforcer UAC Agent Protected Servers Customer Drivers: • Dynamic network boundaries – location complication • Sophistication of new attacks • Harder to control and more demanding applications Your Opportunity: • $3.9 billion market (projected) • Opportunity to bundle pro-services • Naturally drive a portfolio sale • Open end-to-end solution creates differentiation

  6. Network Access Control Strategies B 1 2 3 4 5 Gartner NAC Magic Quadrant EX Series TEI Report Network Access Control White Paper Junos Software TEI Report Guest Access White Paper • Market research overview of NAC market players in one of four categories: Leaders, Visionaries, Niche Players, Challengers • Juniper is one of three in the “Leaders” quadrant • Juniper well-positioned to grow its NAC business • Juniper’s UAC provides dynamic network and application access controls across the entire network • Delivers comprehensive visibility, protection and control • Ensures access to only authenticated users and devices • Describes how Junos helps users lower OPEX, improve ROI and accelerate investment payback • Single operating system improves network scalability and reduces network downtime • Highlights security considerations when providing network access to contractors and visitors • Juniper UAC delivers a rich set of identity- and role-based controls • Highlights real-world cost savings businesses achieved using Juniper’s switching solutions • 79% return on investment with EX4200 through simplified network architecture: payback of 1.2 months Download » Download » Download » Download » Download »

  7. Unified Communications, VoIP Overview C • Carrier-Class Availability with JUNOS • PoE across portfolio • Granular, consistent QoS • Works with UAC • Easy to operate • Dual-Power in Virtual Chassis Uptime ofNetworks Today Converged Network Data: 95% Voice: 99.999% 99.999% uptime Video: 99.999% Your Opportunity: • EOL of legacy PBX, call center & vmail systems driving migration • Convergence requires expertise • Standards-based enables support of all IP phones, video Customer Drivers: • Cost savings of combining networks – data, voice, video, surveillance • Downtime is inacceptable • Network stability requirements higher than for data-only net of the past

  8. Unified Communications, VoIP Strategies C 1 2 3 4 5 InteroperabilityReports Juniper-Cisco VoIP Interoperability Junos Software and EX SeriesTEI Reports IP Telephony Video Unified Communications White Paper (Click on the image and go to the video camera icon in header to play the video) • Demonstrates EX Series switch support for voice and video without impacting performance • Shows EX Series interoperate with voice solutions from Cisco, Avaya and ShoreTel • Presents EX Series as reliable, high-quality platforms with plug-n-play simplicity • Detail EX Series switch configurations for IP phones • EX Series switches support Avaya and ShoreTel VoIP solutions • Report documents interoperability of Cisco IP Telephony on a Juniper switch infrastructure with standards-based E911 services • E911 Services delivered through RedSky E911 Manager • Design considerations and recommendations for unified communications • EX Series infrastructure meets critical needs of a successful unified communications deployment • Describes how Juniper solutions helps users lower OPEX, improve ROI and accelerate investment payback • Explains how Juniper solutions improve network scalability and reduce network downtime Download » Download » Download » Download » Download »

  9. End of Life Overview D • High availability • High performance • More secure • Single JUNOS across portfolio • PoE across portfolio • Lower TCO Cisco 1700Cisco 2600Cisco 3700Cisco 7200Cisco 7500 Cisco 1800Cisco 2800Cisco 3800Cisco 7600 JSeries M Series EOL OR Catalyst 2948Catalyst 2950Catalyst 2970Catalyst 3550Catalyst 4000Catalyst 5500 Catalyst 2960Catalyst 3560ECatalyst 3570ECatalyst 4500Catalyst 6500 EX Series Customer Drivers: • Stay current on hardware & software • Underperforming hardware • Adding new services to network – voice, wireless LAN, security • Consolidating infrastructure Your Opportunity: • Millions of units in play • Present a compellingly lower TCO • Juniper tools & programs enable you to migrate customers • Cisco’s marketing machine creating the opportunity

  10. End of Life Strategies D 1 2 3 4 5 Junos Software and EX Series TEI Reports Economics of Networking Whitepaper The New Network Comparative Product Guide EX4200 Aces Network World Test • How will Juniper’s visionary “new network” improve your performance and bottom line? • Juniper is simplifying, automating, and opening the network to meet the needs of Next Gen Businesses, The Cloud, Service Providers, and Partners • Describes how Juniper solutions help users lower OPEX, improve ROI and accelerate investment payback • Explain how Juniper solutions improve network scalability and reduce network downtime • Network World EX4200 test results • Rated 4.3 out of 5 in the scorecard • Lowest 10G Ethernet latency ever measured • Delivers line-rate throughput • “…this is one fast switch” • Describes how EX Series switches reduce CAPEX and OPEX • Efficient, cost-effective and “green” alternative to aging and expensive solutions • Easy to deploy, configure and maintain • Simple tool maps competitive products to similar Juniper solutions • Quickly identify features to comparatively shop Download » Download » Download » Download » Download »

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