emea strategy / outlook · “juniper are on a roll and we will be increasing our investments to...
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EMEA Strategy / Outlook
Gerard Allison, SVP EMEA
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• Ingram Micro
• Sales Manager - Borland
• UK Channel Director, Wall Data
• EMEA Channel Director, Network Associates (McAfee)
• UK Country Manager - Netscreen
• Channel Director for UKI, MEA – Juniper
• Vice President EMEA Enterprise Sales - Juniper
• EMEA VP Channel & Alliances - Juniper
Gerard Allison - Bio
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New Winners Will Emerge
Now is the Time to Challenge
Disruption = Opportunity
Changing Rapidly
OUR INDUSTRY
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ACROSS OUR
VERTICALS
Strategic Enterprise
Verticals Telecom Cable / MSO
Cloud Providers
National Government
Financial Services
MARKET TRENDS CREATING
TRANSITIONS
Cyber Security Operational
Transformation M2M / IoT
Connected Devices Small Cell
Deployment Cloud & DC
Transformation Mobile &
Online Video
INFLECTION POINTS
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OUR OPPORTUNITY
Number of User Devices By 2020
Number of Connected Devices By 2020
Number of Tablets, Smartphones and Computers By 2020
7.6 Billion
26 Billion
11 Billion
EMEA $13B+
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2015 THOUGHT BIG TOOK RISK MADE BOLD MOVES
Virtualized Flagship Products
Diversified Customers Served
Integrated Partners Into Our Work
Disaggregated Junos
Accelerated Marketing & Services Transformation
Enabled Orchestration via Contrail Cloud Platform
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Strategic Enterprise
Verticals
Telecom Cable / MSO Cloud
Providers
National
Government
Financial
Services
CUSTOMERS
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44% YoY Growth Took Market Share
15% YoY Growth Took Market Share
35% YoY Growth On Portfolio with BT, DT, Orange and Telefonica
Team Established Initial Wins in Telecom
Response Rate 79% (+4%) Engagement 89% (+11%) 5
People
4 Sub Sahara Africa
3 SPaaC
2 Routing
1 Datacenter
FY15 Priority Results
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Telecom Cable / MSO Cloud
Providers National
Government Financial Services
Strategic Enterprise Verticals
17 of the Top 20 Largest World Banks
9 of the Top 12 Largest Global
Financial Exchanges
6 of the Top 8 Insurance Providers
run on Juniper Networks
10 of the World’s 10 Largest Wireless
and Wireline Telecom
Companies run on Juniper Networks
14 of the Top 15 Largest US/EMEA Cable Companies
run on Juniper Networks
9 of the Top 10 Global Web
Services Providers
16 of the Top 20 Hosting & Colo
Providers
15 of the Top 20 XaaS Providers run on
Juniper Networks
Over 1,400 locations for
National Governments around the world, run on Juniper Networks
10 of the Top 12 Global Technology
7 of the Top 11
Best Global Universities
5 of the 7
World’s Largest Energy Companies
run on Juniper Networks
SUCCESS ACROSS VERTICALS
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“Juniper Networks’ media and analyst event, London 12/3, coincided with the announcement of several new products and upgrades at its Innovation Showcase in Silicon Valley. It also points to a renewed confidence and more aggressive stance in the market after restructuring and a change in leadership.” Chris Barnard, IDC, (March 2015)
“It seems that for every challenge,
Rahim has an answer, and based on
a strong performance in the first
year of his tenure, Juniper’s future
looks promising.”
Edward Attwood, Arabian Business
(December 2015)
“Juniper’s scale and openness are a strength, and a single OS is very fortunate as we move into the automated/virtual world. Juniper’s message is increasingly strong.” Laurent Lachal – Ovum Research (October 2015)
With new hardware components, Juniper
raises the firewall throughput for its SRX5800
service gateways up to 2tbps after IMIX.”
Dušan Zivadinović, c’t, (May 2015)
“Performance has long been the top priority at Juniper Networks. The
network company doesn’t want to lose this design target out of sight -
but wants to add a further dimension now: Automation.”
Stefan Mutschler, LANLine (April 2015)
Press Quotes
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Customer/Partner Quotes
“After seeing what Juniper are delivering and understanding more about the company, we can definitely go bigger in 2016 and will be investing accordingly” CEO Xantaro, Europe
“Juniper are on a roll and we will be increasing our investments to sell more Juniper equipment in 2016” ‘ CoreSec, Sweden
“We’re really happy with the reliable Juniper equipment, our relationship with Juniper and the support JTAC provide to us. Choosing a supplier like Juniper isn’t just about an RFP process, it’s about getting honest advice and creative ideas.” Jeroen Stevens, CTO, Interconnect
"We know we can count on Juniper to deliver, they bring us the best knowledge—both in terms of technology but also in terms of a new business model approach for SDN and NFV.“ Pierre-Louis Biaggi Head of Network Solutions, Orange
“Our entire architecture is a software-defined structure, and everything we do must work over the network. We knew that Juniper’s technical philosophy fitted what we wanted to do, and how we wanted to do it.“ Kevin Fibich, Founder and Managing Director, CloudSeeds
“It was important that our own team could support everything going forward. Juniper and Alternative Networks showed us best practices, and transferred knowledge and skills so now we are completely self-sufficient.” David Ford, CIO, the University of Hertfordshire
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Steve Dalton Managing Director Network Services
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FY16
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Globalize Customer Team Model and Verticals
Disrupt with Open Software Solutions, Automation, and Services-led Mindset & Business Value
Get Certified and Measure Outcomes
Accelerate Partner Ecosystem Engine
Live a Culture of Compliance
Maximize Portfolio Share Across Geographies
2016 Priorities
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VISION: To Be the Worldwide Leader of Network Innovation.
Grow Revenue Faster Than the Market
Alliance, Channel, and Commercial Engines
TECHNOLOGY
PERFORMANCE
AU
TOM
ATIO
N
ROUTING SECURITY SWITCHING
CLOUD PROVIDERS
4.6B 14% CAGR
FINANCIAL SERVICES
4.1B 1% CAGR
NATIONAL GOVERNMENT
2.8B 0% CAGR
MOBILE
Incl. w/telecom 3% CAGR
CABLE / MSO
2.5B 6% CAGR
TELECOM
11.6B 3% CAGR
STRATEGIC ENT VERTICALS
12.6B -2% CAGR
COMMERCIAL
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GTM – Built for Growth
UKI
FRANCE
GERMANY
ENA & R
SPAIN MEA
MANAGE LOCALLY EXECUTE VERTICALLY
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• Vertical Focus • Manage Locally / Execute Vertically • Increase Productivity • Focus: Listening, Follow Through, Customer Purchase Cycle • Execution & Predictability
FO
CU
S IN
FIE
LD
• Training and Development • Regular Account and Opportunity Reviews. • Earlier Exec Customer Engagement • Play to Win • Pipeline Management
IN T
HE
FIE
LD
• Bring to market new products and solutions • Focus GTM activities around verticals with commercial underlay • Dependence on partners to scale and integrate • Value / Volume strategy
PA
RT
NE
R L
IFT
EMEA – Theatre of Innovation
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• Lead with Services • New Product Introduction • Align portfolios to verticals & domains. Services wrapper. • Turn sales efforts to Expansion business. Network Integration. • Expand commercial offerings. Big Bets.
GR
OW
TH
EN
GIN
E
• Marketing Alignment • Partner Alignment • Resources Alignment • Graduate Program M
AX
IMIZ
E R
OI
• 6 C’s • Committed Collaborative Customer Focused • Creative Competitive Compliant • Focus + Knowledge + Relationship = Success
LE
AD
ER
SH
IP
EMEA – Theatre of Innovation
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DATACENTER
SECURITY
SOFTWARE
SPaaC
PEOPLE
4 3 2 1 Brett Ley
Colin Evans
James Reeves
Francois Gutierrez
Francoise Sagorin 5
ROUTING
SERVICES
EXCEL IN OUR CORE BUSINESS ESTABLISH LEADERSHIP IN TARGETED AREAS
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Key Asks
• Listen, Learn, Understand and take this back to your business for delivery through your teams.
• Software Is Key. Position value in software with your customers and build a path for account protection and annuity based selling for now and the future.
• Security. • Understand the needs of your customers, their use cases and how to position to win their business. Together we can grow this space and build upon the security sales
• Create Value by evolving your service capabilities and differentiation with Data Center, Security, SDN, NFV and the Distributed Enterprise
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“Great things in business are never done by one person. They’re done by a team of people.” Steve Jobs
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Thank you