Sales Insertion Strategies for EX Series Switches CHANNEL PLAYBOOK

2 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only Sales Insertion Strategies Use the following sales insertion strategies for your multi-touch integrated sales and marketing A A B B C C D D 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)

3 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only Customer Drivers:  25% CAPEX savings  Complete redundancy strategy  Risk mitigation and regulatory compliance Servers:IBM, Dell, HP Storage: EMC, NetApp, Hitachi Circuits: AT&T, VZB Computing:Microsoft, Sun, Linux Network:Cisco Typical Enterprise Risk Aversion Strategy  NOT best practice for redundancy  NOT best practice for procurement HUGE RISK Dual Vendor Overview A A Your Opportunity:  Opens half network infrastructure  Provides exposure to other infrastructure opportunities being addressed simultaneously

4 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only Dual Vendor Strategies Independent Cisco I/O Report Gartner 2 nd Vendor Report Junos Software TEI Report In-depth “Cookbook” of interoperability test configurations Step-by-step instructions for conducting interoperability tests Detailed Cisco and Juniper CLI syntax Describes how Junos helps users lower OPEX, improve ROI and accelerate investment payback Single operating system improves network scalability and reduces network downtime Cisco I/O Cookbook EX Series TEI Report Download » Download »Download » Download » 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 A A Adding second vendor reduces CAPEX and improves operational processes Enables customers to achieve competitive leverage by avoiding vendor lock-in Download »

5 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only Network Access Control Overview UAC Agent LAN Enforcer Firewall Enforcer Protected Servers Policy Manager 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 B B Network AAA Infranet Controller

6 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only 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 Network Access Control Strategies Guest Access White Paper Gartner NAC Magic Quadrant Junos Software TEI Report Network Access Control 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 Describes how Junos helps users lower OPEX, improve ROI and accelerate investment payback Single operating system improves network scalability and reduces network downtime Download » Download » Highlights security considerations when providing network access to contractors and visitors Juniper UAC delivers a rich set of identity- and role-based controls B B EX Series TEI Report 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 5 5 Download »Download »Download »

7 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only Unified Communications, VoIP Overview Uptime of Networks Today Voice: % % uptime Video: % Converged Network Data: 95% 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 Your Opportunity:  EOL of legacy PBX, call center & vmail systems driving migration  Convergence requires expertise  Standards-based enables support of all IP phones, video C C

8 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only Unified Communications, VoIP Strategies Unified Communications White Paper Interoperability Reports Junos Software and EX Series TEI Reports IP Telephony Video Design considerations and recommendations for unified communications EX Series infrastructure meets critical needs of a successful unified communications deployment Juniper-Cisco VoIP Interoperability 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 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 C C 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 (Click on the image and go to the video camera icon in header to play the video) Download » Download » Download »Download »Download »

9 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only 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 Customer Drivers:  Stay current on hardware & software  Underperforming hardware  Adding new services to network – voice, wireless LAN, security  Consolidating infrastructure Cisco 1700 Cisco 2600 Cisco 3700 Cisco 7200 Cisco 7500 EOL Catalyst 2948 Catalyst 2950 Catalyst 2970 Catalyst 3550 Catalyst 4000 Catalyst 5500 Cisco 1800 Cisco 2800 Cisco 3800 Cisco 7600 Catalyst 2960 Catalyst 3560E Catalyst 3570E Catalyst 4500 Catalyst 6500 OR End of Life Overview D D J Series M Series EX Series

10 Copyright © 2010 Juniper Networks, Inc. Internal and Partner Use Only 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” End of Life Strategies EX4200 Aces Network World Test The New Network Comparative Product Guide Junos Software and EX Series TEI Reports Economics of Networking Whitepaper Download » Download »Download » 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 Simple tool maps competitive products to similar Juniper solutions Quickly identify features to comparatively shop 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 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 D D Download » Download »