1. Copyright © 2015 Juniper Networks, Inc. 1 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Juniper E-Rate Toolkit – FY2016 Gavin Lee Juniper Networks, GEM Business Development gavinl@juniper.net

2. Copyright © 2015 Juniper Networks, Inc. 2 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Juniper E-Rate ToolKit Purpose of ToolKit: Understand E-Rate to prepare timely, quality responses Maximize opportunities for Juniper Sales and Partners Increase responses rates to Form 470s opportunities Increase awareness of Juniper E-Rate Eligible Solutions Build Juniper Partner’s E-rate pipeline AudienceWhere to download kitURL Juniper Sales SalesCentral (SAVO) K-12 Education Page https://juniper.gosavo.com/Document/Document.aspx?i d=33154832&view= Juniper Partners Juniper Partner Centerhttps://www.juniper.net/partners/partner_center/assets/o ther/juniper-partner_e-rate_tool-kit.zip

3. Copyright © 2015 Juniper Networks, Inc. 3 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Juniper E-Rate Toolkit Components Reference No. TitlePurpose 1The Juniper E-Rate Kit – Read FirstLearn about what the kit contains and how to use it 2Juniper E-Rate Data Sheet Obtain a high level overview of the E-Rate program & know which Juniper products and services are E-Rate eligible under Category 2. 3a & 3bJuniper E-Rate Eligible Service List Juniper Products & Services that meet E-Rate Program Category 2 eligibility requirements. Overview and detailed table SKU by SKU 4Call Script E-Rate FY2016 Leverage the sample call scripts to contact applicants to prospect and qualify their newly posted E-Rate Form 470 bid opportunities 5 Juniper in K-12 Education - Golden Pitch Juniper scripted K-12 customer presentation 6E-Rate TerminologyQuick reference of the USAC E-Rate terms and descriptions 7 E-Rate Service Provider Guide to Success Tips from USAC on how to succeed with E-Rate 8E-Rate Tools & Resources Access these E-Rate tools and resources to help you quickly understand and navigate the E-Rate program 9Juniper Unsolicited ProposalsJuniper Unsolicited Proposals that can be leverage for bid responses 10K-12 Case Study ReferencesJuniper K-12 Education Case Studies 11Juniper Brochures and BriefsJuniper K-12 and Wireless solution partner brochures and briefs Contained in a single ZIP Folder

4. Copyright © 2015 Juniper Networks, Inc. 4 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Juniper E-Rate Kit: Available Content Case Studies RFP Boilerplates Juniper E-Rate Eligible Service List Learn about E-Rate, Terminology

5. Copyright © 2015 Juniper Networks, Inc. 5 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Preview of E-Rate Toolkit

6. Copyright © 2015 Juniper Networks, Inc. 6 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Category Two Basic Maintenance Category Two Basic Maintenance Category Two Internal Connections Category Two Internal Connections Juniper E-Rate Eligible Services 100% Eligible Juniper Care Core Partially Eligible Note 1 Juniper Care Next- Day Ship Juniper Care Next- Day Delivery Juniper Care Next- Day Onsite Note 1: Determine portion that is E-Rate eligible using Cost Allocation method

7. Copyright © 2015 Juniper Networks, Inc. 7 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only E-Rate Process Flow TECH PLAN BID APPLY APPROVAL (FCDL) “written” Pre Form 470 Form 470 Posted Form 471 Aug 2015—Feb 2016* by March 2016* RECEIVE SERVICES * Dates are estimates. SLD will announce the actual deadlines SPI - USAC PAYS VENDOR APPLICANT FULLY PAYS INVOICES BEAR - USAC PAYS APPLICANT VIA VENDOR or directly FY2016 Billed Entity Applicant Reimbursement (BEAR) Service Provider Invoice (SPI) APPLICANT PAYS NON-DISCOUNT PORTION OF SERVICES Tech plans no longer a requirement FY2016

8. Copyright © 2015 Juniper Networks, Inc. 8 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Important E-Rate Dates for FY16 K-12 E-Rate Funding Year Annual Process Calendar JulAugSepOctNovDecJanFebMarAprMayJunJulAugSepOct Planning-Assess District Needs Engagement – Form 470 Process Execution – Form 471 Process Waiting for Funding Commitments Implementation of Category 1 Services Implementation of Category 2 Services Juniper/Partners engage & share info during pre-bid period Vendor selected, District files Form 471 Cat 2 FY2016 services, install equipment on or after April 1, service start on or after July 1 USAC begins to issue Funding Commitment Letters Waves 1, 2, 3…. Cat 1 FY2016 services start on or after July 1 School districts post Form 470. Juniper/Partners responds to qualified bid solicitations 80% posted after Nov 1.

9. Copyright © 2015 Juniper Networks, Inc. 9 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only E-Rate Resources USAC provides information to help you understand the E-Rate Process, Rules and Regulations. However, feel free to contact your Juniper with any questions or needs you may have around E- Rate Opportunities! Obtain a SPIN http://www.usac.org/sl/service-providers/step01/default.aspx Responding To Bids: http://www.usac.org/sl/service-providers/step02/default.aspx Winning the Bid: http://www.usac.org/sl/service-providers/step03/default.aspx Starting Services: http://www.usac.org/sl/service-providers/step04/default.aspx Invoicing: http://www.usac.org/sl/service-providers/step05/default.aspx

10. Copyright © 2015 Juniper Networks, Inc. 10 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only E-Rate Bid Alerts Sent Directly to You For Juniper account managers receive E-Rate bid alerts and access E-Rate school information from the ERate ProfitWerks online tool. For Juniper Partners, consider subscribing to alert service, team with your Juniper CAM, NAM, PAM to respond to bid solicitations To learn more, contact Jim Kerr jkerr@erateprofitwerks.netjkerr@erateprofitwerks.net E-rate Bid Alert Emailed to You Research E-Rate School Information

11. Copyright © 2015 Juniper Networks, Inc. 11 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Juniper E-Rate Program Points of Contact Gavin Lee: K-12 Education Business Development Email: gavinl@juniper.net John Orbe: VP, Americas Enterprise GEM Email: jorbe@juniper.net Jim Kerr: E-Rate Consultant Email: jkerr@erateprofitwerks.net

12. Copyright © 2015 Juniper Networks, Inc. 12 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only Juniper Partners: Partner Center Sales Central: K-12 Education Download Your Copy of Toolkit https://juniper.gosavo.com/CustomPage/ View.aspx?id=35746073 Toolkit https://www.juniper.net/partners/partner_center/solutions /industry-solutions/education.jsp# https://www.juniper.net/partner s/partner_center/assets/other/ juniper-partner_e-rate_tool- kit.zip

13. Copyright © 2015 Juniper Networks, Inc. 13 Juniper Networks, Inc. Proprietary Information – For Juniper and Juniper Partner Use Only