Giulio Barki Corp & Gov Division

Copyright © 2004 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 2

2004Giulio BarkiCorp & Gov

[email protected]

335 7326206

mailto:[email protected]


Welcome!

J-Partner Program

What’s hot today

Programs and promotions


Chi contattare in Juniper Networks Italia

Divisione Telecom Italia:• Eugenio Libraro ([email protected])• Enrico Arnofi ([email protected])• Sabatino Schiavoni (

[email protected]) Divisione Operatori Alternativi:

• Mario Manfredoni ([email protected]) Divisione Corporate and Government:

• Giulio Barki ([email protected])







… ma il riferimento piu’ importante e’:

Frederic Arneodo ([email protected])

Regional Channel Manager – EMEA South



Program OverviewSeptember, 2004


J-Partner Program StructureJ-Partner, the framework for Juniper Networks global, unified partner strategy, enables and rewards partners who add value to delivering

business critical networking and security solutions

Consultant &Influencers

TrainingPartners

SupportPartners

Alliances focused on delivering

next-generation networking and

security solutions

delivering world class service and support to

end customers

transferring knowledge to customers and

channels to allow maximum benefit from

their solution

providing valuable input guiding

customers to solutions to their business

critical needs

designing, implementing and

supporting business critical networking and

security

Resellers

Distributors delivering the

support, logistics and financial backing to J-

Partner Resellers


certi

ficat

ion

spec

ializ

atio

n

Segmentation Fundamentals

general industry knowledge

in-depth Juniper knowledge

single product focus

portfolio product focus


Certification OpportunitiesSales Professional

Curriculum focused on: The business opportunity Identifying & qualifying

The Juniper solution Solution design

Online, Interactive education

Courses available now: Service Provider Infrastructure Enterprise Networking Products

Advanced Security Products

Courses coming soon: J Series

Free access via Partner Center

Module drivenAverage 1 hour courses

Pre-Sales Engineer

Curriculum focused on: The Juniper solution

Technology Competitive Advantages

Solution design Basic installation

Courses available now: Service Provider

Infrastructure Enterprise Networking – M

Series

Courses coming soon: Enterprise Networking J Series Advanced Security Products

Online, Interactive education

Free access via Partner Center

Module drivenAverage 1 hour courses

Post-Sales Support Engineer

Curriculum focused on: Advanced installation

Troubleshooting Optimization

Post Sales Support Maintenance and updates

Courses available now: Service Provider Infrastructure

Enterprise Networking Advanced Security Products

Instructor led training and labs

$1,500 to $3,000www.juniper.net/training

3 to 5 DaysCourse dependent


Specialization OpportunitiesSpecialization

Service ProviderInfrastructure

EnterpriseNetworking

AdvancedSecurity

T-Series

E-Series

M-Series

FW/VPN Appliances FW/VPN Appliances

FW/VPN Systems FW/VPN Systems

J-Series

IDP Systems

Secure Access

M7i & M10i


J-Partner EliteSpecialization



AdvancedSecurity

J-PartnerElite

Demo Requirements Demo Systems Demo Systems Demo Systems

Expectations Business Plan Business Plan Business Plan

M7i & M10iJ-SeriesFW/VPN

FW/VPNIDP Systems

Secure Access

T-SeriesE-Series

M-Series (M20+)ProductAccess

Sales TrainingRequirements

-or-Industry

Equivalent

(4) JNSA (4)JNSA (4)JNSA

CCDPVSSS

VSSSFW Spec.IDS Spec.VPN Spec.

CSCO CHKP CSCO CHKPCCSPA CCSPA

(2)JNCI-S + (2)JNCI-P (2)JNCI-S + (2)JNCI-P (4)JNCI-S

CCSPCHKP CSCO CHKPCCSEP CCSEP

CCSE

Post SalesTechnical Training

Requirements-or-

Industry Equivalent

CCIECCIPCCSP

CSCO


J-Partner Select

Expectations Demo SystemsBusiness Plan

Demo SystemsBusiness Plan

FW/VPNIDP Systems

Secure Access


ProductAccess

SpecializationService ProviderInfrastructure


AdvancedSecurity

J-PartnerSelect


-or-Industry

Equivalent

(2)JNSA (2)JNSA

VSSSCSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD

(2)JNPSTA (2)JNPSTA

VSSSFW Spec.IDS Spec.VPN Spec

CHKP SNWL WGRD CSCO CHKP SNWL WGRDCCSPA CCSPA

Pre SalesTechnical Training

Requirements-or-

Industry Equivalent

CCNPCCIPCCDPCCDA

CSCOCCSA WCSP CCSA WCSP


J-Partner ResellerSpecialization



AdvancedSecurity

J-Series≤ NetScreen-208

RA500Secure Meeting

ExpectationsJNSA

JNPSTADemo Systems

ProductAccessJ-Partner

Reseller


J-Partner Distributor

Expectations Demo SystemsBusiness Plan

Demo SystemsBusiness Plan

FW/VPNIDP Systems

Secure Access


ProductAccess

SpecializationService ProviderInfrastructure


AdvancedSecurity

J-PartnerDistributor


-or-Industry

Equivalent

(2)JNSA (2)JNSA

VSSSCSCO CHKP SNWL WGRD CSCO CHKP SNWL WGRD

(2)JNPSTA (2)JNPSTA

VSSSFW Spec.IDS Spec.VPN Spec

CHKP SNWL WGRD CSCO CHKP SNWL WGRDCCSPA CCSPA

Pre SalesTechnical Training

Requirements-or-

Industry Equivalent

CCNPCCIPCCDPCCDA

CSCOCCSA WCSP CCSA WCSP


J-Partner Reseller Benefits

Onl

ine

Sale

s &

Pre

-Sal

es T

echn

ical

edu

cati

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J-Cha

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Dem

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Com

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PROGRAMS

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Cen

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Valu

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J-Sup

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Pro

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Cred

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J-Rew

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FINANCIAL

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SOLUTIONS

Part

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Man

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Part

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Foru

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Regu

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J-Par

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SUPPORT

J-Partner Elite

J-Partner Select

J-Partner Reseller


What’s hot today


NetScreen-5GT/ADSL: Hardware Overview

Available Ports 5 10/100 Ethernet ports

•Auto-sensing•1 Untrust and 4 Trust ports (default)

•No need for an additional Ethernet switch in a small site

1 ADSL port (Annex A & B) 1 management console 1 modem port

ADSL Features ST Micro Chipset Annex A & B Supports ATM AAL5 with 10 PVCs Full range of encapsulations

• PPPoA• PPPoE• RFC 1483B• RFC 1483R


NetScreen-5GT/ADSL: Software Features

Advanced Security Features Integrated:

• Stateful firewall• Routing • IP Sec VPN • DoS protection• Deep Inspection

Embedded virus scanning using Trend Micro’s AV technology*

Performance• 20 Mbps 3DES IPSec VPN• 10 (25)* VPN tunnels• 75 Mbps Firewall/NAT• 2,000 ( 4,000)* concurrent sessions

Routing Features• RIPv2, OSPF & BPGP

• Routing over IPSec Tunnels• 2 Virtual Routers• DCHP Server

* Extended SW License


J-series Application OverviewPe

rform

ance

M7i/M10i

JuniperM7i/M10i

ADSL 56kpbs-8 Mbps

4 Mbps-16 Mbps

16 Mbps-90 Mbps 90 Mbps +

JuniperJ6300

J6300

Juniper J2300

J2300 JuniperJ4300

J4300

JuniperNetScreen-5GT ADSL

Small Small Branch Regional Head Office/ Office Office Office Office Data Centre

Intelligent Security

Distributed & layered defense

Network & application-level protection

External & internal enforcement w/ zones

Superior Performance

Features without compromise

Predictable & real-time performance

Resiliency features in all systems

(NetScreen-5GT ADSL)


J-series Platform Summary3 Flexible Platform Options

Platform J2300 J4300 J6300Size 1U 2U 2U

Capacity(conservative) 8 Mbps 16 Mbps 90Mbps

Fixed Ports 2xFE 2xFE 2xFECard Slots 1 Fixed Slot 6 Open Slots 6 Open SlotsInterface Cards 2XT1/2XE1/

2XSerial2xT1/2xE1/

2xSerial/T3/2xFE2XT1/2XE1/

2XSerial/T3 /2xFE

Memory256 MB or

512 MB DRAM

256 MB or 512 MB DRAM

256MB, 512 MB, or 1 Gbps DRAM

Redundant Power No No Yes# of Media cards 1 2 2


Router Architecture Challenges

Common Processor

CPU-Based Router

PacketForwarding

Routing Topology

Services


Common Processor

A Purpose Built ArchitectureCPU-Based Router

PacketForwarding

Routing Topology

Services

Juniper Networks Architecture

PacketPacketForwardingForwarding

Routing Routing TopologyTopology

ServicesServices


Specific Application Requirements

Video

Voice


NetScreen-ISG 2000

High performance 2 Gbps Stateful Firewall

• any packet size 1 Gbps VPN

• 3DES/SHA1& AES/SHA1

• Any packet size 1 Gbps+ IDP (future)

Increased capacity 10,000 IPSec tunnels 512,000 concurrent sessions 30,000+ new

sessions/secondVersatile form factor 3 interface modules

• 4 and 8 port, 10/100• Dual port, mini-GBIC

Gig• Dual port, 10/100/1000

Robust security Deep Inspection

FW/VPN FW/VPN/IDP

(IDP expected 2H04)


Your Opportunity with SSL in the SME Market

0

100

200

300

400

500

600

2005 2006 2007

*Source: Infonetics Research, VPN and Firewall Appliances and Software, Quarterly Worldwide Market Share And Forecasts for 1Q04+Source: META Group, Web-Based Remote Access: Part 1, January 2003

smallmedium

large

2002

20070

10

20

30

40

50

60

70

80

90

2002

2007

SSL VPN Market (In Millions)

META Group: “By 2005/2006, SSL-based solutions will be the dominant remote access method, with 80% of users using SSL…”+

% Growth of Remote Access VPNs, By Company Size

SME deployments of remote access solutions growing rapidly

“In 2002, 24% of small, 37% of medium, and 60% of large organizations had deployed remote access VPNs; by 2007 the numbers are 55%, 74%, and 90%.”*

Comparable Markets Show Similar Evolution “~30% of revenues in FW/VPN market now come from products with price points between $1500 - $9999 …”*BUT leading SSL vendors’ solutions have started at $7,000+ USD list price


SSL VPN for Med-Large EnterprisesNetScreen Secure Access Series

•Significantly Reduced Total Cost of Ownership (TCO)

• Secure remote access for mobile employees

• Secure extranets for business partners/customers

• Secure intranets •Advanced, best-of-breed functionality

•Support mid-large enterprise needs

• Enhanced Enterprise Productivity and Flexibility

• Robust Security Architecture• Enterprise Class Performance

Scalability and High Availability• Sophisticated access methods,

security policies, user segmentation• Advanced access management for

complex extranet and intranet environments

•High-Touch Sales Approach• Each deal typically requires on-site

evaluation

Func

tion

alit

y

Enterprise Size


Secure Access MethodsProvision By Purpose

Core

SAM

Network Connect


SSL VPN for Small to Mid Sized EnterprisesIntroducing...NetScreen Remote Access Series

Extremely low TCO• Provides access to remote/mobile employees, without requiring dedicated IT team • Plug-n-play installation in less than an hour• Users need only a Web browser

Designed for high-volume, channel-focused sell• No onsite evaluation – Demo using

VAR owned NFR Demo unit• Easy to sell, deploy, support• Efficient packaging and distribution

Valuable opportunities for Juniper Partners• Extend your SSL VPN expertise with market leading technology to SME customer base

Func

tion

alit

y

Enterprise Size


Promotions and Programs


RA 500 Promotion Objective: Launch new RA500

product and reinforce market leadership in SSL• Computer-based training for

J-Partner resellers• End-user direct marketing

tools available• SSL Seminar in a box to

include RA500• Pre-approved $1K MDF for

first 50 J-Partner resellers that complete training and purchase an evaluation unit


IDP - iPod challenge Objective: IDP evaluation incentive

• Encourages prospects to implement IDP in their network• Trial is very likely to find malicious traffic and accelerate sale of IDP• If network is clean, participant of trial will receive an i-POD • Partner Tools:

• End-user email for your prospects• Supporting VAR ‘Lunch and Learns’

Contact your channel manager to participate


Lead Generation


New Lead Generation Campaign Theme – empathise with stressed IT managers Promote 4 solution areas:

• Business Continuity – Highly available networks• Advanced / Demanding Applications• Layered Security• Remote Access

Target Markets• UK, Germany, France, Italy, Netherlands• Finance, Government, Retail, ISP’s, Manufacturing (Automotive & Petrochemical)


R&E and Government R&E

• RedIris • 27 – 29 October, Spain

• HEANET• 11 -12 November, Ireland

Government• Technet

• 14- 15 October, Warsaw • Secure 2004

• 20 – 21 October, Warsaw• Network Transformation

• 30 – 2 December, London


Trade Shows

Gitex 3 - 7 Oct, 2004 Dubai World Trade Centre Complex Sponsor and exhibition stand CeBIT 10 – 16 March, 2005 Hannover Sponsor and exhibition stand

SMAU• 21 - 25 October, 2004• Milan, Italy• Exhibition stand


InfoSecurity Events Infosecurity Scandinavia

28 - 30 September 2004Stockholm International Fairs,Stockholm, Sweden

Infosecurity Netherlands13 - 14 October 2004Jaarbeurs Utrecht, Utrecht

Infosecurity France25-26 November 2004CNIT, Paris La Defense

Infosecurity ItaliaFebruary 9 - 11 2005Fiera Milano

Infosecurity Spain23rd – 24th February 2005Madrid Congress Center

Infosecurity Belgium

23 & 24 March 2005, Kart ExpoBrussel, Belgium

Infosecurity Europe

26th April - 28th April 2005Grand Hall Olympia, London - U.K.


Marketing Resources…

…and how to find them


Marketing Resource Center Objective: Enables J-Partners to co-

brand marketing tools from Juniper • Easy login www.juniper.net/mrc• Campaigns available in English,

French, German, Spanish, Italian, Dutch

• New Telemarketing and Seminar Modules

• Logos, Cartoons


www.juniper.net/mrc


Branding in Partnership: Example


How Partners Can Engage in PR

Press interviews and events – collaborate, we can help with approved press spokespeople

Press releases – approval Product reviews – refer Customers – share stories

Penny Still: Corporate Communications Manager [email protected] +44 (0) 1372 385 692



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$2.96$3.35

$3.55 $3.57

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$1.00

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$2.00

$2.50

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2003 2004 2005 2006 2007

VPN/Firewall Hardware + Software Market Size

Source: Infonetics February 2004

Worldwide Firewall & VPN Appliance Market Forecast

Actual Forecast

Source: Infonetics Research, VPN & Firewall Products Quarterly Market Share Report


Gartner Magic Quadrant


Regole di ingaggio


Thank You

Giulio Barki Corp & Gov Division

Documents

Transcript of Giulio Barki Corp & Gov Division