Juniper E-Rate Toolkit – FY2016
Gavin Lee
Juniper Networks, GEM Business Development
[email protected]
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
Audience
Where to download kit
URL
Juniper
Sales
SalesCentral (SAVO)
K-12 Education Page
https://juniper.gosavo.com/Document/Document.aspx?i
d=33154832&view=
Juniper
Partners
Juniper Partner Center https://www.juniper.net/partners/partner_center/assets/o
ther/juniper-partner_e-rate_tool-kit.zip
Contained in a
single ZIP Folder
Juniper E-Rate Toolkit Components
Reference
No.
Title
Purpose
1
The Juniper E-Rate Kit – Read First
Learn about what the kit contains and how to use it
2
Juniper 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.
Juniper E-Rate Eligible Service List
Juniper Products & Services that meet E-Rate Program Category 2
eligibility requirements. Overview and detailed table SKU by SKU
4
Call 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
6
E-Rate Terminology
Quick 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
8
E-Rate Tools & Resources
Access these E-Rate tools and resources to help you quickly understand
and navigate the E-Rate program
9
Juniper Unsolicited Proposals
Juniper Unsolicited Proposals that can be leverage for bid responses
10
K-12 Case Study References
Juniper K-12 Education Case Studies
11
Juniper Brochures and Briefs
Juniper K-12 and Wireless solution partner brochures and briefs
3a & 3b
Juniper E-Rate Kit: Available Content
Learn about E-Rate,
Terminology
Juniper E-Rate
Eligible Service List
RFP
Boilerplates
Case Studies
Preview of E-Rate Toolkit
Juniper E-Rate Eligible Services
Category Two
Internal Connections
Category Two
Basic Maintenance
100% Eligible
• Juniper Care Core
Partially Eligible Note 1
• Juniper Care NextDay Ship
• Juniper Care NextDay Delivery
• Juniper Care NextDay Onsite
Note 1: Determine portion that is
E-Rate eligible using Cost
Allocation method
E-Rate Process Flow
Tech plans no
longer a
requirement
FY2016
TECH PLAN
“written” Pre Form 470
BID
Form 470 Posted
Aug 2015—Feb 2016*
APPLY
Form 471
by March 2016*
APPROVAL (FCDL)
Billed Entity Applicant
Reimbursement (BEAR)
BEAR - USAC PAYS
APPLICANT VIA VENDOR
APPLICANT FULLY PAYS
INVOICES
or directly FY2016
Service Provider
Invoice (SPI)
RECEIVE SERVICES
SPI - USAC PAYS VENDOR
* Dates are estimates. SLD will announce the actual deadlines
APPLICANT PAYS NON-DISCOUNT
PORTION OF SERVICES
Important E-Rate Dates for FY16
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Planning-Assess
District Needs
Juniper/Partners engage & share
info during pre-bid period
Engagement –
Form 470
Process
School districts post Form 470. Juniper/Partners
responds to qualified bid solicitations
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
80% posted after Nov 1.
Execution –
Form 471
Process
Waiting for
Funding
Commitments
Implementation
of Category 1
Services
Implementation
of Category 2
Services
K-12 E-Rate Funding Year Annual Process Calendar
Vendor selected,
District files Form
471
USAC begins to issue Funding
Commitment Letters
Waves 1, 2, 3….
Cat 1 FY2016 services
start on or after July 1
Cat 2 FY2016 services, install equipment on or
after April 1, service start on or after July 1
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 ERate 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
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 [email protected]
E-rate Bid Alert Emailed to You
Research E-Rate School
Information
Juniper E-Rate Program Points of Contact
Gavin Lee: K-12 Education Business Development
• Email: [email protected]
John Orbe: VP, Americas Enterprise GEM
• Email: [email protected]
Jim Kerr: E-Rate Consultant
• Email: [email protected]
Download Your Copy of Toolkit
Juniper Partners: Partner Center
Sales Central: K-12 Education
Toolkit
https://juniper.gosavo.com/CustomPage/
View.aspx?id=35746073
https://www.juniper.net/partner
s/partner_center/assets/other/
juniper-partner_e-rate_toolkit.zip
https://www.juniper.net/partners/partner_center/solutions
/industry-solutions/education.jsp#