C A S E  S T U D Y

SPRINT PROGRAMME AT JUNIPER NETWORKS

Applied Influence x Juniper

$22.6M IN PIPELINE GENERATED THROUGH THE 2024 AND 2025 SPRINT PROGRAMMES.

INFLUENCE MAPPING TRANSFORMED ACCOUNT ENGAGEMENT.

SENIOR LEADERS AT MULTI BILLION $ COMPANIES ENGAGED.

SPRINT PROGRAMME OVERVIEW

In 2024 and 2025, Applied Influence Group delivered Sprint Programmes for Juniper Networks—now part of HPE—supporting six account teams each year. Over an intensive three-month period, we coached teams to design and execute high-impact Influence Campaigns that generate and accelerate pipeline, drive revenue, and fundamentally strengthen their long-term strategic sales approach.

Juniper building

WHAT LEADERSHIP AND THE ACCOUNT TEAMS HAD TO SAY...

 

"THIS IS THE FIRST TIME I'VE SEEN US DO REAL STRATEGIC SELLING IN COMMERCIAL ACCOUNTS"

EMEA VP

 

"WE ACHIEVED MORE ON THIS ACCOUNT IN TWO MONTHS THAN WE DID IN THE PREVIOUS TWO YEARS. 

WE WORKED WITH A GLOBAL SYSTEMS INTEGRATOR TO POSITION JUNIPER RESULTING IN $6M OF PIPELINE. PREVIOUSLY THEY HAD POSITIONED A COMPETITOR,"

SR TERRITORY ACCOUNT MANAGER

THE CHALLENGE

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Juniper Networks serves some of the world’s largest and most complex enterprise clients, where buying decisions involve wide, interconnected networks of stakeholders.

These include Juniper’s own implementation partners, systems integrators and technology consultants. To excel in this environment, Juniper sought a partner who could help account teams move beyond single-deal thinking and adopt a strategic, long-term approach.

FY25 SPRINT PROGRAM OUTCOMES

Results Recorded at Program Close

PIPELINE GENERATEd:

Juniper pipeline 2

ADDITIONAL OUTCOMES:

TWO WINS AGAINST A MAJOR COMPETTTOR AS THE INCUMBENT

​THREE NET-NEW ACCOUNTS CLOSED, THREE MORE NEW LOGOS PENDING​

RELATIONSHIPS WITH KEY PARTNERS MATURED

INFLUENCE MAPPING TRANSFORMED ACCOUNT ENGAGEMENT

CUSTOMER'S VALUE IS REALISED IN COLLABORATION WITH PARTNERS AND OTHER EXTERNAL STAKEHOLDERS​

SENIOR LEADERS AT MULTI-BILLION $ COMPANIES ENGAGED

SHIFT IN STRATEGIC THINKING LED TO ACCELERATED SUCCESS

THE SOLUTION: 3-MONTH SPRINT PROGRAMME

01

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CAMPAIGN OBJECTIVES

Set Influence Campaign objective, RoI and MoE

02

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BEHAVIOURAL ANALYSIS

Understand what is affecting the decisions of customer stakeholders

03

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STAKEHOLDER LANDSCAPE ANALYSIS

Understand who is important to the objective

04

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CAMPAIGN STRATEGY

Develop a strategy for achieving the objective

05

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CAMPAIGN EXECUTION

Activate the strategy and develop the influence skills needed to execute well

Each three-month sprint programme equips six Juniper account teams through targeted one-to-one coaching, advanced influence skills training, and hands-on support as they design and execute a structured influence campaign.

APPLIED INFLUENCE GROUP WORKED WITH JUNIPER’S L&D TEAM TO IDENTIFY SEVERAL CRITICAL BLOCKERS THAT WERE LIMITING THE SUCCESS OF THEIR ACCOUNT TEAMS.

CHALLENGE

Limited understanding of Juniper’s relevance and technical advantages.

FEEDBACK

"Engaging teams like facilities and sustainability, where AI-native networking drives outcomes like energy efficiency and smart site management, helped shift influence away from Cisco-aligned stakeholders, unlocking $3.5 million in new pipeline."       

CHALLENGE

Insufficient insight into key stakeholders and their spheres of influence.

FEEDBACK

“The campaign enabled us to create champions in the right places in the customer, to influence requirements and supersize the deal from $300 thousand to $1M”

CHALLENGE

Poor visibility into the customer’s strategic priorities and requirements.

FEEDBACK

“The programme gave us the space to think strategically rather than reactively. An important aspect of that is working with our partner and building beyond this initial $140k win into other opportunities.”

CHALLENGE

Difficulty expanding relationships beyond existing, stagnant single points of contact.

FEEDBACK

“We’ve gone from no visibility on customer requirements and the stakeholder landscape to having a clear line of sight to a $2M deal in 2025.”

LET’S TALK ABOUT YOUR GROWTH POTENTIAL

WHETHER YOU'RE DEFENDING A STRATEGIC RENEWAL, PREPARING FOR A HIGH-STAKES BID, OR SIMPLY READY TO ELEVATE YOUR MOST IMPORTANT CUSTOMER RELATIONSHIPS — WE CAN HELP YOU GET THERE.


BOOK A STRATEGY SESSION TODAY AND DISCOVER WHAT THE CUSTOMER GROWTH ACCELERATOR COULD UNLOCK IN YOUR BUSINESS.
 
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