Turning Juniper Networks Into An Agile Growth Business Posted on : Oct 20 - 2021

How Mike Marcellin, Chief Marketing Officer, and Marcus Jewell, Chief Revenue Officer, Work Together to Build an Operating System for Scalable and Sustainable Growth

Our team of experts from the Revenue Enablement Institute profiles growth leaders – CXOs – who are at the forefront of defining, enabling, and leading the execution of the 21st Century Commercial Model.

Mike Marcellin and Marcus Jewell are the Chief Marketing Officer and Chief Revenue Officer of Juniper Networks [NYSE: JNPR] a leader in secure, AI-driven networks that connect the world.

Over the past several years they have forged a tight partnership between sales and marketing that is rare in terms of teamwork and results – contributing to a surge in revenue growth and turning Juniper (back) into an agile growth company.

After a decade of profitable but relatively flat growth as their core telecommunications and infrastructure markets have matured, revenue growth has increased to (8%) in the last sales quarter on a large base of almost $5B in revenues, with record levels of customer satisfaction and new logo sales. Their go-to-market team has expanded Juniper into new markets where they are growing much faster – like AI-driven enterprise solutions (28%), cloud-ready data center solutions (28%), and security (21%). This has moved Juniper from what Mike Marcellin describes as a “margin maximizer” to an “agile growth” enterprise with the ability to pivot faster and realize the potential of new and attractive growth markets.

We asked Mike and Marcus to share how they have worked together to align and enable their revenue teams, systems, and operations to continue the acceleration of Juniper’s journey toward high growth.

“Wall Street calls us a value growth company or a GARP company – but we are a growth company any way you look at it,” says Jewell. “We’ve expanded the markets we’ve gone after. We’ve optimized selling. We’ve invested more in growth. And we’ve continued to innovate. We have 6% growth overall (8% last quarter), and even stronger prospects when you look at client interest and bookings. New growth is very strong. Aspects of our business - like AI-driven enterprise solutions, cloud-ready data center solutions, and connected security - are growing well into double digits.” View More