DECISION MAKING MODEL FOR BUSINESS PARTNER SELECTION AT JUNIPER NETWORKS INDONESIA USING AHP (ANALYTIC HIERARCHY PROCESS) Mochammad Irzan and Yos Sunitiyoso MBA Program School of Business and Management Institut Teknologi Bandung, Indonesia moch.irzan@sbm-itb.ac.id Abstract— Juniper Networks Inc. is a multinational company which provide product, services and solution for ICT infrastructure, specifically data communication infrastructure. Juniper Networks operate around the globe and the business model used by Juniper Networks for customer engagement is done through partnership. Juniper Networks has established a general guideline for set of criteria of business partner selection, but each manager of the country/area where Juniper Networks operate may use their own selection method to select the appropriate business partner. The selection process of business partner can be considered as multi-criteria decision making problem, and AHP (Analytic Hierarchy Process) is one of the tool available that can be used to solve this problem. AHP model allow the opinion of the decision making stakeholders to be included and aggregated into the decision making process, and it provide a standard model that can be used repeatedly, assuming that the criteria used in the decision making process are not modified. The problem which is being tried to be solved in this paper is creating a standard model that can used by the company for the business partner selection process. The research work in this paper employed the following methods: literature review, in-depth interview with respondents, pairwise comparison interview, data processing with Expert Choice software, and analysis and verification of the decision making model. The result of the research work in this paper is the AHP model which can be used as a tool for decision making process for business partner selection at Juniper Networks Indonesia. Keyword: multi-criteria decision making, AHP, AHP Model, AHP Criteria. 1. Introduction Business partner is important to Juniper Networks, because the business model used by Juniper Networks to engage their customer is done through its partners. Business partner of Juniper Networks will be the forefront of customer engagement process, where the service and solutions from Juniper Networks is delivered to its customer. Juniper Networks has established partnership at different level of its operating area, such as at global level where it has established partnership with leading multinational ICT solution provider’s company, such as IBM, Ericsson, and NSN, and also at the local level, specific to the country/area where Juniper Networks operates.