Channel will see new specializations, incentives, partner relationship platform
Juniper Networks is adding new specializations, rewards, and a new sales enablement curriculum to its channel program to help partners better address growing customer demands around the cloud and artificial intelligence (AI).
The Lowdown: Juniper’s Partner Advantage 2020 effort was among a number of announcements Nov. 11 coming out of the networking vendor’s NXTWORK 2019 Americas show in Las Vegas.
The Details: The goal is to help partners grow their revenue and make it easier for them to work with Juniper. The enhancements include:
> New specializations: The joint Juniper-Mist Specialization is aimed at bringing AI solutions to the enterprise. Juniper this year spent $405 million to buy Mist and its AI-powered cloud-managed wireless networking technology. Partners also can leverage specializations in Software-as-a-Service (SaaS) and managed services.
> Incentives and rewards: New incentives are aimed at growing sales of Juniper and Mist solutions, and the vendor is paying double-digit rebates on such technologies as software, cloud, and software-defined WAN (SD-WAN). Juniper also is investing more in partners that grow their technical, sales, and service expertise in Juniper technologies.
> Demand creation: New programs, campaigns, and joint marketing money from Juniper are designed to increase new business demand and expand existing accounts. Partners have access to on-demand and customizable marketing campaigns around products and vertical segments.
> Sales enablement: New sales enablement curriculum targets such emerging areas as AI, cloud, and managed services.
> New platform: The Partner Relationship Management (PRM) platform includes easier partner onboarding, business management, contract management, real-time compliance, and incentives status. Partners can get all the details of their Juniper relationship on the platform.
> Streamlined processes: Partners will see an improved experience via a redesigned portal, a simpler market developments funds program, and streamlined partner learning requirements.
The Impact: The improvements to the partner program come the same day Juniper announced Contrail Insights, which adds network, server, and workload monitoring analytics and troubleshooting for on-premises data center operations. Mist Systems – now a Juniper company – unveiled additions to its platform to streamline IT operations across wired and wireless networks leveraging AI and microservices.
The Buzz: “We are doing everything we can to invest in our partners in 2020. Our plan is to help our partners drive growth through new business and customer expansion, while focusing on simplicity,” said Helda Lopes, head of global partner programs and marketing at Juniper. “Juniper Partner Advantage 2020 has been designed to provide partners the tools they need to capitalize on major growth trends in the enterprise through predictable revenue streams. The investments we’re making highlight Juniper’s commitment to help partners accelerate innovation, drive value, and deliver an excellent customer experience.”
“Every year Juniper advances their partner program in a way that helps fuel our business, and this year is no exception,” said David Nahabedian, co-founder and principal of Integration Partners, an IT services engineering firm. “The improved specialization programs help our sales teams gain knowledge on how to deliver the right solutions to our customers, and the platform improvements give us one unified view of our entire Juniper business. Now we can spend less time on processes and more time closing deals.”