Juniper goes on the offensive

Amid uncertain economic playing conditions, channel partners should be going on the offensive, according the head of Juniper Networks' global channel team.

Speaking at the vendor's partner summit in Byron Bay, Juniper Networks senior vice-president worldwide channels, Frank Vitagliano, highlighted the difficult macro economic circumstances and urged partners to shoot for their goals.

"We enhanced the J-Partner program and that was a pretty big deal and we enhanced all of our training, we built a configurator, we built a partner locater. In addition, we have market development funds that we have for our channel which we have increased this year," Vitagliano said. "I would tell you that I consider what we are doing as definitely playing offense and we expect we will get a return on that investment."

The vendor has also sunk 22 per cent of its first quarter revenue – roughly $US171 million – into research and development.

"Fundamentally, what is happening is we know we are gaining share, and partners are telling us we are doing the right thing," Vitagliano told ARN. "I believe we will continue to make the investment and continue to do the things we are doing."

However, the vendor has cancelled an internal sales meeting this year and split its Asia-Pacific partner summit into six separate events. While not giving a guarantee the partner summits will go ahead in future years, Vitagliano highlighted the role they play in forming the networking vendor's strategy which is formed by four key pillars: Generating mutual revenue and profitability; investing in infrastructure and programs; making it easier to do business together; and accelerating teaming.

"I don't think you can give a guarantee on anything in the environment that we are in but what I can tell you is we consider them extraordinarily important," he said. "The fact we are doing them this year in the face of everything that has gone on the last six to nine months, means we held to the commitment."

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