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Juniper Networks the channel

Juniper Networks the channel

Networking and security vendor, Juniper Networks, has launched a new global channel partner program.

The J-Partner Program will seek to unite the vendor’s recently acquired NetScreen channel and its own Juniper product channel under one cohesive entity.

Juniper Networks channel director Asia Pacific, Gary Kinsley, said the motivation for the change came largely from the channel itself, following the acquisition of NetScreen in April this year.

“From the legacy Juniper partners we were getting questions on how to sell security products, and from the legacy NetScreen partners we were getting questions on how they could get into the router market,” Kinsley said.

Differences in the business models and markets of the two companies also contributed to the change.

Kinsley said before the acquisition, over 90 per cent of Juniper’s business was focused on the carrier market, and operated under a one-tier model.

NetScreen’s business was fundamentally different.

The company used a two-tier model and was split 50/50 between the enterprise and carrier markets.

“The merging of the two partner programs was logical as it consolidated the market segments and made it easier for business partners to engage with each other and Juniper,” he said.

According to Juniper, the program will deliver new products, financial incentives and program offerings to help channel partners capture new business.

To this end, Kinsley said Juniper would release a new range of routers, many of which would target NetScreen’s legacy customer base in the mid–range corporate space.

The partner program’s incentives component, J-Rewards, would provide financial incentives to encourage partner performance, he said.

Program offerings would include training, support, the provision of case studies, and help in building solutions around the Juniper and NetScreen product suites.

Kinsley said Juniper would logically look to expand its reseller base as the company extended its product range in the country.


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