Juniper Networks has revised its partner certification program to give partners the opportunity to offer services.
A/NZ channel director, Sander Dales, said it would only invite elite certified partners to the authorised service centre level. They would have the opportunity to offer post- and pre-sales support, troubleshooting and helpdesk capabilities.
"This is very much driven around how we can give value to the market through our partners," he said. "It's also a clear point of differentiation for partners."
Partners must have post-sales engineering and support infrastructure in order to qualify.
The company currently has 10 elite partners at the authorised service centre level and is currently training another six.
Dales said he would extend the invitation to select partners at some stage.
"Having a certification alone does not make a partner certified, they are by invitation only," he said. "The key reason we do that is to maintain value in the market for our partners and to avoid channel conflict."
Juniper had also increased its partner base, adding more than 50 dealers across its elite, select and reseller certification levels in an attempt to expand market penetration and maximise growth, Dales said.
"We've had 641 people from partner organisations completing various sales, pre-sales and technical training courses since last year," he said. "Most of the partners provide us with good geographical coverage, which has really improved the accessibility of Juniper equipment."