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Juniper switches on channel services

Juniper switches on channel services

Networking vendor claims its new switching range will open up more services and consulting opportunities for partners

Allsopp said applications on the network were also being scrutinised by customers as they looked to improve capabilities without replacing the whole network.

"That is opening up strong consulting opportunities for partners and broader conversations about network access," he said.

Allsopp was also encouraged by an increase in resellers offering managed services around the corporate and enterprise markets. But he said many partners were still coming to grips with how to do offer managed services successfully.

"The biggest weakness is how to package services and not have disparate items. We have initiatives around that in the service provider market and we are working with resellers to develop those capabilities using tools offered in the framework of our partner program," he said. "The smart resellers are looking at annuity revenue streams. I don't think [the managed services model] is being done well in the mid-market yet."

Juniper has about 300 partners in Australia.

"We're happy to be underdistributed," Allsopp said. "We're aiming to reward value and retain margins. Partners can participate in professional services and build value around that."


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