Juniper Networks is bringing consistency to its global channel operations with its Partner Advantage Program, which will have the company both unify its business processes and differentiate value for partners.
“In every one of the different places we operate, we had slight differences in the way we did so,” Juniper Asia-Pacific vice-president of sales, Kevin Ackhurst, said. “Partners were asking us to operate on a global basis and to be more consistent in the ways we operate with them.
The Partner Advantage Program is made up of three key components: reach, accelerate, and reward.
Reach is concerned with enablement and ensuring that partners are capable in respect to how they deliver, implement, and sell Juniper services. Accelerate is about assisting partners in doing so through investment and market development funds, and reward represents the rebates and mechanisms on offer when sales are made, as well as other benefits when higher sales tiers are reached.
Juniper will re-evaluate its existing partner ecosystem and make changes which it feels is necessary for the benefit for its channel altogether, according to Ackhurst.
“At the higher end, there are certain areas where we are looking to reduce the number of partners we work with to invest more in our channel altogether,” he said. “At the lower end, we are finding that we do not have enough partners in partner-led business.”
Companies that are interested in becoming partners must have services capability, and deliver services around a Juniper solution. Juniper’s recruitment is done through both a market access and technology element perspective, Ackhurst said.
Additionally, Juniper revealed that it is currently comfortable with its existing distribution coverage, and is therefore not looking to for any further distribution agreements.
Westcon, Avnet, and Ingram Micro are its global strategic distribution partners and it only works with those companies in Australia and New Zealand.