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A Summary of the EMEA Partner Breakout Session at Juniper's First Global Partner Conference

by Administrator Administrator on ‎01-18-2012 11:57 AM

The EMEA breakout session was packed to the rafters with partners eagerly waiting what the EMEA executives had to share with them. First up was Sean Dolan who shared his three promises; innovate and value, invest in people and execute on marketing. He said we (Juniper) have all the key components in EMEA to be successful. We must continue to leverage our innovation. Closing with we will continue to invest in resources to support our growth through partners.


There was a bid warm welcome for EMEA’s guest speaker Alastair Edwards of Canalys. In his opening remarks he said that we will see lots of changes in the channel in the coming years and how we support customers. Alastair’s first poll highlighted that the EMEA audience believes that they expect revenues to grow over 10% during 2012 – wow this is really positive news! He continued to state that in EMEA the impact from the last crisis was short term, although there are still countries in Europe, which have experienced a double dip. He continued with that customers understand that IT spend is strategic and are willing to invest, but may vary from country to country. The basis of his presentation echoed what Kevin Johnson our CEO delivered during this morning session; 2012 will be defined by three major themes; Mobility, Cloud Computing and Consumerisation. The next poll that Alastair ran highlighted that the economy is defining uncertainty in the future, with partners still a little apprehensive about the economic climate. Partners take note - the channel challenges in 2012 include; economic, IT consumption, cash flow, lack of skills and competition. The final poll in this presentation showed that the audience agrees that there will be significant opportunity for Cloud in 2012. Then the session concluded with an invitation for partners to join the Candefero community for FREE research and reports. Do this today and enjoy the benefits.


James Bristow spoke about JAM (Juniper Addressable Market), highlighting growth opportunities in the service provider market. He made reference to “Pump up the Jam” (a reference to an early 1980s dance song).  He also told everyone that Juniper is an innovator and leading the industry.


Next up was Gerard Allison; he told the EMEA audience that Juniper is a thought leader in the security space. We are going to focus and take Market share during 2012.


Doing it right for marketing was Nick Barley, he reminded partners about the three FREE campaigns in a box offer and urged partners to take full advantage of the offers available – contact your PAM/regional channel team for more details. Nick told the partners we will support you in 2012 to make your marketing campaigns successful. He then polled the EMEA audience and the results showed partners wanted more help with social media and lead generation. That’s good news for me, as you I’m dedicated to building the awareness of social media in the EMEA theatre. He concluded with that there are huge opportunities in social marketing. Blogging helps with engagement, you might not be able to take on large competitors with huge marketing funds, but you can take them on and outsmart them online and in particular through the use of social media – partners need to get more social with your marketing campaigns.

It was then Martin Hester’s turn to talk about focus areas with partners; education, sales, ease of doing business & programs. He highlighted that EMEA is leading the way in education, well done to everyone who completed their education programmes during 2011, keep up the good work in 2012.


Stefano Alei encouraged partners to join the champion programme and gain rewards.


Joe Robertson closed the EMEA breakout presentations stating that Services are sexy! Service can help build brand and loyalty with the customer. Best way to maintain and sustain long term relationships.


EMEA Award Winners 2011


We finished off the EMEA breakout session by acknowledging those partners whom have made a significant impact during 2011. The awards were handed out to;


DACH Partner of the Year is IBM Germany
MEA Partner of the Year is XON
North Partner of the Year is Ericsson
RESE Partner of the Year is NVision Group
South Partner of the Year is IBM France
UKI Partner of the Year is Imtech
EMEA Distributor of the Year is Westcon Security
EMEA Service Provider Infrastructure Partner of the Year is infradata
EMEA Enterprise Partner of the Year is Telefonica
EMEA Commercial Partner of the Year is Bezeq International


Congratulations and well done to all the winners!


Note the EMEA session will be available on video within the next week and the presentations can be downloaded shortly. Finally don’t forget you can watch the main conference sessions again at you will need a login to view the content. What are you waiting for? View these fantastic videos now.

About the Author
  • Boon Thau Loo is an Associate Professor in the Computer and Information Science department at the University of Pennsylvania. He is also a co-founder of Gencore Systems, a cloud analytics spinoff from the University of Pennsylvania. He is well-known for his research on programming and analysis tools for designing, implementing, and securing large-scale distributed systems. He received his Ph.D. degree in Computer Science from the University of California at Berkeley in 2006. Prior to his Ph.D, he received his M.S. degree from Stanford University in 2000, and his B.S. degree with highest honors from UC Berkeley in 1999. He was awarded the David J. Sakrison Memorial Prize (2006) for the most outstanding dissertation research in the Department of EECS at UC Berkeley, and the ACM SIGMOD Dissertation Award (2007). He is a recipient of the NSF CAREER award (2009) and the Air Force Office of Scientific Research (AFOSR) Young Investigator Award (2012). He has published 100+ peer reviewed publications and has supervised 6 Ph.D dissertations. His students include current tenure-track faculty members and winners of 3 dissertation awards.
  • Remarkably organized stardust.
  • I have been in the networking industry for over 30 years: PBXs, SNA, Muxes, ATM, routers, switches, optical - I've seen it all. Eleven years in the US, over 20 in Europe, at companies like AT&T, IBM, Bay Networks, Nortel Networks and Dimension Data. Since 2007 my focus has been on services at Juniper: support services, professional services, service automation. Our market is characterized by amazing technological innovations, but technology is no use if you cannot get it to work and keep it working. That is why services are so exciting: this is where the technology moves out of the glossy brochures and into the real world! Follow me on Twitter: @JoeAtJuniper For more about me, go to my LinkedIn profile:
  • Justin has held a variety of positions at Alternative Networks since 1997 including responsibilities for running sales, product management, marketing, and training functions. More recently he has been incubating a Wide Area Network division, and running cross sales in the enterprise sales division following an acquisition.
  • Justin Scopaz is senior director of Juniper Networks’ Worldwide Distribution organization. In this role, he is leading a global team driving worldwide distribution strategy, sales, and operations. Prior to Juniper, Scopaz spent nearly two decades at Ingram Micro in a variety of senior leadership positions. Most recently, he served as vice president and general manager of Ingram Micro’s Data Capture and Physical Security business units. He also had responsibility for major national partners. Based in Orange County, California, Scopaz is involved in both private and charitable organizations. He holds a B.A. in Business Management from California State University.
  • I manage the Professional Services department for a Juniper Elite reseller in Southern California. When not trying to keep my customers and engineers happy I also like teach Juniper classes and spread the word about the power of Junos.
  • Zoe Sands is Head of Digital Marketing at Juniper Networks and is responsible for digital marketing and social media across EMEA. She is an experienced Digital Marketer since 1997 with PRINCE2 practitioner status, during this period Zoe has successfully launched many new online innovations for Juniper Networks, Cisco, Dialogic, the Chartered Institute of Marketing (CIM) and Hyundai, including content managed and e-commerce based websites to integrated social media programmes. She has International exposure running projects globally, regionally and at a country level. Zoe’s approach is to create an environment where those around her can share her passion for the Internet and the opportunities it presents. She says sharing knowledge, championing and communicating the benefits of digital capabilities enhances both the user experience and offers additional online communication channels and business opportunities. Zoe has a blog ‘Learning and sharing...’ to share her experience of all things online marketing, social media, chat online, SEO, SEM and mobile related content. You connect with Zoe via LinkedIn or find her on Twitter: @zoe9 and @ZoeSands.
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