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

by Trusted Contributor 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.

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About the Author
  • Andrew is Operations Manager for OneConfig. OneConfig creates tools for Juniper devices: cloud-managed EX and SRX; and Pre-sales reports for SRX. Andrew has worked in Network Management for over twelve years. During that time he implemented and ran commercial Network Management systems for large telco networks. He also managed the complete development of a custom Network Management system at Telstra (Australia’s largest telco). Following that he oversaw IBM’s redevelopment project of their Remote Network Managed Services platform that provides their customers with complete visibility and control of their IP networks. Most recently Andrew ran the Professional Services Practice for CA Technologies, responsible for the design and implementation of Service Assurance, Performance Management and Service Management platforms into customer environments. Andrew has a Master of Business and Technology from the Australian School of Business, UNSW. He lives on Sydney’s beautiful Northern Beaches. When not spending time with his young family, or dreaming about better and simpler ways to manage complex networks, he likes to ride his mountain bike, surf and play golf.
  • 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.
  • Experienced and results driven executive sales leader with over of 22 years of Management in Enterprise, Commercial, Carrier & Channel Sales, both on a national and global basis. Have run global businesses as part of the executive team from start-ups and acquisition to over $570 million in annual revenue. Responsible for managing all reseller channel sales activities, including partner recruitment, partner satisfaction and revenue attainment for JacobsRimell (now Amdocs). Prior to JacobsRimell, I served as Senior Manager of Global Service Management at Cisco Systems and Vice President and National Sales Manager at Philips Electronics, where I led significant company growth and was instrumental in developing U.S. enterprise channel sales and operations as well as revenue goals. Prior to Philips, I have also held senior sales executive roles at Sony and Sharp Electronics. Now on my 8th year at Juniper Networks.
  • Remarkably organized stardust.
  • JONATHAN BELCHER Vice President, Americas Commercial Inside and Partner Sales Jonathan Belcher is vice president of Americas Commercial Inside and Partner Sales at Juniper Networks. He is responsible for sales development and growth of Juniper Networks commercial inside sales, resellers, strategic alliances and distributor partners. Jonathan formerly held the role of vice president of Partner sales for Juniper’s APAC, Greater China and Japan theaters. From 2012 to 2014, he led the rollout of the partner programs designed to increase the strength of how Juniper and its partners deliver solutions to enterprise and Service Provider customers across APAC. He joined Juniper in 2010 as vice president of the strategic worldwide alliance with Dell. With more than 20 years’ partner experience, he has managed large alliances and channel sales teams in the Americas, EMEA and APAC. Jonathan has also held a number of senior management positions building partner organizations in companies such as Fujitsu, Quantum and Neterion, and partnering with IBM, Dell, Hewlett Packard, Compaq Computer and Sun Microsystems. He holds a B.S.B.A in Business and Marketing from the University of Arizona. He resides in Austin, Texas
  • I have been in the networking industry for over 35 years: PBXs, SNA, Muxes, ATM, routers, switches, optical - I've seen it all. Twelve years in the US, over 25 in Europe, at companies like AT&T, IBM, Bay Networks, Nortel Networks and Dimension Data. Since 2007 I have been at Juniper, focusing on solutions and services: solving business problems via products and projects. 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.
  • Martin Hester is the head of channels, alliances, commercial and cloud for Europe, Middle East and Africa. In this role, he is responsible for Juniper’s commercial and cloud business in EMEA. Martin has been at Juniper Networks for 10 Years. During his tenure, he has built a deep understanding in alliances, distribution and partner operations and has been an integral part of Juniper’s channels and alliances go-to-market strategy. Prior to Juniper Networks, Martin held a number of direct sales and management roles in Bay Networks, Nortel Networks, Avici Systems, Hitachi and Extreme Networks.
  • Mitch Lewis, VP of Partners and Alliances, Asia Pacific, brings over 25 years’ industry experience in sales, marketing and technology roles for companies that include AT&T, Dilithium Networks and Microsoft. He also served as VP of APAC Sales and Marketing and President of Indonesia for Ericsson.
  • 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.
  • Americas Field and Partner Marketing
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