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Analyst Reflections at Juniper's Global Partner Conference - Going for growth in 2012

by Trusted Contributor ‎01-20-2012 12:59 PM - edited ‎01-20-2012 01:02 PM

This is a guest blog post. Views expressed in this post are original thoughts posted by Alastair Edwards, Channel Analyst at Canalys.


There is a consistently optimistic streak running through Juniper’s channel partners at its Global Partner Conference in Las Vegas this week. Most partners I’ve spoken to over the last few days are predicting business growth in 2012, and not just in the US. Even in EMEA, where Eurozone instability threatens to push the region back into recession, partners are generally highly positive about prospects for 2012. I had the opportunity to put this to the test on Tuesday, presenting to around 300 of Juniper’s EMEA partners at the theatre break-out. Using a live, real-time polling engine (we analysts love these tools, particularly when they work this well), I asked the audience about their expectations for the year. An impressive 64% of respondents plan to grow their business by more than 10% year-on year! Most of the remaining 36% expect revenues to increase by up to 10%, with only 7% predicting flat or declining sales.


Just take a second to absorb those stats. Two thirds of the channel expect double digit growth in 2012. And that’s against a background of economic uncertainty, lengthening sales cycles and greater budget scrutiny by end-customers. The state of the economy (and budget pressure) is by far the channel’s greatest concern, according to another live poll question: 49% of audience respondents see this as their biggest challenge in 2012. So how can we square these two apparently contradictory trends? The important question, of course, is where all this growth will come from?




At Canalys, we believe that IT industry growth in 2012 will be defined by some important, inter-related themes, including enterprise mobility, data center/cloud and the consumerization of IT.  The traditional Wintel PC market is evolving fast towards mobile devices (smart phones and tablets, many running non-Windows operating systems). Combined with trends like ‘bring your own device’, there are huge implications for the way data and applications are accessed, managed and secured. The need for customers to reduce their operating costs, while freeing themselves from the inflexibility of legacy infrastructure is driving a lot of interest in cloud. In reality, this is translating into large scale investments in data center transformation, and secure, high performance networks. Channel partners who are able to fulfil these demands will benefit; those who are able to help customers to navigate successfully through the complexities of these trends will prosper!


Of course, developing the skills needed to capture this growth is not easy. My poll showed that, after the economy, a shortage of appropriate skills is the next greatest challenge for partners. This is where vendors need to step up in terms of partner training and skills development. Juniper’s commitment this week to increase investment in enablement, enhanced sales and technical education, and a new partner program will be well received by partners. Translating this promise into reality will not be easy, but will be crucial for Juniper and its partners to take advantage of these lucrative opportunities.


Do you agree or have differing opinions to the above mentioned polling results taken at the partner conference? Then post your comments below, I would be interested in hearing from you.

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  • 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.
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  • 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.
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