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Updates to Juniper Partner Advantage Program Present New Opportunities for Partners

by Juniper Employee on ‎08-17-2016 06:00 AM

In January I shared what was on tap for 2016. Now that we’re more than halfway through the year, I would like to provide an update on how we are continuing to evolve our program to help partners capture immediate opportunities and position them for future growth.

 

As we built out the Juniper Partner Advantage program in 2016, we found that customer demands were changing and our channel partners were reshaping their business models to address those changes. To account for these changes in partners’ business models, we’ve created new categories within the Elite level of the Juniper Partner Advantage program.

 

These new categories enrich the Elite partner tier, which is our highest, most operationally sophisticated partner level. Adding new categories within the tier allows us to place partners at the optimal part of the program that works best for their business needs. This segmentation provides partners with the opportunity for continual growth and development, especially when it comes to working with new or emerging technologies and business models.

 

The full list of new categories includes:

  • Next Gen
  • Rising Star
  • Federal Partner (US Program)
  • Cloud Services Partner
  • Volume Partner (US Program)

 

For example, a Next Gen partner is a company focusing on software, services and XaaS. Their current revenue with Juniper may not support an Elite status, but if they’ve got a business strategy in place and they’re looking to grow their business in new areas, this partner category may be a fit for them. Some examples include creating cloud security services on Juniper platforms, or creating DevOps solutions for private cloud users and service providers as well as self-service automation for colocated companies. The Next Gen category supports this transition to new partner business models and recognizes the partner’s strategic contribution.

 

For partners new to the program with focused business plans, Juniper is creating a route to accelerate growth as part of the Rising Star initiative. These “rising stars” will be invited to join the Elite program and have access to business and marketing development opportunities, which are available specifically for partners at this level.

 

If you aren’t sure what this means for you as an Elite partner, don’t worry. We are working with all partners to establish which category best supports their growth and expertise.

Rewards and Campaigns

 

In Q3 of this year, Juniper is also introducing a flexible points-based Rewards program to support partners who continue to invest and grow within our channel community. In addition to a greatly enhanced user interface for claims submissions, the new program is integrated with our updated Deal Registration System (in AMER and EMEA) to ensure deal preference and pricing advantages, helping partners manage, track and close on deals quickly. The new Rewards system is scheduled to be ready September 1, 2016. For more information, visit the Juniper Partner Rewards page on the Partner Center.

 

Last, but certainly not least, the Juniper Marketing Concierge continues to deliver value to all partners. We give partners two options to create compelling marketing collateral - the “easy button” for one-click marketing programs or frameworks for custom-designed campaigns. To date, more than 1,200 campaigns have been rolled out by 600 unique partners using this tool, and the numbers just keep growing.

 

This is an exciting time for Juniper and for our partners. I recognize that you have choices, and we are committed to ensuring you optimal profitability, ease of business and true partnership - I want to thank you for your dedication and support. 


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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. https://google.com/+JamesKelly
  • 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: http://fr.linkedin.com/pub/joe-robertson/0/4a/34a
  • 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.
  • http://www.linkedin.com/in/louiseemmahunter
  • 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.
  • Americas Field and Partner Marketing
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