Partner Watch - J-Net Community

Getting started with Juniper Networks’ Learning Academy

by - edited

To be successful in today’s IT-climate means outsmarting your competitor. There is plenty of choice on the market, so it is your job to convince prospects that your product is the best.

This is achieved through what I call the “sales mix”, which are the three core components of anyone in a commercial role. This mix consists of:

Personal experience;
A salesman’s “magic” – your natural ability and drive to sell;
And factual knowledge.

While your experience can only improve over time and your “sales magic” is in your genes, your knowledge is something you can always work on. And often something your employer and professional relations expect you to actively improve.

Everyone's Tags:

Labels:

partners

How Juniper Networks Equipment Transformed our WAN business

by - edited

Three years ago, your average UK business would not have thought of Alternative Networks when tendering for a new Wide Area Network (WAN). Today, we are active in multiple WAN bids and tenders across both the SMB and Enterprise space, and winning a significant percentage of those we bid on. So what changed?

Alternative is and always has been a great company. I have worked there for nearly 16 of its 18 years and am still as passionate about what we do today, as I was in 1997. However, our heritage was always in the world of PBX, Mobiles, and lines and minutes. WAN was a bit of a hobby. Things changed in 2010 when we acquired Scalable Communications – a Juniper Networks Elite partner, who gave us significant scale and skills in the data centre, campus networks, and secure infrastructure space. This was also the time when I was seconded from running group product strategy and asked to grow our WAN business. I had the benefit of being a relatively late entrant, and having time to look at what the pain points were with traditional WAN deployments.

Everyone's Tags:

Labels:

An Interview with an IT Hitwoman; Fiona Squire an Inspiring Technology Business Leader

by

- edited

I recently had the pleasure of meeting Fiona Squire, Services Director at Imtech ICT UK Limited at the Juniper Networks New Directions Women’s Forum in Laguna Beach, California a couple of weeks ago. Having chatted with Fiona during the week in the US I felt she had an interesting story to share about how she got into tech and how she has developed a successful IT business and career. Here’s my interview with Fiona;

Zoe: How did you get into tech?

Fiona: Whilst I was growing up I had always wanted to be a nurse. So, when I left school I started a pre-nursing course at college. One year in I went to the job centre to look for part time work and noticed an ad for a trainee software engineer at Apricot Computers. I thought it looked interesting, so went for the interview, and got the job, I then ditched the nursing course and I haven't looked back! That’s how I got into tech.

Everyone's Tags:

Labels:

partners

Chris M. Jones Settles In as Juniper’s Vice President of Americas Partner Sales

by

- edited

Since his appointment to Juniper’s Vice President of Americas Partner Sales role on April 1, Chris M. Jones has effectively engaged with Juniper’s partner community, most recently, having led the Juniper Partner Advisory Council (JPAC) in San Diego last week. In the coming weeks, he has secured plans to meet with additional strategic partners to better understand their market needs and opportunities while rallying the Juniper Partner Advantage team to identify new opportunities to drive coverage, capabilities and capacity for partners. Chris joined Juniper in December 2010 and previously served as Vice President for Worldwide Commercial Sales demonstrating a strong track record leading Juniper’s enterprise business, which currently represents a significant portion of Juniper’s sales.

Prior to his tenure with Juniper, Chris held senior sales and channel management positions in the technology sector. His deep knowledge of Juniper’s business, as well as the industry, coupled with his outstanding leadership skills has already earned him well-deserved support from Juniper’s executive team.

Everyone's Tags:

Labels:

Women and Leadership: Something worth talking about?

by

- edited

I’m sitting in a room overlooking the Pacific, listening to the sound of waves breaking on golden sands under a blue sky, whilst I wait to meet with a group of senior managers from our leading EMEA Partners who will be joining me at a Juniper event for the next couple of days.

Everyone's Tags:

GPC: Guest Post by Andy Green from Proteus Networks

by

on

Wow, where do I begin. Today, Day 1, is winding down and the news, presentations, and surprises have continued throughout the day - from the opening welcome to the individual breakout sessions. I suppose I should start at the beginning.

Welcome to Las Vegas and Juniper's Global Partner Conference

by

on

Welcome to Las Vegas! The Juniper Global Partner Conference is taking place next week at the Aria Hotel, and I’m really jazzed to connect and reconnect with our partners from around the world!

Labels:

Andy Green from Proteus Networks Looks Forward to the Juniper Global Partner Conference

by

on

A guest blog post by Andy Green from Proteus Networks sharing his enthusiasm for what's to come at the Juniper Global Partner Conference.

Hello there to all of you! Here is the first of several blog entries coming your way from Andy Green, EVP at Proteus Networks and one of your fellow partners who is heading to Las Vegas for the 2013 Global Partner Conference! I’m on my way out to Sunnyvale right now to get some things ready for next week. In fact, I’m writing this on the plane somewhere above Utah. I live in Dallas, aka The Big D, DFW, the Metroplex - we have about as many names out here as Juniper has internal codenames (martini anyone?).

Everyone's Tags:

Learning Academy Live EMEA Tour Continues

by

on

How do you learn best? Online, instructor lead, webinar, video, paper based, the choice available from the Juniper Learning Academy found inside the Partner Center provides a broad sales and technical curriculum in a variety of formats. And it’s addictive, once on-boarding courses are completed you’ll earn Continuing Education Credits (CEC) and progress through Generalist and Advisor levels before becoming a Juniper Sales or Technical Master.

This year I’ve been following the sales track with certificates printed and proudly displayed on my desk to prove it! Some of my favourite courses have included:

JNSA Wireless LAN: Discover the complete range of Juniper WLAN products then use our Simply Connected WLAN Promotion to drive your sales.
Mykonos Software Sales Overview: Learn how Mykonos’ unique deception techniques can defend the 73% of organisations that have been hacked in the last 2 years.
JMC Partner Training: Reach new customers with easy-to-use tools that save time and money.
Simply Connected – Healthcare: Earn extra CEC if you complete this sales training during November 2012

Bookmarked next for me is Selling into the 10GbE Data Center – I’ve already had a quick browse of the student guide so know I’ll soon be confident in how to position EX4500 and QFX3500.

But I’m deviating; it is Learning Academy Live that’s topical in EMEA right now and even for me a self confessed addict of the online you can’t beat the buzz of a live event; plus of course the huge bonus of being able to focus 100% of your attention on the content and maybe even some freebies to take home (rumour of JMC Jigsaws at the London event ). And feedback so far is that the current series is surpassing expectations across EMEA. We still have five events to play out in Europe before the year ends – Frankfurt, Zurich, Milan, Paris and closing in London.

So what to expect, well of course as these are live events plenty of time has been built into the agendas for networking with your peers and Juniper’s experts, they are hosted at some fantastic venues each selected for providing the right balance of quality and accessibility and each agenda has been carefully designed to ensure topical and relevant content that is appropriate to the local market opportunity.

Key themes include

Juniper Partner Advantage Program & 2013 Business Strategy
Consumerisation of IT
The Mykonos Opportunity
Winning with Wireless LAN
IT Trends in Security, Campus & Branch and Data Center
Benefits of the Juniper Marketing Concierge.

Here are all the details you need to attend your local Learning Academy Live event.

Frankfurt Tues Nov 20	The Squaire	Learn More	Register Here
Milan Thurs Nov 29	Hotel Melia Milano	Learn More	Register Here
Zurich Thurs Nov29	Prime Tower	Learn More	Register Here
Paris Weds Dec 5	Le Meridien Etoile	Learn More	Register Here
London Weds Dec 5	The British Museum	Learn More	Register Here

NOTE: SOME LINKS IN THIS POST ARE TO SECURE CONTENT WITHIN OUR PARTNER CENTER CLICK HERE TO CREATE A USER ACCOUNT

Everyone's Tags:

Services Mean Margin for Partners

by

on

Customers are putting more and more pressure on VARs and SIs to get better prices on product. The margin squeeze just keeps getting stronger. Ironically, one of the best ways out of the margin trap is to get the customer to want to pay you more. Juniper has released a white paper on just this subject, complete with a number of consulting and development ideas that other partners have successfully sold to eager customers.

Everyone's Tags:

Labels:

Partners That Focus on Services Deliver Powerful Solutions

by

- edited

The year was 1992. We had recently started up a Novell Networking VAR in Chicago, and we were already overbooked with several implementations for local enterprises. At the time Novell knew that VAR’s who specialized in service, support, and solutions were key not only to customer success, but their own success as well.

Over the years, I have worked at several medium and large tech firms, including BellSouth Wireless Data, Sun Microsystems, and Juniper Networks. All of these firms, as well as most OEM’s in the tech industry, know that services VAR’s and partners are not only instrumental for success, but are entirely mandatory. Case closed. When designing-implementing-managing partner programs, the challenge for OEM’s has always been keeping it simple and creating the right level of value.

When we talk about Networking Partner Programs, Juniper Networks has focus, simplicity, and rewards for value and performance. Currently there are three levels of Partners: Reseller, Select, and Elite.

For Elite partners that have a services practice supported by service infrastructure and capabilities, these Elite partners may qualify for a special invitation only program called the “Juniper Operate Specialist Program”.

Juniper Operate Specialists are services partners that possess a Network Operations Center (NOC) and/or a Security Operations Center (SOC), have deep technical resources, local knowledge and resources, with the technical expertise and dedication to drive excellence for all Customer networking solutions. Operate Specialists are required to make a significant investment in service infrastructure, people, process, tools, certifications, and labs.

Operate Specialists deliver their brand of technical support and services to Customers, enhanced by leveraging Juniper’s support infrastructure, the Juniper Technical Assistance Center (JTAC), and special Juniper service and support offerings available only to Operate Specialists. When Customers experience a networking issue or problem, they call the Operate Specialist.

You might be thinking, ok, sounds interesting, but what is the value?

Juniper Operate Specialists design-implement-support Juniper solutions in a multi-vendor multi-product environment; they ensure interoperability and back-end connectivity - experts in compliance and risk mitigation; they offer local parts sparing to maintain specific Service Level Agreements; they offer asset tracking and management, as well as configuration back up via CRM systems; they can deliver localized high touch capabilities for problem resolution; and they offer the fastest dispatching of the on-site engineer.

There is a new executive endorsement video Juniper Video

To see the Global Listing of Operate Specialists Listing

To learn more about the benefits and value Slideshare

What is the market really saying about Juniper Networks Operate Specialists?

(Feedback is from a 2011 Juniper Global Customer Survey)

“Gets our technical staff in contact with Juniper technical personnel who really understand how Juniper products work and how to resolve our issues the first time”.

“Account team from the Juniper Operate Specialist Partner and Juniper work together to understand our needs.”

“The Juniper Operate Specialist Partner does burn-in testing before delivering products to us so we have never received a part that is failed out-of-the-box.”

“We have a great local team assisting us with our needs. The technical team has been outstanding. We also get great support from the Juniper Operate Specialist Partner.”

“Deliver more quickly and in accordance with the delivery dates.”

So you are probably wondering if there any formal Case Studies, and if yes, where are they located?

LaPoste: “This is the first time we have ever had such an overview of all the issues across the entire network, and we have seen a strong evolution towards overall improvement. We have never had that with any vendor before.”

Didier Guillemot, DISIT Division Manager for Architecture and Security

The Juniper Operate Specialist Partner is BT Services. Get the La Poste Case Study now at:

http://www.juniper.net/us/en/local/pdf/case-studies/3520321-en.pdf

Telenor: “We have absolutely seen fewer problems since the Juniper advanced services teams started working with us. It isn’t until you have a major problem that you really appreciate the value of this kind of teamwork”

Sivert-Arne Engeseth, Manager of the Telenor Network Operations Center

The Juniper Operate Specialist Partner is NSN. Get the Telenor Case Study now at:

http://www.juniper.net/us/en/local/pdf/case-studies/3520329-en.pdf

Questions, Comments, Feedback? Contact Robert Salzwedel, rsalzwedel@juniper.net

Next Week in The Learning Academy

by

on

NAM

Juniper Validated Campus Design

Tuesday, June 12, 2012 9:00 am PDT / 5:00 pm UK

Lance Carr, Distinguished Technical Marketing Engineer, will present his latest lab work on Validated Campus Designs. We will reference portions of his 100+ page Design Guide, which is complete with command lines. This course will start with a review of Juniper’s Validated Design process. We will then focus on how to deploy Juniper’s switching, wireless and security products together to provide an easy to manage, resilient and highly available network infrastructure for small and large campus network environments.