Following up on the successful implementation of its new channel partner program last year, Juniper Networks (JNPR) announced its plans for several partner-centric training and enablement programs aimed at helping resellers to boost their sales and services capacity with the company.
Among the new benefits being added to the partner program, Juniper will implement a data center specialization to help resellers flesh out their private, public and hybrid cloud offerings. Partners who complete the Data Center Specialization will become part of Juniper’s Data Center go-to-market community alongside the company’s sales and marketing teams, giving them the ability to reach a wider swath of end users, according to the company.
Partners can choose from several different data specialization paths so they can adhere to their specific cloud focus. The data center specialization is being added as an addition to the company’s existing Cloud Specialization, according to Matt Hurley, corporate vice president of Global Channels at Juniper.
A Solutions Specialist Design Track is also being added for Juniper’s Champion partners, which is expected to help the company’s 1,200 top sellers to develop the skills needed to boost their business acumen even further.
The program will focus on network architecture and design, so that partners can optimize their training investments to be more relevant for engineers, according to the announcement. Hurley stressed that the training Juniper partners receive through its program is the same training given to the company’s own sales team, thus fostering better teamwork and cooperation between Juniper and its resellers.
For partners currently using the new Juniper Marketing Concierge (JMC) platform, Hurley said the company will introduce social selling into reseller campaigns in addition to a series of pre-packaged market development fund campaigns. These initiatives will be introduced early in the year and will continue to roll out during 2016.
Juniper launched its revised partner program last February under newly minted channel chief Matt Hurley, who took on the role a month prior. Under his leadership, Juniper worked on refining the program down to three core tenants, focusing on ease of doing business, partner growth, and profitability.
Since then, Hurley said resellers have responded positively to Juniper’s narrowed focus, and the company is looking to provide its partners with additional benefits now that they have tasted success.
“We continue to invest in services,” said Hurley, in an interview with The VAR Guy. “We’ve been very clear with our partner community that we are not intending to go build a 1000-person professional services force. We are really about enabling our partners because that is a profitable engine for them.”
Partners can expect to hear more information on Juniper’s channel strategy this week during the company’s second annual IDEAS Connected conference in Miami. The conference, which Hurley said is Juniper’s “marquee leadership event,” is focused around bringing Juniper leadership together with the company’s top resellers.