Juniper Prepares First Global Partner Conference
Juniper is preparing multiple online and face-to-face partner marketing enhancements, according to Global Channel Chief Emilio Umeoka and VP of Worldwide Partner Marketing Luanne Tierney. Here’s a sampling of the moves, which Umeoka and Tierney disclosed to The VAR Guy during a meeting at Juniper’s headquarters last week.
According to Tierney, Juniper partners should expect:
- A marketing and thought-leadership event, called InnoVAR, in August. The event sounds somewhat similar to Cisco Partner Velocity, a pure marketing and social media event that Tierney launched during her time at Cisco.
- A Women in the Channel Leadership Forum around October 2011 in Santa Monica, Calif.
- A global partner conference around March 2011. Until now, Juniper’s partner events were mostly regional in nature. This will be Juniper’s first global partner conference, The VAR Guy believes.
- Marketing concierge services on the Juniper website, which will help partners with co-marketing, co-branding and business planning.
Umeoka says Juniper is striving to “scale with precision.” He notes that Juniper has always been very strong on the technology R&D front. But going forward, Juniper will focus on various “engines” — such as investment engines, incentive engines and enablement engines — to make it easier for partners to do business with Juniper. “We’re going to take all of our knowledge and know how from inside our firewall, and extend it outside the firewall to our partners,” said Umeoka.
Juniper recruited Umeoka (from Microsoft), Tierney (from Cisco) and several other executives to the company as part of a major marketing, sales and channel initiative. The expanded leadership team debuted at the Juniper Networks Americas Partner Conference in April 2011.
The Juniper partner initiatives arrive at an opportune time. Juniper is striving to take market share from Cisco Systems, which Cisco is striving to re-focus on five core market opportunities.
Still, Tierney isn’t taking any shots at her former employer. During a meeting with The VAR Guy, she focused the conversation on engaging and empowering Juniper’s partners rather than attacking Cisco.