New Juniper Channel Team Commits to Partner Opportunities
The theme of this week’s Juniper Networks Americas Partner Conference may be, “It’s Time For a New Network,” but what was really on display wasn’t product but rather commitment to the channel. This event marked the first time many Juniper partners got to see the company’s new channel team in action. Since the new hires have had, at most, only a few months in their positions, it’s understandable the conference would be short on earth-shaking announcements. But what Juniper did have were promises to continue responding to partner needs – especially when it comes to marketing. Here’s the scoop:
Juniper Networks Senior Vice President of Worldwide Partners Emilio Umeoka, formerly of Microsoft, used his time in the spotlight to explain his so-called “Innovative Partnering” approach to the channel. The goal, he said, is to figure out what exactly Juniper needs to be doing for its VAR base.
Here are the five “engines” he came up with:
- Disruptive: The cloud and mobile Internet are disrupting everything in the IT world and building demand for the titular “new network” that can support them. Juniper should help partners take advantage of the confusion and sell customers truly next-gen solutions.
- Valued: Juniper needs to help partners make the transition to new business models and opportunities.
- Relevant: Umeoka said Juniper aims to identify so-called inflection points with emerging technologies, helping partners stay ahead of the curve such that they never lose out on a sale due to lagging behind.
- Differentiated: Juniper should make sure partners and customers alike know what sets its technology apart from the pack.
- Profitable: Market research shows Juniper partners are already the most profitable in the space, and Umeoka reiterated his commitment to help make them even more so.
What I found really interesting, though, was Umeoka’s emphasis on services as a major path to Juniper partner profitability. He even went so far as to suggest a VAR stood to make $2.60 in services for every $1 spent on networking.
Umeoka said he plans to further develop key elements of VAR success including coverage (bringing partners into a deal earlier in the sales cycle), funding, marketing, incentives and communications. Overall, Umeoka aims to be the voice of the partner at Juniper.
That was a concept also used by Juniper Vice President of Worldwide Partner Marketing Luanne Tierney, whose presentation was much anticipated due to her recent defection from Cisco. Her goal in her 8-week-old position at Juniper, she said, is to become the partner’s “trusted marketing adviser,” developing co-marketing strategies for Juniper partners in markets all over the globe. Moreover, she noted the company is working hard to boost awareness and drive demand for its products, help partners differentiate further and accelerate growth.
During the event I couldn’t help but notice a little bit of gloating on Juniper’s part over the humbled Cisco. One VAR in attendance noted Tierney’s change of employer was enough to spur his company to reconsider their Cisco partnership. Meanwhhile, other Juniper executives including EVP and CMO Lauren Flaherty used some of their stage time to take digs at their rival’s falling stock price, market share and anticipated rate of growth.
Check out our sister site, Talkin’Cloud, for more perspectives and details on Juniper Networks’ view of the changing network landscape. Juniper Networks sees itself very strongly as a company changing for the better, with a maturing partner strategy to prove it.