Juniper takes pride in keeping an open line of communication with its partners

Harshavardhan Kathaley 
Director, Channel Sales (India & SAARC) - Juniper Networks 

The continued growth is testament to Juniper’s best-in-class partner programs, underpinned by the brand’s industry-leading solutions. More importantly, it reflects the strong and enduring relationships Juniper has forged with its partners.   

A partner program is a fundamental element in an organization's strategy to drive business growth. It acts as a bridge between the company and its customers, with channel partners playing a pivotal role in representing the company and expanding its market reach.  

Juniper takes pride on being transparent and keeping an open line of communication with our partners. By closely aligning our goals and priorities with our partners, we establish clear, regularly reviewed performance metrics to ensure achievability and address any challenges or adjustments. Along with proactive and open communication, we also offer sellers, technical individuals, marketers, and business leaders of partner organizations a rich set of tools such as our partner portal and other platforms. These resources help to shorten sales cycles, get 360 views into business with Juniper and collaborate in real-time with us to ensure that our partners are always aware of the latest incentives, support and training.  

The Juniper Partner Advantage (JPA) Reseller Program employs a four-tier structure (Reseller, Select, Elite, and Elite Plus) designed to foster business growth and ongoing investment with Juniper. Select, Elite, and Elite Plus partners are eligible for quarterly incentive rewards, based on closed, won, and shipped Deal Registration business.  

There are also additional co-investment funds for Elite Plus partners on mutually agreed co-investment areas and execution timelines. We also offer Market Development Funds (MDF) to support joint demand generation activities with Juniper. Finally, we have Juniper Seller Rewards that incentivize our partner’s sales representatives to engage in sales-focused activities, such as Deal Registration, facilitating the closure of new opportunities and business expansion. 

Our business in India is primarily driven through partners, which makes their success crucial to ours. Each year we evolve the JPA Program to enable partners to elevate their role and optimize their profitability. In 2022, we introduced the Elite Plus Partner Program for our high-performing partners and membership is on target to continue growing this year. Furthermore, our roster of distribution partners has increased in 2022 and we expect to see growth this year.