"Juniper’s partner program has evolved over the years to support and fulfill the technology innovation"

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

“For Juniper and our partners, customers are at the center of everything that we do. Our mission has been to build a strong partner ecosystem to be able to help our customers succeed and together with our partners, become part of customer’s success stories. To that end, Juniper’s partner program has evolved over the years to support and fulfill the technology innovation to deliver Juniper solutions through our partners. At its core, the program is simplified yet covers all the aspects of Skillset & certifications, Marketing & demand creation, business acceleration tools, sales enablement and most importantly profits & rewards for our partners.

An overview of Juniper’s enhanced partner program provides:

New specialisations: With Juniper’s recent acquisition of Mist Systems, the new joint Juniper-Mist Specialisation enables partners to deliver AI solutions into the enterprise, while the new SaaS and managed services specialisations are designed to incent and enable partner transformation into recurring revenue models. Partners can choose their specialisation based on their competitive differentiation and unique business models. Following is the list of various specialisations available for our partners - Security, Routing, Data Center, AI Access – Mist, Cloud Software, Services, Managed Services

Incentives and rewards: New incentive programs are designed to help partners who are co-investing with Juniper to grow their enterprise business: incentives focused on driving growth of Mist and Juniper solutions and paying double-digit rebates on growth technologies such as software, cloud and SD-WAN. Additionally, Juniper is making incremental investments in partners who invest in building technical, sales and service expertise in Juniper technologies. As our partners stack up their specialisations, they earn stackable rebates.

Demand creation: Juniper is providing programs and campaigns, as well as joint marketing funds, to create a demand for new business and to expand existing accounts. Our partners have access to on-demand, customised and turn-key marketing campaigns focused on differentiated product solutions and targeted vertical segments in the enterprise.

Sales enablement: To help partners upskill in emerging areas like AI, cloud, wired assurance and managed services, Juniper is providing a new sales enablement curriculum to accelerate partner success.

Given the ongoing outbreak, there will be an accelerated focus and more investments in the healthcare sector, throughout every aspect of that industry – from hospitals to pharmaceutical companies, to essential commodities production and distribution, to retail and e-commerce, among others. The government is expected to lead this charge in India, followed by the private sector.

Furthermore, ISPs have witnessed unprecedented increase in demand due to the recent work-from-home practices, which is also expected to have an impact on future work culture. Just like work-from-home; there shall be back-to-office scenarios leading to a need for implementation of SOPs e.g. Contact tracing-inside the premises, social distancing alert systems etc. Juniper’s AI enabled solutions are already being examined by customers for these applications.

Cloud adoption will continue to gaining further momentum to provide opportunities right from Data Center build or expansion to multi-cloud rollout and management.”