Juniper intros Global Partner Advantage program

Juniper Network has replaced its diversified partner programs with its new Global Partner Advantage program. The company had rolled out this program in the month of July, which will be completed by end of this year. The company has oriented this program to provide simplicity and globalization approach to its partners.

Speaking exclusivly to The DQ Week, Kevin Ackhurst, APAC partners, Juniper Networks said, "We announced this program in January at its 2012 Global Partner Conference, and we revived this program on the basis of our partners feedback. The program aims to deliver on its promise to differentiate high-performance partners and create more compelling value to all our Juniper Networks partners. In addition to simplicity, it contains three main components: reach, accelerate and reward. Each designed to help partner's growth, communicate with greater impact, and scale their business more effectively."

Under the program, Juniper will enable a partner to engage with customers on a deeper level. It provides an on-ramp to the New Network Platform Architecture, with an expanding array of Juniper Learning Academy resources. Training and accreditation will help partner to develop and hone its sales and technical skills to differentiate in this competitive market.

The second component Accelerate will allow partners to engage with marketing engine that helps partner to drive efficient co-marketing with Juniper Networks. Delivered through the Juniper Marketing Concierge, this contains toolbox of leading-edge marketing campaigns to generate market awareness.

Lastly the reward program is designed to reward partner for identifying new opportunities, showcasing expertise, and closing deals more quickly. There are several key elements including a global product promotions catalog, discounts and rebate for opportunity registration program, and for qualified Juniper partners, a holistic performance incentive.

Ackhurst also added, "With the roll out of the new program, we will shut down our existing program and club them under centralized program. The rational behind this move is to have one program across all the countries. Today most of our Elite and Select partners have operation in cross multiple counties and secondly it will simplify the administration process.

Presently, Juniper has 500 channel partners across India categorized into: Alliance, Elite, Select and Resellers. Ackhurst also pointed out, "In last 12 years, we were not articulated about our programs. Also, we did not make significant investments with respect to channel engagements, but this year we have made significant announcement. We have beefed up our local management team and appointed first director channel alliance in India, Jitendra Gupta. Under him, we have appointed Harshavardhan Kathaley, director, distribution business."

This year the company intends to have deep level engagements with its 500 existing partners, while in the next year it plans to grow its base in top 12 cities from four cities. It is also leveraging on its national distributors strength Avnet, Ingram Micro and Transition to have deeper level engagement with its resellers.