Juniper Networks Revamps Partner Program, Adds Sales Incentives and Marketing Tools

Vendor unveils new channel program at first ever global partner conference in Las Vegas. Calls it “most significant investment” made for partners since program inception.

January 19, 2012

D.H. Kass

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Juniper Networks Inc. said that it has revamped its channel partner program into a new offering called Partner Advantage that features upgraded financial incentives, sales resources, new mobile applications and hefty marketing investments aimed at helping members to grow sales.

The networking company unveiled the new program to some 1,000 attendees at its first ever global partner conference in Las Vegas, NV this week. Juniper said that Partner Advantage represented its “most significant investment” in the channel since the inception of its partner program.

Officials said that Juniper wants to help its channel partners keep pace in a market place now framed by cloud computing and mobility. Through the new Partner Advantage program, the vendor said it will assist channel partners to gain the skills necessary to compete for and win business.

Juniper’s renovated partner program spans three new components: Partner Advantage Reach offers sales and technical training, new accreditation based on the vendor’s platform architecture, online sales tools and virtual learning labs; Partner Advantage Accelerate provides marketing materials, demand generation tools and stepped-up communications, as well as a Partner Enablement application for Apple Computer Inc.’s iPad; and, Partner Advantage Reward details the vendor’s reward structure, including rebate incentives, new deal registration adders and promotional catalogs.

“Partner Advantage ushers in the next generation of our partner program and affirms our commitment to continuing to invest and improve the way we team with our partners,” said Emilio Umeoka, Juniper senior vice president, worldwide partners.

“Our new programs greatly enhance our ability to help partners generate new network opportunities, add increasing value to their customers and enhance profitability," he said.

In addition to the new iPad app, Juniper also unwrapped Marketing Concierge, an online portal that makes available customized content and 24x7 access to the vendor’s marketing team.

Luanne Tierney, Juniper vice president, global partner marketing, said that the new marketing tools will “give partners instant access to all that Juniper Networks has to offer and promises to promote a more interactive and profitable relationship between partners and their customers.”

Partner awards.

At the conference, Juniper also awarded some 30 top partners from the Americas, Asia-Pacific, and Europe, the Middle East and Africa for achievements in sales, customer service, technology expertise and service specializations.

Award winners in the Americas included Ingram Micro Inc. as distributor of the year, Insight Inc. for growth partner of the year and Torrey Point Group for partner of the year.

TAGS: networking,Juniper,channel partners,Juniper Networks,Partner Advantage

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