Juniper Augments Channel J-Partner Program

April 3, 2009

Juniper Networks has added three new segments to its J-Partner program, product and service specializations, tools and resources that the vendor says better map to the way customers purchase its networking and security products.

Juniper officials said that the partner program enhancements hone in on managed services, consulting and services and are intended to grant partners more flexibility in working with the vendor. Juniper contends that its channel program has tilted toward partners focused on providing solutions rather than key products and believes that the additions will present a significant upgrade to its offerings and provide supplemental opportunities for resellers to make money.

The additional partner program segments build on a core strategy of channel profitability the vendor has pushed since last spring when it supplemented the J-Partner program with a new sales lead engine, a branding campaign and additional tools.

“Partner profitability remains at the core of everything we do with our J-Partner program,” said Frank Vitagliano, Juniper senior vice president worldwide channels. “This approach is designed to grow our business with existing partners and attract new partners to deliver the right technology and service solutions to customers with proven business acumen and best practices.”

The company’s Managed Service Provider segment recognizes partners with expertise in network- and customer premise-based managed security and networking solutions. It is designed to assist partners to develop, sell and support their own managed service offerings on Juniper networking equipment.

Juniper’s Consultants program is aimed at partners who influence a customer’s buying decisions but don’t actually take part in the sale. Authorized consultants will now get access to key information on the vendor’s products and services. Juniper said that it will offer authorized consultants the opportunity to attend events, webinars and forums aimed at providing them with useful information.

The company’s third segment, the Service Provider Infrastructure program, is targeted at partners with established sales interactions with service providers for networking solutions. Juniper has separated the Service Provider Infrastructure from the core J-Partner Solution Provider program. Authorized participants will be provided with information, sales tools and marketing support for solutions aimed at service providers.

Juniper also introduced a set of new product and services specializations designed to help partners match the vendor’s products with their particular proficiency. All of Juniper’s products are now accessed by partners through three areas of specialization—Advanced Security, Networking Infrastructure and Advanced Network Infrastructure. Service specializations include Design, Implement and Operate. They are intended to provide partners with the tools necessary to more efficiently and profitably offer services surrounding Juniper products and solutions.

Company officials said that the program updates reflect the vendor’s goal to respond to how its partners actually go to market. Channel partner Nexus Information Systems noted that the vendor’s program upgrade will helps it offer unique solutions to its customers.

“With these new program enhancements, Juniper continues to increase their business value to us by providing innovative solutions to critical network infrastructure challenges,” said John DeRocker, Nexus senior vice president, sales and vendor management.