"It's hands-on in nature to help VARs get a look and feel for the gear," Porter said. "It started to take on a mind of its own."

The Juniper Virtual Lab comprises seven Ingram Micro technicians dedicated to Juniper, including solutions architects that put together full solutions for VARs. Ingram's team of presales engineers can leverage the lab while they're on calls with resellers to demonstrate the features and benefits of certain pieces of equipment to their clients and help them provide the necessary proof of performance to close deals. Engineers can also conduct secure meetings with customers to educate them on specific product lines and features to grow their sales competencies.