One year after launching Juniper Networks’ J-Partner program, vice president of worldwide channels Tushar Kothari sat down with VARBusiness to assess it.
VB: What’s the status of J-Partner?
Kothari: We have about 6,000 partners, including about 800 in the Select and Elite categories, and there are about 12,000 resellers who have some kind of Juniper certification. I’m very pleased to report that such a large number of partners have made the investment in Juniper. Also, we haven’t formally launched the influencer/consultant part of the program, but we have begun to bring those types of partners into J-Partner.
VB: What areas will you focus on in the coming year?
Kothari: We’ve created six different categories of solutions and are working with other vendors and ISVs. We all are looking at new implementations of Juniper’s technology, adding it to technology from other vendors—such as PeopleSoft—to help them get better performance out of their solutions. We’re also educating partners on the kinds of things they can do to build their businesses and help their customers.
VB: What is the philosophy behind bringing other technology vendors into the mix?
Kothari: Juniper is about best-in-class technology. We want to give the customer choices, and we believe in collaboration that makes it easier for them to pick and choose the best solutions. Sharing deals like this allows us to focus on what we do best.
VB: How does your program stack up against, say, Cisco’s?
Kothari: I’m surprised at how well J-Partner has done and the rate at which partners have made investments. We’re able to offer margins two to three times better.