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In less than two years, Frank Vitagliano has helped transform Juniper Networks into a channel leader when it comes to working with solution providers.
"We set four priorities with our partner community and we try to live up to these consistently," said Vitagliano. Those priorities are: to grow mutual revenue and profitability; invest in partners and partner programs; continue to improve on the ease of doing business with Juniper; and enhance teaming.
For Dave Gilden, COO and partner at Acuity Solutions, Tampa, Fla., Vitagliano's channel reforms have breathed new life into Acuity's relationship with Sunnyvale, Calif.-based Juniper. "The intangible piece he brought to the table and which really led to our commitment to the relationship was the integrity," Gilden said. "I trust that when he said he's going to do something, he'll follow up on that. He has, and it's been tested. He as an individual has stood behind what he said, and Juniper as a company has backed him up."
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