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Juniper partners will greet the next few sales quarters armed with new sales rewards and marketing offers, company executives said.
Juniper's Partner Advantage program, a retooled version of its overall channel partner program, now offers three elements. Partner Advantage Reach is a sales and technical training program offered through Juniper's Learning Academy, and it includes new accreditation based on Juniper's network architecture. Partner Advantage Accelerate offers Juniper partners marketing collateral and demand-generation tools, including a way to access those tools via an iPad application. Partner Advantage Reward covers changes to the way Juniper will compensate partners, and includes new rebate incentives and boosters for partners that identify and register new business for Juniper.
On the marketing side, Juniper has continued to invest in on-demand marketing tools such as the InnoVAR series of Webinars it launched last summer. At the partner conference, it also took the wraps off Marketing Concierge, an online portal where partners can access marketing materials, interface with Juniper's marketing team and receive tailored training on how to use tools such as video and social media to build their marketing presence.
"Juniper will do the heavy lifting," said Luanne Tierney, Juniper's vice president, worldwide partner marketing. "We want to give you that marketing advantage and a fast start for momentum in the marketplace."
Tierney later told CRN that the tools reflect how to market in a "SoMoGlo" world where communications need to be social media-minded, mobile-minded, and globally impactful.
Tierney and Steve Pataky, vice president, worldwide partner development and programs, also confirmed that Marketing Concierge and the other new program elements were available at no cost to registered Juniper partners.
The revamp suggestions came from Juniper's partners, Tierney and Pataky said, and are based on feedback from Juniper's worldwide partner councils.
"If you go on that journey with us and get good at new network architectures and expert in domains, that's how we're going to align with our customer segmentation, and you as a partner need to be rewarded for doing that," Pataky said. "It's not just trying to overhaul the partner program; it's all based on what's happening in the market."