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Juniper will provide a number of additional new programs and offerings based on partner feedback, Umeoka said. For example, solution providers will now have access to quarterly product road maps from Juniper, as well as a program called Junos Jump Start to help them with solution design using Juniper's Junos platforms.
Juniper is also launching what it calls the Juniper Teaming Standard, in which solution providers will have a more formal escalation approach to Juniper channel executives and also tighter collaboration with Juniper's team on account mapping and resource planning, Juniper's Umeoka said.
The new programs go hand in hand with another recent Juniper priority: the continued rationalizing of its base of roughly 12,000 partners.
"Our strategy is go deeper with fewer," Steve Pataky, vice president, worldwide partner development at Juniper, told CRN. "We want to better enable those top partners such as Elite Portfolio, but not at the expense of our broad channel. We also want our distributors to be part of our broad channel coverage in a more meaningful way."
Juniper will continue to cut underperforming partners, Pataky said.
"We're definitely continuing to weed out the partners not achieving at the compliance level," he said. "If someone wants to sell something with a Juniper logo, we will always make sure we can find the best way to make that happen. But we're also truer to the partners that [strategize] with us."
Umeoka and Pataky said the reason Juniper's partner satisfaction surveys were improved this year was because Juniper was open about its challenges and how they expected things like Juniper's restructuring to affect the channel.
"We were determined to have an open dialogue," Pataky said. "This is a trustful relationship which is why you haven't seen a partner drop-off. They can give us their candid feedback, and the feeling in the [Partner Advisory Councils] this past year was let's get out of this together."
PUBLISHED JAN. 15, 2013
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