Page 2 of 3
Roughly how many Juniper partners have a services business in place?
Most partners have some kind of service offering. I think it's probably difficult to survive in a world without service offerings. Where I think there's differentiation, though, is at what level and how intense those service offerings are. Some might provide what I call basic-level services, meaning break-fix support or on-site installation. And then, as you start to augment that, we have some partners that have built practices around doing security assessments for customers, so they have very specialized and compartmentalized service offerings around that.
The new support and professional services certifications are exclusive to Elite-level partners. Do you expect it to stay this way?
Of the three pillars we have laid out, one of the core ones is focus. I think I have been pretty deliberate in saying this, but we plan to do more with fewer partners. So my comment around this is that we have the requirements clearly identified and put in place for partners to become Elite. It requires an investment on their part. I would say, for now, our plan is to really focus on helping these Elite partners drive these services.
Where it may go down the road, it could be something we evolve, but I don't see that in the foreseeable future.
Will we see Juniper working more exclusively with these Elite-level partners moving forward?
Because Elite is an invite-only program, it means just meeting certain requirements doesn't make you an Elite [partner]. You still have to be invited into the program, and we think that's one of the key differentiators we have. And we look at a multitude of things, not just [partners'] coverage capacity or the capabilities aspect of things. We want to see the commitment that they have to Juniper, and we think that it's only right that, for people placing that kind of investment and building their business with us, that we have, in turn, some special offerings that we give to them versus making it a broad-brush approach.
How many Juniper partners are Elite?
We have approximately 3,000 partners in the Americas, and about 250 that are Elite throughout the Americas.
NEXT: Juniper's 'Teaming Standard' Initiative