To this end, Juniper on Wednesday announced a new Single Opportunity Registration process that essentially protects partners that are first to register a deal from being outbid by other Juniper partners.
"It really helps us say that, when we are in on a deal with a partner, we are all in," Juniper's Belcher said.
Belcher also said he plans on focusing on Juniper partners' services capabilities in 2014, nudging more solution providers toward the new professional and support services specializations Juniper rolled out last year.
"Partners with the right services capabilities always end up producing a great customer experience," he said. "And the customer always comes back for that service experience, as opposed to the label on the box."
Lastly, Belcher said he hopes to create new opportunities for partners around Juniper's software-defined networking technologies, including Contrail, the company's SDN controller. He said, for starters, he plans to help simplify the way in which partners communicate the value proposition of SDN to their customers.
Belcher added that soon-to-launch Juniper security products for branch and campus networks will also represent another big opportunity.
PUBLISHED JAN. 15, 2013