A longtime presence in the channel, Frank Vitagliano, Juniper's senior vice president, Americas partners, reminded Juniper VARs that it's all about profitability and the ways they can grow with Juniper. Vitagliano -- along with Emilio Umeoka, Juniper's recently appointed senior vice president, worldwide partners -- later told CRN that more Juniper partners will continue to gravitate toward software-led sales. It's all part of a continuing evolution, Vitagliano said.
"Five years ago, we were basically a security partner," Vitagliano said "That's what we really had. But many partners have gone from a security-oriented focus to a network infrastructure focus. The next evolution will really be the software opportunities we have. We won't force that on partners. That'll be predicated on the model the partner has in place. But we will facilitate it."