CRN Exclusive: Juniper Revamps Partner Program With 'Laser Focus' On Driving Cloud Execution


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Juniper Networks is striving to evolve its channel community by revamping its partner program with new incentives and specializations aimed at driving cloud sales.

"We've created these cloud specializations both for existing partners who want to evolve their business models as well as born-in-the-cloud-type partners to be able to leverage the assets we put in the [Amazon Web Services] and [Microsoft] Azure clouds," said Brian Rosenberg, vice president of global partners and alliances for Juniper, in an interview with CRN.

"We've made the incentive plan in our program much richer -- so double-digit-type incentives on data center and security, and up to 3X on our cloud products. It's a really exciting time for us to put forward a strategy to show our partners that we're serious about making sure we're laser-focused on execution," Rosenberg said.

The Sunnyvale, Calif.-based vendor is launching two new cloud specializations -- Cloud Integrator and Cloud First -- with a host of rebates and new market development funding.

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The Cloud Integrator specialization is designed for partners to enhance their support for customers' private and cloud solution deployments.

Andrew Fisher, founder and CEO of New York-based solution provider Myriad Supply, Juniper's 2017 East Region Partner of the Year, said his company is itching to sign up for the Cloud Integrator specialization.

"They're putting their money where their mouth is in terms of rebates. For example, the Cloud Integrator rebates, they are encouraging and incentivizing us to sell virtual SRX, virtual MX, Contrail and AppFormix. You're definitely seeing where they're encouraging us to really push those software-based virtual appliances and the [software-defined networking] Contrail offering," said Fisher.

Cloud Integrator is aimed at traditional Juniper partners like Myriad who are looking to build a cloud practice around customers building private and hybrid clouds, he said.

Cloud First, meanwhile, is aimed at born-in-the-cloud partners seeking to expand their expertise in secure cloud infrastructure, along with public cloud deployments and relationships with cloud providers.

Compared with the company's security and data center specialization rebates, Juniper's new cloud rebates are three times the dollar amount, according to Helda Lopes, head of Global Partner Programs and marketing at Juniper.

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