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Juniper's Gordon Mackintosh: 'The Time Is Now' To Go After The Enterprise

Juniper’s new channel chief, Gordon Mackintosh, discusses the company’s enterprise pivot, opportunities around Mist offerings, and his vision for the Juniper channel.

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A New Leaf

Juniper Networks does about 80 percent of its business through the channel with about 3,400 active partners scattered around the globe. The Sunnyvale, Calif.-based vendor has historically targeted service provider customers but is now actively going after the enterprise with the help of its channel.

Gordon Mackintosh, former channel chief for Extreme Networks, took the top channel management position at Juniper in January as worldwide vice president of channel and virtual sales. Since then, Mackintosh has been revamping Juniper’s channel organization and working with partners to push solution-selling to enterprise customers.

To that end, Mackintosh and the Juniper channel team have built a soon-to-be-introduced partner program, Enterprise+, geared toward boosting enterprise revenue. The program will exist alongside Juniper’s flagship Juniper Partner Advantage program and its new program focused on MSPs, the J-Partner Managed Services Program.

Mackintosh caught up with CRN to talk about Juniper’s pivot to the enterprise, what partners need to know about the Enterprise+ program that will be formally launched in March, and his vision for the Juniper channel.

What follows are excerpts from the conversation.

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