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The Most Powerful Women Of The Channel 2019: Power 100

The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success.

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Helda Lopes

VP, Global Market Programs, Marketing

Juniper Networks

Lopes revamped Juniper’s Partner Program to adapt to market changes that impact partners. These changes are redesigned to maximize partner profitability and drive product specialization. She also redesigned the Partner Marketing platform.

Years In Position: 3

Years In Channel: 16

How have you personally helped advance your company's channel business over the past year? The industry continues to evolve, and as manufacturers, we have the responsibility to help our partners be as effective as possible and to ensure that they can take advantage of the changing environment. To this end, I have made some changes to Juniper's Partner Program to adapt to market changes which impact our partners. These changes are redesigned to maximize partner profitability and drive product specialization. Additionally, I have redesigned Juniper's Partner Marketing platform – Partner Marketing Central – which provides partners the tools and the messaging they need to align their marketing with Juniper while providing them the agility and flexibility to customize to meet their needs.

What are your goals for your company's channel business over the next year? My goals for Juniper's channel business over the next year are to invest in partners who want to invest and grow with us. The Juniper Partner Advantage Program has set a strong foundation for partner profitability on products as well as on value-added opportunities and end-to-end customer engagement. I am also recruiting and nurturing new partners in next generation technologies such as Software and Cloud.

What's the key to success for your channel partners in 2019? As customers shift from on-premise to cloud, partners need to shift from transactional business to recurring revenue models. Additionally, we encourage our partners to invest in customer success to increase their margins by upselling and cross-selling while retaining customers and enhancing their position in the market.

 
 
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