Juniper announces enhancements to partner programme for 2016

Following a successful revamp of its partner programme in 2015, Matt Hurley sheds some light on what is in store for resellers in the year ahead

Juniper has kicked off the New Year by announcing a range of enhancements to its partner training and enablement programmes.

Chief amongst the new announcements is a data centre specialisation, designed to help partners grow their businesses with Juniper’s private, public and hybrid cloud offerings. Resellers that complete the specialisation will become part of the ‘Data Centre go-to-market community’ within the Juniper sales and marketing teams.

“Partners can choose the Data Centre Specialisation path that ties closest to their cloud focus by demonstrating technical competency and expertise in the Data Centre space,” explained Matt Hurley, corporate vice president of Global Channels at Juniper, in a blog post. 

“In 2016 we will also be implementing a new solutions specialist design track with a focus on network architecture and design. Our goal is to improve programme alignment with systems engineer roles and job functions. It will allow our partners to optimise training investments and it will be more relevant for engineers in the field,” he added.

Hurley said that the networking firm also planned to introduce new lead gen tools such as social and just-in-time sales content, allowing resellers to bag potential customers in the early stages of the buying cycle.

Following improvements made to the Juniper Marketing Concierge (JMC) in 2015, Hurley said that the company has seen a 400% increase in overall usage the past year. JMC allows partners to run demand-generation campaigns and access promotional resources for marketing initiatives. 

Juniper launched its revamped partner programme last February, shortly after Matt Hurley took on the role of global channel chief. The new programme, which focuses on ease of doing business, partner growth, and profitability, has been warmly received by Juniper’s channel partners. 

“We finally have a focus in the company,” Hurley told MicroScope at its EMEA Partner Marketing Academy in Amsterdam. “We finally have products that are refreshed across our portfolio and there is additional stuff to come in the first quarter of 2016. Our core underpinnings – the product set, the technology, and the partner programme – those things are set. Now I think it’s about the growth programmes, designed to accelerate the products in the market. We’ll be executing across the foundation that we have as a company.”


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