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Juniper details revamped partner programme

Juniper partners to be categorised by their specialisation in new programme, says EMEA channel chief

Juniper has revealed its plans to overhaul its worldwide channel programme with changes coming into force in just a matter of weeks.

On January 1, 2018, Juniper will introduce seven specialisations by which its Elite and Select partners will be known: Security, Datacentre, Service Specialist, Software Development Partner, Cloud Services Partner, Cloud Integrator and Cloud First Select.

Kristian Kerr, EMEA Head of channel, alliances & commercial at Juniper, said the vendor decided on the restructure after realising it was pushing partners to sell across its product set, even when the technology wasn’t relevant to their business.

The exec said partners were already specialising in areas such as cloud, datacentre or security, but “we had barriers in place, asking them to do routing and switching certifications when they’re not important for their business going forward,” he told Microscope.

Kerr said Juniper also listened to customers who were looking for specialist partners, particularly with the growth of cloud and managed services: “Customers want choice and there was no real recognition of the different consumption models,” he said.

He also said the introduction of the specialist labels will help partners to differentiate themselves and make it easier for customers to select the right partner for a specific project.

The group includes two new cloud specialisations: Cloud Integrator is designed to support existing partners build their cloud practices, and the Cloud First Specialisation is for born-in-the-cloud partners that “want to expand their expertise in secure cloud infrastructure”.

Announced to the channel four weeks ago, partners will have until the end of March 2018 to complete certification in their chosen categories.

Also from January 1, Juniper says rewards will be linked to the specialisations. Kerr says rebates will be focused on partner-led business, plus key specialisations, and the firm will also provide greater rebates to partners for driving new business.

Juniper says many of the new requirements already “align closely” with partners’ business models.

Paul Eccleston, CEO of Juniper’s new pan-EMEA distributor Nuvias, said the companies are dedicated to partner enablement, services and solutions “that will generate new opportunities and business”.

He told Microscope: “We are supporting partners with the necessary skills on demand to pursue opportunities independently, generate additional revenues, and deliver innovative services to their customers.”

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