Juniper unveils J-Partner

Juniper Networks has rolled out a new global channel programme called J-Partner. After buying security specialist NetScreen earlier this year, Juniper’s new scheme unites all of its partners under a single programme umbrella and aims to promote cross-selling opportunities.

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By  Stuart Wilson Published  July 19, 2004

NASDAQ-quoted Juniper Networks has rolled out a new global channel programme called J-Partner. The network vendor’s new programme brings the channel partners Juniper picked up through its acquisition of NetScreen earlier this year into a unified scheme. The programme aims to reward the value-add that resellers deliver to end-users and is available globally to channel partners wishing to sign up. “Juniper’s J-Partner Programme delivers on our heritage of successful partnering by creating a valuable model for engaging channel partners and enabling them to maximize business opportunities,” said Christine Heckart, Juniper’s vice president of marketing. “While providing unique incentive opportunities, the programme also ensures that partners have access to appropriate resources to help them address customers’ toughest networking and security challenges.” Before purchasing NetScreen, Juniper had been primarily focused on selling its enterprise networking kit through a one-tier channel to carriers and service providers. In contrast, NetScreen’s security products were being routed through a two-tier channel with sales split between large account customers and carriers. The new channel programme aims to promote cross selling of the combined product portfolio and will be coupled with the launch of router products from Juniper aimed at the mid-size enterprise — a sector where NetScreen’s channel is already active. The J-Partner Programme supports partners’ sales, technical, marketing, operations and management efforts and targets both channel and alliance partners. Channel partners can qualify for one of four categories: Global Elite, Elite, Specialised or Authorised. Partners are segmented based on the scope of their solution, market coverage, value-add and annual volume. The programme offers financial incentives, demand generation assistance as well as sales and marketing support. The financial incentive element of the programme — codenamed J-Rewards — ensures that benefits are delivered to partner sales teams, technical teams and senior management. According to Juniper, the aim is ‘to acknowledge and reward channel partners based on where they excel in the sales cycle with new individual and business incentives’.

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