Phoenix, Ariz. – Juniper Networks (NYSE: JNPR) has a new slogan: “It’s time to build a new network” and with that the company is investing more dollars around a co-marketing effort with its channel partners.
At its Americas Partner Conference, held here, Luanne Tierney, the new worldwide partner marketing chief, ex of Cisco Systems, will unveil a new channel marketing plan tomorrow that will be based on leveraging the solution providers in the field.
According to Peter Finter, Americas Partner Marketing chief, this new vision will be important to Canadian partners because it will be a joint effort that will enable them to get to market quicker and with disruptive technology.
Finter and Tierney would not tip their hand on all the details of the new vision, but they did tell CDN the new marketing plan would feature more social media, multimedia and online demo tools to help channel partners showcase Juniper solutions without the expense of making site visits.
“This will help address the issue of geography and reach. Partners can be present with customers now no matter where they are located. This will be very important to partners in Canada,” said Finter, who is based in Toronto.
The new vision was build on solution provider feedback, Finter said. Juniper partners have told the company that they need to be synchronized better and need to be involved before product launches. Finter said that in many cases solution providers with some customers are being involved in pre-launch briefings for the Qfabric product enabling partners to know what solutions would fit better with customers.
The company is also working on a social media app that can help partners connect Juniper with IT decision makers.
“We recognize there is a wide spectrum of partners and some look to us for the ingredients and others look to us for pre-packaged campaigns that make it easier to leverage Juniper’s marketing strengths. We have to stand in front, behind and along side them. It’s the push pull model,” Finter said.
As the cloud continues to gain momentum in the market place, Juniper see it as an opportunity for partners to launch their own services and create touch points for Juniper products such as the Junos suite.
Finter said that by being a developer of cloud-based solutions our brand becomes exposed through channel partners.
Juniper also expanded its Juniper Learning Academy curriculum and introduced the Continuing Education Program for sales and system engineers in the channel. These programs will have online training, Webcasts, videos and virtual labs in an attempt to save travel costs for solution providers.