Juniper Networks has re-engineered what it means to be a top-tier channel partner for the vendor. The networking company is breaking down its Elite level into five new categories as it looks to drive software and services profitability for the channel, while also on-boarding new partners.
"The industry is moving to services-led, more virtualisation and today our program doesn't really enable those partners to be as successful as they can be and as quick as possible," Juniper global channel chief Matt Hurley said in an interview with CRN USA.
"The new categories allow us to address those various spaces around software, services and X-as-a-Service business models… and lets us develop the right rewards and incentive programs for each of these areas as the market continues to evolve in the next couple of years."
"The five categories give us the ability to focus on... the needs of a partner to bring their skills to the table and helping us get our arms around how to best serve them,'" Hurley said.