The Partner Promotions Catalog addresses the “Reward” pillar of the three pillars on which Partner Advantage is based (the other two being “Reach” and “Accelerate”). Juniper introduced Partner Advantage in January 2012 with the goal to shift its partners’ sales strategies to selling architectural solutions, said Prakash Krishnan, director of Partner Development at Juniper.
“We want them to have a solution conversation and sell value,” he said.
The Partner Promotions Catalog bundles together products into solutions, which are then priced at a discount upfront through Juniper’s distributors. The catalog is organized along switching, wireless LAN, routing and security, giving all of Juniper’s partners the opportunity to take advantage of the promotional pricing, Krishnan said. “In each campaign (campus/branch, data center and security) we have included solution templates and those products in that are mapped in the catalog.”
He noted Juniper’s channel partners working in the wireless LAN space in the midmarket most likely will see the most benefits from the catalog, but as long as partners are focused on selling solutions over point products, all partners using the catalog will realize upfront discounts.
Plus, he said, Juniper has also implemented a stacked opportunity registration that provides additional incentives for a total of up to 10 percent savings up front.
“Midmarket and wireless LAN are key focuses for Juniper so we have a concerted attempt to help VARs move into these verticals,” he said.
The catalog is now available through Juniper’s distribution partners, including Ingram Micro (NASDAQ: IM), Catalyst Telecom, Securematics and Arrow.