Juniper Partner Advantage Services aims to drive channel services revenue

Lynn Haber

Juniper Networks Inc. this week added Juniper Partner Advantage Services for its elite partners to the networking company's Juniper Partner Advantage (JPA) program, formalized in 2012.

Juniper Partner Advantage Services is designed to address the profitability of the company's partner community; increased

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profitability for partners is a key goal on the agenda of Juniper channel chief Chris Jones.

"We are intentionally working with our partners to help the drive their services, because we feel that one of the key value propositions that partners can bring to their customers and tighten those relationships is around the professional services that they offer," said Jones, vice president of Americas partner sales. By encouraging partners to build practices around services, they will increase profitability, he added.

Toward that end, the company introduced Juniper's Partner Advantage Services, which has two components: Partner Support Services (PSS) and Partner Professional Services (PPS).

PSS is a continued evolution of JPA and augmentation of the company's Operate Specialist Program, enabling partners to serve as an extension of Juniper services for end users.

The PSS specialization provides partners with direct access to advanced Juniper engineers at the company's technical assistance center; a new reward structure; and a new certification, Juniper Networks Certified Support Professional.

"PSS will help to better position the partner to take the lead on services," Jones said.

The PPS specialization, for its part, is designed to promote and publicize the domain and technical expertise of the partner in a customer engagement.

According to Jones, the new program is Juniper's way of rewarding elite partners that make investments in Juniper with additional revenue-generating opportunities.

Juniper has about 3,000 North American channel partners, 250 of which are elite partners.

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