Aligning channel strategy with Juniper's mission of delivering experience-first networking

HARSHAVARDHAN KATHALEY
DIRECTOR - PARTNER SALES (INDIA & SAARC), JUNIPER NETWORKS

“Juniper’s channel strategy is deeply aligned with our enterprise mission of delivering experience-first networking, powered by our AI-Native solutions. Through our Partner Advantage program, we ensure that partners are not only equipped with the tools and resources to drive innovation but are also rewarded with predictable and sustainable profitability. Our structured programs—like Elite Plus and Managed Network Provider (MNP)—allow for strategic goal alignment, enabling partners to build robust go-to-market strategies that drive revenue, customer satisfaction, and long-term loyalty. This collaborative approach directly contributes to accelerated growth and market expansion.

COMMITTED TO A CHANNEL-FIRST MODEL

Our partners play a pivotal role in extending Juniper’s reach into Tier 2 and Tier 3 cities, where demand for reliable, scalable, and secure networking is growing rapidly. Through our channel-first model, we offer partners self-service tools, flexible programs, and joint go-to-market planning driven through our distributors, making it easier for them to serve customers in emerging markets. These local partners bring deep market insights, allowing us to tailor our offerings to specific business needs, while also supporting digital transformation journeys in sectors like education, healthcare, government, and small and mid-sized enterprises.

We take a value-based approach to partner selection and onboarding, especially for high-growth areas like GenAI, cloud repatriation, and AI-native networking. We also invest in cross-training to help partners build multi-domain expertise across data center, security, AI, and cloud. With Juniper’s AI-Native Networking Platform, partners can deliver outcomes like zero-touch deployments, real-time analytics, and proactive issue resolution, enabling exceptional customer experiences.”