Juniper pushing channel partners to tap SMBs

As per a latest report, Juniper is focusing Indian SMBs and mid-market businesses for its growth in the year ahead.

Presently, enterprises contribute for about 40 percent of the company’s business, while Juniper is earning rest of its revenues from mid-markets and SMBs. For this, the company is increasingly focusing on verticals such as IT-ITeS, BFSI, healthcare, insurance, PSUs and telecom.

The company has also increased the sales force of its commercial team by 20 percent in the last one year. Besides these initiatives, Juniper has recently established a partner portal, Juniper Marketing Concierge, which hosts marketing collaterals to encourage its channel partners.

According to Jitendra Gupta, Director, Channel & Alliances, India & SAARC, Juniper Networks, “Although we have not set any particular target, we are confident of added business from SMB customers. We are channelizing our partners to increase their focus on SMB customers and start talking about and showcasing Juniper’s portfolio”.

Juniper has aligned its 80 focused partners into four tiers. These tiers are Elite, Elite Specialized, Select and Reseller.

Gupta further added, “Elite partners will have specialization and certification across the Juniper portfolio. Elite Specialized partners need to select a combination of two or more specializations. Select partners need to specialize in any one of the portfolios. No certification is required at the Reseller partner level.”