Juniper brings VARs up to speed

David Small: We have previously been very focused on the individual product certifications

Juniper Networks has revamped its partner education strategy in response to reseller complaints that its training was too product focused.

Launched this week, the networking and security vendor’s Partner Learning Academy is designed to put partners on a par with Juniper’s own staff by helping them to position its solutions.

David Small, EMEA vice president of channel sales at Juniper, said the scheme would create a curriculum for partners based on their role within the vendor’s ecosystem.

“We have previously been very focused on the individual product certifications,” he said. “We have taken feedback from partners that we need to go beyond that.”

The academy is split into a track for onboarding new partners and a track for developing existing ones.

The latter includes training on Juniper solutions, how to engage with its high-touch team, and industry fundamentals to give partners knowledge of market trends. Basic services and product training is also available.

“We are not changing certification requirements in the programme,” stressed Small.

Bruce Hockin, head of business strategy at Juniper distributor Avnet Technology Solutions, said: "Juniper's existing training and certification web portal was already a great resource. However, with the increasing focus on solution selling and integration, their new tool will be invaluable for Avnet's partners wishing to develop their Juniper business."

Dave Ellis, director of new technology and services at Juniper distributor Computerlinks, said: “Vendors often look at individual components but do not take into account how they are sold to end users.

“It is good to see Juniper taking the lead on this and doing something that may well be different to the rest of the competition.”