Juniper Networks claims the increased services focus of its recently revamped partner programme has been a big success and is targeting further improvements to VARs' services skills.

The networking and security vendor rejigged its channel offering in February to bring in new services and consultancy specialisations. Product specialisations were also pared down into three areas: network infrastructure, advanced network infrastructure and advanced security.

Speaking at a press summit in Alicante, Juniper´s vice president of EMEA channel sales David Small said: “It is about a complete, end-to-end delivery, not just the product, but all the services offerings as well. We have engaged with our partners on the total financial opportunity.”

Small revealed that more than 96 per cent of sales in EMEA come indirectly and added that Juniper was keen to embrace dedicated services VARs. “Previously we had no way to support those partners – it was all about resale,” he said. “Now they have access to the information they need without the requirement to resell a product.”

Services-orientated VARs can now achieve three specialisations, the first is centred on operational, front-line support and was launched early this year. Small claimed uptake had been brisk so far and that the second specialisation, focused on implementation, had also garnered a number of resellers since its launch last month.

The final services specialisation will centre on design and planning and is set to launch in July. Small went on to compare the job of running a channel to the continual painting of the Forth Bridge.

“We have to ensure that our internal processes actually meet our partner requirements,” he said. “It is all about constant improvement and evolution and making sure we are supporting our partners.”

Dave Ellis, e-security director of distributor Computerlinks, claimed Juniper took a far more channel-centric approach than some other vendors. “Quite often we see US vendors take a US channel programme and transpose it to Europe,” he said.

“But one size does not fit all and it is important that is borne in mind when launching a channel programme. Another common mistake is vendors launch a programme but do not actually enforce it. Enforcement is vital.

“But, having seen the Juniper programme, these areas have been thought about. I am pretty excited by it – this is going to be really good for business.”