Juniper Networks will revamp its channel programme next month following its acquisition of security vendor NetScreen earlier this year.
Gert-Jan Schenk, vice-president of channels for Juniper in EMEA, claimed the changes would bring additional customers for NetScreen products and Juniper routers.
"In the past, both companies had a precious-metals programme, where one accreditation was inferior to the other. We want to go to a blended, tiered approach," he said.
Schenk discounted channel fears that all VARs would start at the Authorised level, the lowest rung, and would have to be reaccredited to become a Specialist or Elite reseller.
But he added: "If partners want to become, say, a Specialist, they have to have the training and certification for it."
Richard Snape, NetScreen divisional director at distributor InTechnology, was enthusiastic.
"For us, this is fantastic," he said. "It's not changing the programme completely but it enhances the partner side.
"It also opens things up for distribution. There are specialist companies started up by people who have been in the business for years, and that's where value-added distribution will come into play."
NetScreen is currently distributed in the UK by Sphinx, equIP and InTechnology.
Gary Duke, sales director at Juniper reseller Lan2Lan, said: "Juniper has always had a reliable channel, but it has to look to organisations that have a good skillset, not just box shifters.
"Customers are more interested in people with a united offering. Rather than having four different companies' management products to look after, they want a simple, single point of management."
In addition, Juniper has continued to integrate Neoteris, the security vendor NetScreen bought last October, into the company.
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