Juniper channel boss talks AI rollout and partner reception
CRN caught up with Dale Smith, channel director for Europe, around the vendor's recent round of platform announcements
As it progresses towards its merger with HP, cybersecurity vendor Juniper Network is working across several fronts to not only make the most of the current AI cycle, but bring to market its AI innovations via its growing global partner network.
Following the vendor's announcements of several updates to its AI networking platform, CRN caught up with EU channel director, Dale Smith, to discuss his efforts to simplify the vendor's partner messaging and grow its network in EMEA.
"We've always been a technology-driven company, but we're focusing on simplifying our go-to-market messaging and technology outcomes. Over the last two or three years, we've seen phenomenal growth, particularly with our wireless assurance around Mist and Campus and Branch networks," Smith explains.
"Now, with our AI-native platform, we're extending that assurance to our full portfolio, including SD-WAN and remote management technologies. This expansion allows our partners and customers to experience the same benefits across a broader network, enhancing their operational efficiency and user experience."
AI-native networking and reception of partner programme changes
The changes to the networking platform include new AI-driven capabilities in WAN assurance, analytics, and the Marvis virtual network assistant (VNA), enhancing secure SD-WAN and SASE experiences.
Additionally, Juniper has launched a routing assurance product, bringing AI-native automation and insight to traditional edge routing.
According to the vendor, the platform promises to reduce operational spend by up to 85 per cent and improve network operations, which plays neatly into the current environment of stretched cybersecurity budgets.
Earlier in the year, the vendor made significant changes to its Juniper Partner Advantage programme, including an enhanced focus on AI go-to-market and new service partner designations.
At the time, Juniper made it very clear that its play around AIOps and the JPA revamp introduced several key features to aid partner capabilities across the customer lifecycle.
The highlight was the Partner Assured designation, validated by Information Security Systems International (ISSI).
The vendor also introduced a Managed Network Provider designation, a New Advisor designation, rewarding partners for influencing customer decisions, and the integration of environmental sustainability.
Talking about how these changes have been received by the EMEA partner community, Smith comments: "We recently hosted our European Partner Advisory Council in Prague, where we discussed enhancing partner services, profitability, and customer engagement."
"The key takeaway is the need for more frequent and open communication.
"Partners appreciate the transparency and the opportunity to provide input on our strategies.
"For example, we've increased the number of regional and local partner roundtables to maintain this open dialogue. At a recent roundtable in London with our CEO, Rami Rahim, partners shared insights on industry trends, consumption models, and profitability. This ongoing feedback helps us refine our programmes and ensure we're meeting their needs."