Juniper Networks said things are pretty OK thanks to the changes it made in its channel last year.
Juniper Networks Sander Groot, head of EMEA and LATAM channels, said the changes bought in in the second half of last year to improve its market position made a difference.
Among those changes has been a decision to increase the number of managed partners that it works with, increase the focus on the enterprise market and more incentives for resellers to register deals early.
He said before the change he looked after 160 managed partners and which increased to 250.
“We have seen a 25 percent growth with our worldwide managed partners, which is spectacular growth with partners. It was a phenomenal year for Juniper in 2020 – we have grown significantly”, he said.
Groot said the firm had also been generating business in the enterprise sector and working with partners to gain more of a foothold at that end of the customer base.
Groot said he had been reviewing partners to see which ones would be good to pitch an enterprise play. Key targets have been those with Wi-Fi practice and a significant campus and branch installed base.
“We have put more money than ever before into our Juniper partner advantage programme”, Groot added. “We have increased the possible earnings of rebates for our partners significantly.”
