Juniper Channel Leader Rosenberg On Pulling Partners Into The Cloud, And Refusing To 'Play For Second Place' In Battle With Cisco, HPE Aruba

Teaching Moment

Juniper Networks Vice President of Global Partners and Alliances Brian Rosenberg is lighting a fire under the Sunnyvale, Calif., vendor's channel partners as the company seeks to deepen its presence in the cloud market and the data center.

The company is set to launched a revamped channel program Jan. 1, and Rosenberg says partners have so far been receptive to the program's aggressive new emphasis on cloud and data center solutions. Still, making the most of the revenue opportunities Juniper is stressing requires some partners to make significant changes to the way they do business.

Juniper, Rosenberg said, must "make sure we've got partners teaching us something new, taking us into new places, leveraging relationships and the capabilities they have, [and] leveraging a broader portfolio of solutions that branch out beyond networking to solve a business problem for customers, not just a technology problem."

Increasingly, those problems are being solved at the edge of the network, and Rosenberg said partners have a huge opportunity there to transition from traditional sales models to one that relies on recurring revenue and services around automation.

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