REGIONAL CHANNELS
JUNIPER NETWORKS
KODAK ALARIS
RED HAT
R
Kristian Kerr, Head of Channel, Alliances and
Commercial for EMEA for Juniper Networks.
T
he themes of Juniper Networks’
channel strategy is to protect and
grow the core business and accelerate
market leadership in security, datacentre,
cloud and the rapidly evolving software
defined networking opportunity. Juniper
is providing tools, assets, training and
complementary service offerings to help its
partners capitalise on these opportunities.
Juniper Networks’ channel programmes
are designed to support and develop deeper
partner knowledge and skills in specialised
technology areas such as security, cloud and
datacentre. Juniper Networks continues
to invest in developing the partner eco-
system by providing the right rewards and
incentives to drive new mutual business.
Juniper Networks’ partner eco-system
has been evolving to support the dynamic
technology landscape and to meet the
needs of how customers and partners
consume IT. The vendor’s routes to market
include two-tier distributors, traditional
VAR and reseller partners, system
integrators, regional and global alliance
partners, and cloud and service providers.
Juniper Networks and its partners
serve a broad customer base in the region
including telecom service providers,
enterprise, public sector and commercial
market segments. Juniper Networks
continues to invest in its partners to build
out vertical and horizontal solutions with
an integrated services offering.
28
Gregoire de Clercq, EMEA Marketing Director
at Kodak Alaris Information Management.
I
n a rapidly changing marketplace, VARs,
distributors and solution providers are
looking for new ways to beat increased
competition and overcome challenges with
perceived commoditisation and customers
buying through more channels than they
have in the past. More than 90% of Kodak
Alaris’ Information Management business
is done via resellers and distributors,
meaning if partners are not successful,
neither is the vendor.
Partners who participate in the
Alaris Partner Programme can grow
their bottom-line profitability with
new and improved incentives, rebates
and promotions. The Alaris Partner
Programme includes financial incentives,
including a new set of reseller benefits
and bonuses, which are determined by
membership tiers and a partner’s level of
commitment to Kodak Alaris.
The Alaris Partner Programme is
designed to empower partners to expand,
connect and grow. Kodak Alaris is
conducting global demand generation
campaigns and passing all qualified leads
on to partners. By providing best-in-
class sales tools, training and incentives,
Kodak Alaris is helping partners create
tailored solutions that better address
client needs. Ultimately, this generates
stickiness or loyalty, while uncovering
new revenue streams and greater
opportunities to grow.
ed Hat’s
success is
directly tied to
its relationships.
The partner
programme, Red
Hat Connect,
Mustapha Hlil,
Partners and
supports the
Alliances Manager,
evolving needs
Central Eastern
Europe, Russia CIS,
of partners. The
Middle East and
Red Hat Connect
Africa at Red Hat.
programme
provides brand differentiation in a
growing market of open source customers,
competitive and flexible pricing models,
ability to earn additional margins and
recurring revenue, marketing, sales
training and progressive relationship
benefits for eligible partners. These
opportunities are meant for system
integrators, cloud and service providers,
resellers, ISVs and others.
VEEAM
T
he Veeam
ProPartner
Programme is
designed to reward
partners who invest
time and effort in
learning and selling
Veeam solutions.
Graham Porter,
Head of ME Channels
The most active
at Veeam Software.
and loyal partners,
those who participate in certification
programmes and take the time to become
enabled, are rewarded the greatest
benefits, including quarterly rebates,
higher margins and reward programmes.
With a robust, easy deal registration
programme, Veeam ProPartners benefit
from upfront discounts, margin retention,
comprehensive sales and marketing tools,
and satisfied customers. Partners gain
exclusive access to extensive sales and
marketing resources that drive both licence
and service business, helps close deals
faster and gain a long-term competitive
advantage in VMware and Hyper-V
virtualisation practices.
Issue 12
INTELLIGENT TECH CHANNELS