Harshavardhan Kathaley, Director – Channel Sales (India and SAARC), Juniper Networks, shares the company’s channel strategies for 2019
Key highlights 2018 and opportunities for 2019
The trend of enterprises moving their workloads into hybrid cloud platforms will accelerate further in 2019. Cloud has now become the backbone of IT strategy for CXOs. We will see a rise in automation across the multi-cloud environment, and increase in adoption of AI technology, alongwith growth in the ongoing cyber security needs. At Juniper, our vision of ‘Engineering Simplicity’ will continue to drive all that we do, as we innovate future networking platforms with our switching, routing and security solutions in terms of scale, performance and automation. There is also a need for IT channels to keep upgrading themselves with capabilities to design, implement and support this new age IT infrastructure.
Top tech trends for channel community
With the rise of Internet of Things (IoT), there have been opportunities in big data analytics. We have also observed emergence of artificial intelligence (AI), and mobile-first architecture with 5G on the horizon. Cloud adoption is currently the major driver of the networking industry, which also brings an increase in cyber threats and soaring costs of fighting cyber crimes.
As these trends result into RFPs and PoCs, Juniper is committed to providing solutions that are driven by our technology agenda which is focused on two important dimensions – scale and performance and automation through software innovation. Our partners will continue to play an integral role in building these solutions with us as well as supporting our customers to achieve desired business outcomes throughout the lifecycle.
Channel directions for partners
Juniper’s Enterprise and Commercial business has been growing in India over the years. Our channel base has also grown accordingly. BFSI, ITeS, governments, Web2.0, ISPs, manufacturing and education are the verticals where we see growth opportunities in driving data centre builds, cloud adoption, cyber security and cloud-enabled enterprise networks.
The new Juniper Partner Advantage (JPA) delivers programs, incentives, tools and training to make it easier for partners to capitalise on opportunities. Programs delivered under the JPA enable partners to grow expertise in high value technology markets, grow profitability, and simplify their business processes with Juniper.