By Matt Hurley, Corporate VP, Global Channels, Juniper Networks
It’s no secret organizations of all sizes are changing the way they run their businesses. The move toward a digital economy, combined with the need to always be on, means anything that can save time and simplify workflows is in high demand. Now, more than ever, seamless delivery — whether it’s music, email or network security — is where opportunity lies.
For channel partners, this opportunity translates into managed services. If you haven’t yet shifted your network security business to the revolution that is managed services, here are five trends that demonstrate why now is the time to make your move.
In 2016 and beyond channel partners who follow this trend, catering to customers with open solutions and services that are seamless, scalable and flexible to customers’ business needs, will hold the competitive edge.
This is especially true as the channel competes with the technology giants of the world who already have a huge and growing stake in managed services. As a channel partner, your agility and the insight you possess from your customer relationships can empower you to deliver on-point, customized network security services — something that the larger players, who more commonly compete on commoditization, simply cannot manage.
In 2016, your managed services offerings can and should be differentiated by the value add you deliver. Often, customization is the value you can bring to the table to gain a foothold against larger players.
Make a checklist of how you can move automation to the forefront for your customers, delivering it as a powerful managed service that supports their goals. As you hold strategic quarterly or monthly client meetings, discuss how you can help your customers meet their software transformation milestones. Discovering ways to save time and costs should be a never-ending conversation.
Don’t fall behind the adoption curve. Now is your opportunity to ride the wave and adapt your managed services playbook to these top network security market trends.
Matthew Hurley is responsible for the direction, management and growth of Juniper Networks Partner Advantage (JPA) program. The program encompasses all categories of Juniper partners, including strategic alliances, resellers, commercial and distribution.