we expect immense growth especially with regard to the digitization policies and campaigns that have been initiated in the country.
Core Strength as a leader
In terms of my leadership style, I’ve always placed a strong emphasis on a strong collaborative ethos, to build consensus with all the respective stakeholders from across the enterprise in order to create success.
I’m a strong believer in creating a work environment in which everyone feels a sense of purpose, a sense of engagement – where each respective stakeholder draws on their strong desire to act, as opposed to doing so just because it’s part of one’s job. By communicating clearly in complex situations, I try to not just enable ease of understanding; but to also simultaneously infuse energy into the organization, work and relationships that we manage day to day.
Similarly, this is a style and a belief that we try to hold true to not just internally, but with our external stakeholders and clients as well – to build enduring, mutually-beneficial relationships with our clients and partners through a focus and emphasis on our respective long-term mutual interests.
Distinctive Decision Making
We are extremely proud that Juniper’s technology already powers some 60% of India’s infrastructure today, a position we are confident of growing moving forward. A major factor behind our confidence in an ever strengthening presence in India would be our strong commitment towards nurturing innovation, where we drive growth not just for the company but also for the partners working closely alongside us.
Through constant engagement with our partners, we have focused our resources on elements that fuel the business of building industry-leading networking and cloud solutions, which ultimately allows us to put a strong focus on accelerating the growth of our partners. For example, Juniper partners aren’t required to choose us as a primary vendor; they can therefore make vendor selections based on their specific customer needs without the need to be ‘locked-in’, which greatly limits the flexibility and agility to respond to changing market conditions.
Enabling such flexibility alongside a continuous decision-making process in line to this ethos thus allows us to manage, maintain and grow a successful channel strategy in the long-run, ensuring a strong presence in India through continued close engagement with our invaluable partners on the ground.
Channel Vision for 2016
The channel has always represented a great proportion of our business, and we count on our entire partner ecosystem to help us get the best solutions in the hands of the customers. On this front we expect immense growth especially with regard to the digitization policies and campaigns that have been initiated in the country. In addition, the move towards cloud-based service delivery architectures, automation and performance, adds growth along with our continued focus on customers and partners across key verticals for whom the network is fundamental to their businesses.
Specifically, our strategy has always been built on three business pillars intended to drive constant growth for our partners. Namely, ensuring the ease of doing business through the enhancement of our partner programs to increase specialization, accreditation, marketing and learning; investment in next-generation high growth areas for revenue acceleration including in the private/public/telco cloud segments, data center transformation, as well as security and software defined networks.
These are all in-turn envisioned to maximize profitability for our partners, rewarding them for growing their business alongside Juniper in these high growth areas with rebates, incentives, simplified financing and even a key Juniper funding initiative called the Market Development Fund.
As a whole, we are excited about what the future holds for us in the Indian channel market, and we are confident of continued growth for 2016 and beyond.