Vendor Q&A Series: Brian Rosenberg, Juniper Networks



Describe your company in five words. 

Networking, security solutions vendor.

Tell us about how your channel program works.

New features for 2018 include two new cloud specializations, as well as new partner specializations in cloud, security, datacenter and software development and enhanced specialization-based rebates for business growth.

What do you think is the most challenging trend in the channel today? Why?

The move to cloud. It threatens traditional resale models. It creates a need for both partners and vendors to transform together, while providing solutions and delivering predictable recurring monthly revenues.

If you had to give your channel partners one piece of advice, what would it be?

Increasingly, enterprises are moving workloads to the cloud. Now is the time to prepare and embrace the inevitable transformation across the industry. This is an investment in different skill sets – more system integrator capabilities, more DevOps capabilities, more software skills heavy.

Set up your business so you can easily transition and embrace new business models. Figure out how to move your individual businesses to recurring business models and ask: What is the value add, how will you differentiate and what is the core essence of how you can transform your business to support, sustain and succeed in this inevitable cloud transformation?

What are the three most important things partners need from vendors to be successful?

1). They must have something compelling to sell. This is about solutions. It is important for partners to have more types of technology on their rate cards than in the past, and it must fit within what they are trying to do with their business, while supporting the evolution of their business models.

2). They must have a vendor who is committed to channel – a company who has the tools, the enablement and the people in place to make it a win-win solution.

3). A vendor who understands the value of partner profitability. Make sure vendors have that in mind and are creating programs and incentives that work for the partner and the end customer.

What is your favorite conference location and why?

Barcelona, Spain. Shows are always compelling and international. It is a combination of the energy of the conferences and the energy of the people and culture. It is an old yet modern city that is very walkable.

What IT trends do you expect to see dying out over the next 18 months to two years?

We will see a decrease in the number of large IT workforces in enterprises, specifically in security. There are not enough security specialists to support the growing security needs.

Cyber security expert shortage, combined with increasing reliance on automation, will significantly disrupt this space and enterprises will no longer be managing their own firewalls. This will, instead, be managed by service providers.

This is a great opportunity for channel partners as they look to transform their business to monthly, recurring revenue models.



Brian Rosenberg is the corporate VP of strategic alliances and integrators at Juniper Networks and is responsible for leading worldwide channel initiatives.

Rosenberg joined Juniper Networks in 2012 overseeing Juniper’s work with AT&T. Prior to this, he held the position of SVP of sales, wireless terminals at Samsung between 2010 and 2012.

He joined Samsung from Ericsson where he spent nine years in a number of roles, including EVP and GM AT&T global account and SVP and GM, services North America






Source: Vendor Q&A Series: Brian Rosenberg, Juniper Networks