Speaking at the J-Partner Summit in Byron Bay, Willem Bos manager of service channel development APAC Juniper said partners have to be aware of their customer's business model..
"We believe if partners don't move in to services in two to three years time, they will go out of business," he said.
"The profitability with product sales will continue to decline to a point that the business resellers are in will no longer be viable.
"Depending on the type of skills resellers have in their business the services lifesysle includes strategic consulting, ongoing maintenance and optimisation of the IT solution they deliver.
"They shouldn't try and to do it all, but focus on an element as it relates to their business model."
Bos said Juniper has intellectual material, an enablement piece commissioned by the Institute for Partner and Education Development (IPED) that it will make available to partners in July.
Called the Design Specialisation the report talks about the three areas a partner needs to qualify for delivering services; design, implementation and operation.
"The material is for resellers that are interested in taking their existing business model and changing the revenue mix to be more centric to services," said Bos.
"We are trying to lead our partners on the path to services slowly, step by step and it cannot happen overnight," he said.
Frank Vitagliano senior VP worldwide channels Juniper said it wants to make partners more profitable through its training and support..
"Every one of our partners services is becoming more critical as part of their overall solution to the customer," he said.
"We have spent time redesigning our services offerings, trying to train partners in operate implement and design. It is all part of supporting the customers' environment.
"We can take the cost out of their model, enable them to deliver services in a less costly way and provide the customer with a comprehensive support structure."
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