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​Building blocks for success in place as Juniper outlines NZ channel roadmap

​Building blocks for success in place as Juniper outlines NZ channel roadmap

“2016 is about building on the success of 2015."

Ken Lord - Country Manager, Juniper Networks New Zealand, addressing the Kiwi channel at the 2015 Reseller News ICT Industry Awards

Ken Lord - Country Manager, Juniper Networks New Zealand, addressing the Kiwi channel at the 2015 Reseller News ICT Industry Awards

“2016 is about building on the success of 2015,” says Ken Lord, Country Manager, Juniper Networks New Zealand.

A statement that could be applied to any major vendor, across any major industry perhaps, but in New Zealand, the networking giant is walking the walk.

Building on twelve months of competitive growth, solid financials and key local wins, Juniper Networks - aided by its Kiwi partner community - continues to operate at the heart of transformation across the New Zealand market.

As businesses nationwide move to the cloud, and IP network innovation becomes the centre of the action, the one-time Silicon Valley start-up is strengthening its hand for the year ahead, aided by major product advancements.

“We’re looking forward to further growth and success with our partners in the next 12 months,” says Lord, outlining the company’s key priorities for 2016.

“Our aim is to help our Service Provider customers maintain margins in an ever-increasing competitive market, while also grappling with the exploding demand for bandwidth.”

Such bandwidth demand - driven by exponential device growth, a blossoming SMB market and in-depth enterprise digital strategies - has seen more than 133,000 homes and businesses connect to the Government’s Ultra-Fast Broadband (UFB) programme across New Zealand, as the build gathers pace.

At present, almost 56 percent of the build is complete with over 815,000 homes, schools and workplaces now able to connect to the network, with Juniper and its partners benefiting from the knock-on effect across the country.

“Bandwidth consumption continues to rise meaning new opportunities are rife in the market,” Lord observes.

"Juniper continues to maintain a fantastic share of the New Zealand carrier routing market, especially at the core of most of New Zealand’s leading telecommunications providers.

"Looking ahead, such promising market conditions will only fuel our success in the market in the coming 12 months and beyond.”

In examining the state of play in New Zealand, Lord says another key priority for Juniper in 2016 revolves around helping its enterprise customers make the transition to cloud-based architectures, as Kiwi organisations continue to operate at the leading edge of innovation.

“Juniper’s heritage lies within the Service Provider and large enterprise space, and we will maintain our engagement there but the commercial market is also very important to us so we will continue to address this market through our partners,” Lord adds.

“Our approach is built around nurturing our partner community to drive mutual success.”

Mutual success during 2015, for example, came with a series of local wins for Juniper, highlighted by the major network migration of New Zealand’s third-largest Internet Services Provider, CallPlus.

As reported by Reseller News, CallPlus, which is part of the M2 Group, migrated its core network to Juniper in late 2015, providing a major upgrade at the heart of the company’s national network.

Triggered by a need for a more robust network, the telco moved across to Juniper’s PTX3000 Packet Transport Routers, establishing a Converged Supercore designed to better handle voice, video, Internet and private network traffic growth for years to come.

“It’s really important to keep ticking off these local wins,” says Lord, advising the channel to “stay tuned” for more local success stories in the coming months.

“And partners are crucial to enabling this growth. We’ve got a great community of partners across New Zealand and we’re working hard with them to drive mutual success in the market.

“Partners expect transparency and honesty when partnering with Juniper. Trust is paramount in our relationship with the channel and we believe that can only be built by being straight forward, honest and consistent with our partners.

“And we back that up with ongoing innovation in our solution sets.”

For Lord, Juniper was born as a challenger to the status quo, emerging as a successful Silicon Valley start-up with a challenger mentality that remains prevalent today.

From a product perspective, Juniper has also announced major advancements in its MX range of routers - which was first deployed in New Zealand in 2008.

“It’s our flagship routing platform,” adds Lord, “and is deployed by 92 percent of top global Service Providers and more than half of top 10 enterprises.

“In New Zealand, there are hundreds of MX routers deployed across the country by dozens of Tier 1 and Tier 2 SPs.”

Lord says that much of the innovation is based around much higher density line-cards and improved automation and monitoring capabilities.

“It doesn’t sound sexy, but these sorts of innovations are what enable our customers to keep pace with the demands put on them in a cost-effective way,” he adds.

“We’ve also launched a new range of branch gateways, the SRX300 range. We’ve been very successful in the Kiwi market with our SRX100 and 200 ranges, with the 300 model building on that success to offer even better bang for buck.”

In unison with Westcon in New Zealand, Juniper Networks has developed an enviable portfolio, client list and reputation for success across the country.

But with 2016 beckoning, the task ahead for the channel remains simple; “to go one better than last year.”

For more information on Juniper Networks in New Zealand, please click here

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