Juniper Networks plans to offer reseller finance in partnership with IBM Global Finance (IGF).
Sander Dales, Juniper’s channels director for New Zealand and Australia, says the new scheme will enable resellers to get larger deals irrespective of how they do business.
“This can change the financial situation for resellers, who can now work on a deal-by-deal financing solution. IGF is offering a broad range of financing options.”
Dales says that despite the magnitude of the New Zealand market, financing options will allow business discussions to extend down in the market.
”The New Zealand market has some high-value deals and IGF can provide solutions for that. This will help resellers getting into a more complex way of doing business.”
The partnership is set up on a global scale, but Dales points out it will be customised for the Australian and New Zealand markets.
“We are using frameworks provided to us on a global scale, but specifically designed for this region. IGF has brought a great team on board, putting the tools and workflow in place was the hard work. Once that is in place we are looking at a very scalable and reusable infrastructure.”
Dales says the new partnership will also help Juniper’s channel partners with cash flow.
“This is great news for capital-expenditure constrained businesses.”
IGF will provide the finance for the deals and there will be joint branding and construction of collateral on two fronts. Juniper plans to bundle products and finance together.
“There are current finance options available in the market now,” says Dales. “But this is one of the first examples in this region where vendors partner with finance. We are not trying to become a finance house; that is IGF’s part. We will stick to our end.”