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Juniper sets sight beyond SMEs

Juniper sets sight beyond SMEs

While most vendors operating in New Zealand focus on SMEs (small to medium enterprises), Juniper Networks has a different approach that it says will benefit the channel.

The company is actively pursuing the enterprise market, estimated by Juniper to be worth $31.5 billion globally.

Frank Vitagliano, Juniper’s vice president of worldwide channels, says the strategy is seen as a positive move by its Asia-Pacific partners.

“In the Asia-Pacific region we have some great distributors helping us get to the enterprise market. Our channel must feel comfortable with us and our products and both parties must understand the strategy. Our investment into the enterprise market opens up possibilities not only for us, but for our channel as well.”

Vitagliano says the company is dedicated to continued investment in the channel, calling the new initiative “a major strategic initiative that we will continue to invest in and make enhancements to”.

Sander Dales, channels director for Australia and New Zealand, says there are tremendous opportunities for Juniper and its partners in the New Zealand enterprise market.

“There is a clear demonstration from our New Zealand partners that they are willing to invest with us. We are seeing cooperation throughout all levels of our business structure.”

Dales says that Juniper relies on its channel partners on a local as well as global level.

“New Zealand is a technically mature market, but at the same time they are very willing to adopt new products. The Asia-Pacific region is 100% channel oriented, and we are very dependent on our resellers.”

Gary Kinsley, vice president of Juniper’s Asia-Pacific channels, says the enterprise model works in favour of the channel as well as Juniper.

“It is a great opportunity for us and we are quite bullish about the opportunity to develop the enterprise market. My obligation is that we have a channel that understands our enterprise model. We intentionally do not have an over-distribution model, providing us with a tighter relationship with our partners.”

Juniper acquired NetScreen in 2004, bringing with it a new, two-tier distribution model and several enterprise customers. Kinsley says the company is reliant on its partners to promote the brand within the enterprise market.

“Our current brand recognition with the enterprise market is relatively low. We use our carriers and resellers to promote that name. We have an emphasis on training our partners, enabling them to cross sell for us in the future.”

Vitagliano says Juniper is constantly improving its relationships and developing new markets with the help of its partners.

“There are always ways to improve out there; we acknowledge that and our partners tell us that as well.”While most vendors operating in New Zealand focus on SMEs (small to medium enterprises), Juniper Networks has a different approach that it says will benefit the channel.

The company is actively pursuing the enterprise market, estimated by Juniper to be worth $31.5 billion globally.

Frank Vitagliano, Juniper’s vice president of worldwide channels, says the strategy is seen as a positive move by its Asia-Pacific partners.

“In the Asia-Pacific region we have some great distributors helping us get to the enterprise market. Our channel must feel comfortable with us and our products and both parties must understand the strategy. Our investment into the enterprise market opens up possibilities not only for us, but for our channel as well.”

Vitagliano says the company is dedicated to continued investment in the channel, calling the new initiative “a major strategic initiative that we will continue to invest in and make enhancements to”.

Sander Dales, channels director for Australia and New Zealand, says there are tremendous opportunities for Juniper and its partners in the New Zealand enterprise market.

“There is a clear demonstration from our New Zealand partners that they are willing to invest with us. We are seeing cooperation throughout all levels of our business structure.”

Dales says that Juniper relies on its channel partners on a local as well as global level.

“New Zealand is a technically mature market, but at the same time they are very willing to adopt new products. The Asia-Pacific region is 100% channel oriented, and we are very dependent on our resellers.”

Gary Kinsley, vice president of Juniper’s Asia-Pacific channels, says the enterprise model works in favour of the channel as well as Juniper.

“It is a great opportunity for us and we are quite bullish about the opportunity to develop the enterprise market. My obligation is that we have a channel that understands our enterprise model. We intentionally do not have an over-distribution model, providing us with a tighter relationship with our partners.”

Juniper acquired NetScreen in 2004, bringing with it a new, two-tier distribution model and several enterprise customers. Kinsley says the company is reliant on its partners to promote the brand within the enterprise market.

“Our current brand recognition with the enterprise market is relatively low. We use our carriers and resellers to promote that name. We have an emphasis on training our partners, enabling them to cross sell for us in the future.”

Vitagliano says Juniper is constantly improving its relationships and developing new markets with the help of its partners.

“There are always ways to improve out there; we acknowledge that and our partners tell us that as well.”


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