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Paths outlined at partner conference

Paths outlined at partner conference

CHANNEL, product and business directions were top of the bill at Juniper Networks’ Asia-Pacific partner conference this month.

Partners from across the region gathered in Bangkok where the networking and security appliance vendor bared its soul to resellers, including a New Zealand contingent.

This was Juniper’s first channel event in the region since it unveiled its J-Partner channel programme in March.

The programme is the centrepiece in Juniper’s channel model, through which it aims to steer into the wider corporate market from its former core of high-end routing business.

Juniper adopted this approach following a string of acquisitions, chief of which was Netscreen last year, and launching networking products catering for a wider segment of the market.

According to Adam Judd, Asia-Pacific vice president, the company’s aim is to be the leader of secured and assured networking.

“Juniper excels in solving the most complex and difficult issues on the network,” he says, adding the company’s performance continues to rise globally.

Global revenues doubled from last year to US$449 million in first quarter of this year. This was the company’s 11th consecutive quarter of growth, Judd reports.

Juniper does not break down its results by country, but Judd says Asia-Pacific makes up 31% of global revenue, which is projected to reach $2 billion this year.

Offices in the region grew from 17 to 20 in the last 12 months, and staff numbers rose to 615 from 105 in 2003.

“This is not just in sales but also in research and development,” says Judd.

Juniper has such centres in India and China, where it builds products specifically for the Asia-Pacific market, such as the new 5GT wireless integrated firewall router appliance, says Judd.

“We have a different focus in Asia-Pacific than most US-based vendors,” he adds.

Judd says the company’s product range will continue to expand through acquisitions, as well as developing new offerings aimed at a wider market.

In the last year Juniper has acquired Netscreen, Kagoor Networks, Perebit Networks and Redline Networks and recently launched the J-Series routers, its first designed specifically for the enterprise sector.

Corporations are also moving closer to Juniper’s high-end networking product, says Judd.

“Organisations like financial institutions, universities and government agencies have become like service providers, supporting thousands of users,” he says.


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