JUNIPER Networks has formalised its channel following the high-end router company’s takeover of security software vendor Netscreen.
Essentially, the company has adopted Netscreen’s two-tier model, giving the partners of both firms the opportunity to sell each other’s products.
Netscreen used Lan 1 and Renaissance as distributors in New Zealand, while Juniper uses global partners, such as Alcatel, to deliver its offerings, largely to telcos and ISPs. Local customers include Telecom.
Juniper will be using the same local distributors, under its new J-Partner programme, to help it sell a new range of mid-range routers aimed at corporates, says Asia-Pacific channel sales director Gary Kinsley.