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Juniper Networks eyes SDN and NFV for Kiwi channel growth

Juniper Networks eyes SDN and NFV for Kiwi channel growth

It’s hard to believe that the first half of the year has already passed and many of us are already gearing up for a race to the end of the calendar year.

It’s hard to believe that the first half of the year has already passed and many of us are already gearing up for a race to the end of the calendar year.

Alas, there’s no rest for the wicked as they say.

The last time I spoke with New Zealand Reseller News, I alluded to a bright future for the Kiwi IT industry and we’ve since seen this become a reality in the past half year.

Most recently, Juniper released the details of its Q2 earnings which were very positive.

These strong results were due in part to a series of new team changes as well as an overhaul to our global partner strategy announced earlier this year, which saw us focus on high-growth areas such as Cloud offerings and SDN via the Juniper Partner Advantage (JPA) program.

Here in New Zealand, we also welcomed Karl Schumann who joins us with more than 20 years of experience in the ICT sector to bolster our presence in Auckland. But it’s not just Juniper reaping the benefits of a great first half of the year.

It’s no secret that New Zealand remains at the forefront of new technology adoption.

Just last year, IDC’s APEJ Cloud Study showed New Zealand as having the highest cloud maturity ahead of Australia and Singapore and more recently, Netflix’s ISP Index found our broadband to be among the best in the world.

Not forgetting of course the rollout of New Zealand’s Ultra-Fast Broadband (UFB) which has reached the halfway point with 620,000 homes passed and more than 100,000 customers now connected.

But it doesn’t end there. The race within the New Zealand telecommunications market and its impact on carrier margins has generated a tighter market for vendors.

That said, bandwidth consumption continues to explode, especially with the release of Netflix in March and as such, new opportunities are rife in the market.

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 and these promising market conditions will only fuel our success in the market in the coming 12 months and beyond.

So we’re in a good position, but what’s next? Many carriers and enterprises are now looking at how they can realise the promised benefits of Software-Defined Networking (SDN) and Network-Function Virtualisation (NFV), with the latter in particular attracting strong demand from service provider customers.

With widespread recognition that these technologies have moved beyond hype and now offer clear opportunities to drive value from their use, SDN and NFV will form key priorities for Juniper in the coming year as we capitalise on the thirst for network automation and operational simplicity together with the delivery of faster, dynamic services with much less human intervention.

The coming year will also see increased momentum towards our Select partner program with those resellers wishing to move to Select, set to receive free training offers, exam vouchers, sales support and MDF to ensure growth remains our key driver in the second half of the year.

Beyond this, we are actively working with a number of resellers to address the challenges and opportunities presented by the changing ICT landscape.

By leveraging Juniper networking and automation technology and working with our partners on local integration and their orchestration capabilities, we are perfectly positioned to deliver services to the new generation of cloud-enabled enterprises.

Finally, as the move to cloud computing and everything-as-a-service also takes flight, enterprises are switching to a consumption mindset which places service providers and vendors such as ourselves, as well as our resellers, under increased pressure to be more creative in the commercial propositions we put forward to customers.

The next 12 months will see significant changes to the role our resellers play as trusted advisors and this in turn will set a new precedent for the way we do business in the channel.

That said, some things never change. As always, Juniper remains committed to doing 100 per cent of our business through resellers in New Zealand and as a result, we look forward to further growth and success with our partners in the coming 12 months. Stay tuned.

By Ken Lord - New Zealand Country Manager, Juniper Networks

Ken Lord is New Zealand Country Manager at Juniper Networks, a role that has seen him head up all New Zealand operations for the business since 2012.

Ken has been with Juniper Networks since 2008, when he initially led a team in New Zealand responsible for driving the company’s business in the service provider sector.


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