Close
  • Latest News
  • Artificial Intelligence
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
Read Down
Sign in
Close
Welcome!Log into your account
Forgot your password?
Read Down
Password recovery
Recover your password
Close
Search
Logo
Logo
  • Latest News
  • Artificial Intelligence
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
More
    Home Latest News
    • Networking

    In Juniper’s Enterprise Switching Bid, Channels are Key

    By
    Paula Musich
    -
    January 30, 2008
    Share
    Facebook
    Twitter
    Linkedin

      One of the big factors that could make or break Juniper’s efforts to become a solid competitor in the enterprise LAN switching market is how well the new EX Series does in the channel.

      Competitors such as Nortel Networks were quick to say that “Juniper doesn’t have the channels to pull it off,” said a spokesperson for Nortel.

      Channels have and will be a challenge for Juniper with the new EX Series switches. The company plans to start small with a focus on partners that have the expertise in selling LAN switches.

      Following Juniper’s announcement that it would incorporate NetScreen security features into its Junos operating system in the fall of 2006, Juniper set out to transform its network channel with a focus on “channel partners who had strong network and security practices,” said Mike Banic, senior director of product marketing at Juniper.

      From that effort, Juniper has solicited some 150 to 200 “top tier providers” to commit to making Juniper a part of their networking practice, Banic said.

      Those efforts followed some serious problems in Juniper’s channels strategy execution. Following its acquisition of NetScreen in 2004, Juniper struggled to rationalize its channels programs.

      “Juniper had no real experience in a broad-based channel model. They stumbled,” admitted channel partner Philip O’Reilly, CEO at SoluNet, a large reseller in Melbourne, Fla. “But those problems have been corrected. The product line is more integrated than it’s ever been.”

      Now with the ability to market a more cohesive and comprehensive range of networking and security products aimed at the enterprise, channel partners now have a better pitch for potential customers, believes Abner Germanow, director of IDC’s enterprise network services in Framingham, Mass.

      “Juniper has a strong brand, but their business has been very fragmented. They had security [and routing and WAN optimization] but they couldn’t have a conversation with the network VP as a whole. In the past, they’ve been toe dipping. Now they can commit to enterprise networking,” he said.

      CEO Scott Kriens agreed. “We didn’t have critical mass with some as a partner [without the EX Series switches]. We spent lot of time narrowing down people who have networking solutions and prepared the channel for receiving the products,” he said.

      And rather than rewarding channel partners on volume, Juniper will focus incentives on the value that partners can bring to customers, Kriens said. “We don’t give people discounts based on volume. Resellers earn more profit based on the value-add [they bring] to the customer. As a result, there is a more profitable path now more than ever before for reselling Juniper.”

      This time around, O’Reilly believes the new EX Series enterprise switches as ready for the channel. “Unlike the J Router program, I think this product is ready for prime time. It is Juniperized in the sense of the OS unification, the look and feel, product support, and the way the channel is supported.”

      Paula Musich
      Get the Free Newsletter!
      Subscribe to Daily Tech Insider for top news, trends & analysis
      This email address is invalid.
      Get the Free Newsletter!
      Subscribe to Daily Tech Insider for top news, trends & analysis
      This email address is invalid.

      MOST POPULAR ARTICLES

      Latest News

      Zeus Kerravala on Networking: Multicloud, 5G, and...

      James Maguire - December 16, 2022 0
      I spoke with Zeus Kerravala, industry analyst at ZK Research, about the rapid changes in enterprise networking, as tech advances and digital transformation prompt...
      Read more
      Applications

      Datadog President Amit Agarwal on Trends in...

      James Maguire - November 11, 2022 0
      I spoke with Amit Agarwal, President of Datadog, about infrastructure observability, from current trends to key challenges to the future of this rapidly growing...
      Read more
      Cloud

      IGEL CEO Jed Ayres on Edge and...

      James Maguire - June 14, 2022 0
      I spoke with Jed Ayres, CEO of IGEL, about the endpoint sector, and an open source OS for the cloud; we also spoke about...
      Read more
      Applications

      Kyndryl’s Nicolas Sekkaki on Handling AI and...

      James Maguire - November 9, 2022 0
      I spoke with Nicolas Sekkaki, Group Practice Leader for Applications, Data and AI at Kyndryl, about how companies can boost both their AI and...
      Read more
      IT Management

      Intuit’s Nhung Ho on AI for the...

      James Maguire - May 13, 2022 0
      I spoke with Nhung Ho, Vice President of AI at Intuit, about adoption of AI in the small and medium-sized business market, and how...
      Read more
      Logo

      eWeek has the latest technology news and analysis, buying guides, and product reviews for IT professionals and technology buyers. The site’s focus is on innovative solutions and covering in-depth technical content. eWeek stays on the cutting edge of technology news and IT trends through interviews and expert analysis. Gain insight from top innovators and thought leaders in the fields of IT, business, enterprise software, startups, and more.

      Facebook
      Linkedin
      RSS
      Twitter
      Youtube

      Advertisers

      Advertise with TechnologyAdvice on eWeek and our other IT-focused platforms.

      Advertise with Us

      Menu

      • About eWeek
      • Subscribe to our Newsletter
      • Latest News

      Our Brands

      • Privacy Policy
      • Terms
      • About
      • Contact
      • Advertise
      • Sitemap
      • California – Do Not Sell My Information

      Property of TechnologyAdvice.
      © 2022 TechnologyAdvice. All Rights Reserved

      Advertiser Disclosure: Some of the products that appear on this site are from companies from which TechnologyAdvice receives compensation. This compensation may impact how and where products appear on this site including, for example, the order in which they appear. TechnologyAdvice does not include all companies or all types of products available in the marketplace.

      ×