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20 Aug 2007
Speculation is mounting the network security vendor is close to inking a deal
with
Westcon
following months of wrangling. It is also believed to be within days of signing
a niche distributor to carry select
parts of its portfolio.
Although this would swell Juniper's UK distribution network from four to six,
existing partners insist the
additions would not result in a channel bloodbath.
Mark Hatton, managing director of Juniper distributor
Sphinx, said:
'Juniper now has a wide portfolio
following its acquisitions of Peribit, Redline and Funk, and that requires
greater market coverage than the
current line-up gives it.' Sources close to developments said Juniper is keen to
work with Westcon's security wing, Noxs, to attack the reseller base of rival
Fortinet, whose UK boss, Phil Keeling, recently defected to Juniper
(CRN, 10 August).
Further reading
Andy Travers, UK and Ireland channel manager at Juniper, which also works with Computerlinks, Azlan and Horizon equIP, said it was not company policy to comment on rumours.
'We're continually evaluating our distribution strategy for security or high performance computing,' he said. 'We're focusing on the success of Juniper and have no specific vendors in mind.'
Graham Jones, chief operating officer at security VAR Integralis, said:
'Fortinet is not that big in the UK
so if Juniper diverts all its attention to killing them it would be a waste of
time. I wouldn't be surprised if it
continues to focus on killing Cisco and Check Point.'
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