Former Alcatel UK chief executive Eddie Minshull joined Juniper Networks last week as general manager for EMEA with the purpose of working more closely with channel partners.
Minshull, who left Alcatel in May, brings a strong indirect channel pedigree to the network infrastructure manufacturer.
He also has experience with Newbridge and Compaq's partner operation in the US, where he managed 1750 indirect partners.
Minshull said he hoped to bridge gaps in Juniper's channel through existing partnerships and, if required, new partners.
"I am very excited about working with partners to take Juniper into the next phase of its development," he said.
Manny Pinon, sales and marketing director at distributor Norwood Adam, gave Minshull his backing. However, he added: "Juniper is relatively flat in terms of partners. This must change if it is to compete with large networking vendors globally."
He said the company should engender more partnerships to improve its reach, and that the UK channel has the skills and customers to do this.
"Its products are high-end but the goalposts are moving all the time. More and more vendors are providing these products and more channel partners have expertise in these areas," said Pinon.
"Nobody has been successful in terms of volume by using exclusivity as a differentiator."
Minshull said: "We may initiate new partnerships where there is a lack of geographical coverage, but we would prefer existing partners to invest with us to bridge any gaps."
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