Juniper to single out networking A-team

Vendor moves ahead in enterprise switching market with hand-picked integrators

Hallatt: I am looking for partners with strong Cisco skills

Juniper Networks is looking to pick out an elite band of networking integrators to attack the enterprise switching market.

The security specialist vendor surged into the networking space with the launch of its EX series of high-end switches last year. In February, Juniper realigned its channel engagement into three areas: advanced security; networking infrastructure; and advanced network infrastructure.

Jonathan Hallatt, head of channels for the UK and Ireland, said: “We are seeing a lot of interest from major systems integrators and are going through a process of selecting a small group of key network infrastructure partners to take us forward.

“I am looking for partners with strong Cisco skills because we have to integrate into a customer’s existing environment. But I am also looking for the ability to take a disruptive technology into a customer.”

Juniper has almost 600 UK resellers. Of its 12 Elite and 23 Select partners, 16 have moved up a level since the channel programme revamp.

“We have seen some strong progress with key partners,” said Hallatt.

He revealed that VAR MIS Corporate Defence Solutions has grown its Juniper services revenue by a quarter year on year since February.

Tracey Hannan, product marketing director at MIS, said: “Partners that work closely with Juniper have reaped the benefits and a lot of driftwood has gone. MIS is services-driven and we have been able to differentiate our offerings from other partners.”