Juniper set to move from five to three UK distributors

Computerlinks and Azlan understood to have lost out as networking vendor concludes distribution beauty pageant

Avnet, Arrow and Westcon have emerged victorious from Juniper Networks' two-month UK distribution review process, ChannelWeb has learned.

The networking and security vendor sent out requests for information to its five UK distributors in late May, with bids submitted on 15 June and presentations given on 4 July.

The plan was always to move forward with three.

According to multiple sources, Arrow, Avnet and Westcon were last night told they had been given the nod over Azlan and Computerlinks, subject to appeals from unsuccessful parties. Juniper was unable to comment in detail, saying that contractual negotiations are still continuing.

Computerlinks is thought to be Juniper's second-largest UK distributor behind Avnet and an executive at one of the successful candidates - who wished to remain anonymous - said the process had been played with a straight bat.

"Everyone had the same chance," he said. "The past was irrelevant and it was all based on the levels of commitment each was willing to give."

The UK review is part of a wider global distribution beauty pageant Juniper is running, and global scale is said to have been an important factor in the process. The five candidates had to present to a board that included Donna Grothjan, vice president of global channel strategy and operations.

Juniper's UK distribution business is thought to be worth a cool $100m (£64m) annually and one source described it as the most rigorous and in-depth vendor review they had ever experienced.

Globally, Juniper's goal is to move forward with just three allies in most major territories as it looks to become more relevant to fewer distributors.

The process mimics distribution rationalisation processes conducted by some of its key rivals in recent years. Last year, Symantec moved from five to two UK VADs and McAfee made a similar move in 2010, for instance.

In a statement sent to ChannelWeb, Penny Still, director of corporate communications EMEA at Juniper, said: "At this stage we are unable to comment in detail, as contractual negotiations still continue.

"In general terms, the distribution review has been undertaken in line with global strategy to better align our distribution partners with Juniper's dynamic business. This approach enables us to extend reach, scale, relevance and accelerate our business. A rigorous but fair review process, based on global criteria, has been undertaken."

Neither Computerlinks nor Azlan were able to comment.

Steve Pearce, UK managing director at Arrow Enterprise Computing Solutions (ECS) (pictured), said Arrow's success in the process reflects its commitment to the networking, security, cloud and datacentre space.

"Arrow ECS UK is delighted to have been confirmed as one of Juniper's UK distribution partners following its recent channel consolidation exercise," he said.

"This is an exciting opportunity for us, and will enable a reduced and thereby more focused group of distributors to invest in the expansion and development of Juniper's business."