On a winning streak

Juniper Networks has its eyes on becoming number one in the markets that it operates.

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By  Administrator Published  June 24, 2007

If there is any one thing that probably distinguishes Juniper Networks from any of its peers in the industry it would seem to be its need and drive to win.

"We have the overall goal to be number one or two in all of the markets that we operate in. We have managed to achieve and maintain that role in many except a few of the countries in which we have our operations. We intend to keep the momentum going at the company," says GJ Schenk, senior VP of operations for the EMEA region at Juniper Networks.

Cisco continues to be the market leader. But statistics clearly prove that we are gaining momentum fast.

On the eve of its fifth annual EMEA partner conference, the company presented an enthusiastic outlook for its future. Growth seemed to be in the air, especially with the presence of newly appointed COO, Stephen Elop, and speaker after speaker presented on market dynamics and a well structured strategy that would get the company to where it wanted to be.

The enterprise front

In recent times the company's strategy to approach the enterprise has centred around two pillars - its range of security appliances and a well-defined channel format.

"We have been steadily on the growth path with our security appliances as the market also becomes bigger. According to Canalys estimates of the security hardware market in the last quarter of 2005 Cisco held around 29.7%, followed by Nokia with 13.7% and us at 11.8%. By the fourth quarter of 2006, the estimates place us a step above Nokia with 13.8% and Nokia at 11.6%. Cisco continues to be the market leader. But these growth statistics clearly prove that we are gaining momentum in the space," says Schenk.

In a period where most network players are speaking of integrated security and intelligent networks, Juniper staunchly remains on its appliance strategy, claiming that the appliance serves as an easy, reliable and user friendly solution for the extended enterprise and for branch offices.

"Challenges are multiple in an extended enterprise. This includes secure application access for employees, partners and suppliers, centralised provisioning and management of endpoints and handling non-owned devices and the network seamlessly. Our solutions of SSL VPN devices, datacentre acceleration and FW/VPN with integrated intrusion prevention help address these needs in a secure and cost-effective manner," says Peter Crowcombe, enterprise marketing director for EMEA at Juniper. Marching consistently forward with its security appliances strategy, the company recently announced a new specialisation.

"This specialisation has been created following Juniper's realisation that there is an increasing customer demand for access control and specialised knowledge in that area. Juniper always strives to provide its partners with the necessary technology and expertise to take advantage of emerging technology areas. And we do believe that this is an emerging one that can bring a lot of business and profits to our partners," says David Small, VP for channels in EMEA at Juniper.

"We started looking into the Unified Access Control (UAC) specialisation sometime in October. We discussed it at the worldwide channel meet and agreed that this would be the way to go. As always, we wanted to launch the specialisation only when we have everything in place including training modules and certification procedures for presales, sales and technical staff among partners. We wanted to go out the door only with all these components available. By the end of June, all of this will be possible. We are already in the process of looking and selecting partners who would be joining us on this journey," adds Small.

Existing Elite and Select partners can choose to move to this specialisation. According to Small, the specialisation offers an irrefutable business case to customers in that they can add access security without having to change existing infrastructure.

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