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Juniper preys on anxious Nortel Middle East partners

Juniper has sent a letter to Nortel resellers in the Middle East offering them fast track membership to its partner programme

Juniper has sent a letter to Nortel resellers in the Middle East offering them fast track membership to its partner programme as it looks to seize upon any anxiety felt in the embattled vendor’s channel community.

The letter, dispatched earlier this month prior to Nortel filing for bankruptcy protection, doesn’t directly refer to Nortel’s troubles, but suggests resellers might wish to consider the merits of joining its J-Partner Programme.

“At Juniper Networks, we understand it can be challenging to navigate the current business landscape while continuing to add value to your customers,” reads the letter, which is signed by Juniper’s regional channel director Taj El-Khayat. “In today’s troubled climate, you may have concerns about your continued ability to provide high-performance networking solutions to your customers. We want to help.”

The letter contains details of a dedicated e-mail address through which Nortel partners can contact members of Juniper’s Middle East channel team. The vendor says it has put together a set of customisable incentives making it straightforward for Nortel dealers to join its channel scheme.

Although Nortel boasts a devoted channel network in the region, Juniper is keen to take advantage of any apprehension among resellers by promoting the strengths of its technology.

“The Juniper Networks product portfolio helps solution providers all over the world, like you, design, implement and operate high-performance networks for high-performance businesses,” continues the letter. “Our open network infrastructure is the only major routing and switching solution based upon a single-source network operating system, providing you and your customers with greater choice and control to quickly meet business requirements while reducing OPEX costs, complexity and risks.”

The correspondence sent to Middle East Nortel partners follows a similar push in the US, where senior VP worldwide channels Frank Vitagliano recently delivered the same message to its rival’s allies.

Nortel filed for creditor protection in the US, Canada and EMEA earlier this month, although it has so far declined to comment on the implications for its Middle East operation.

“Nortel intends to emerge from this process as a more focused, financially sound and competitive company,” said a Nortel spokesperson last week. “This is a step towards a global reorganisation of Nortel and the company acted now because we have sufficient liquidity to both run our operations and restructure our business. Updates on the expected impact of the above action on the Nortel group companies outside of Canada and the US will be provided in due course.”

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