Juniper focuses on high performance networking

Focusing on its high performance network products, investing in brand
building exercises and further tapping the enterprise segment were some of the
key strategies outlined by Juniper Networks during the J-Partner Summit held in
Goa from May 26-28, 2009.

Having registered a 24 percent growth in revenues for the entire APAC region,
Juniper will now help its select and reseller partners to graduate to the elite
level, wherein the partners will focus more on high performance networking.
Juniper partners, including resellers and select ones, have been focusing only
on individual products and solutions. However, the vendor has now taken a
conscious decision to help these partners graduate to elite level, wherein they
do not restrict themselves only to technology or managed service providing,
consul­ting and implementation, but also obtain the combined competency of
technology and service offerings. Currently, 10 percent of Juniper's partners
are selling its entire product portfolio and the vendor is also looking at
tapping the remaining 90 percent. Juniper will now increase its partner base by
another 10 percent.

Sanjiv Verma, Director-Enterprise & Channel Sales, Asean & India, Juniper
mentioned, “We currently have around 120 reseller partners and 100 service
partners in India. We are looking at having the least number of partners to
cater to both the enterprise and service provider segment, and will add no more
than 10 percent of the partners to our current partner base.”

The company will also invest heavily into the R&D activities in India, given
that the company is looking at strengthening its position in the router,
switching and security space.

Nagendra Venkaswamy, MD-India and SAARC, Juniper mentioned, “We are eying the
enterprise segment and will strengthen our position in the market further. We
will also invest a further $400 million into the R&D activities that will
include hiring more people and strengthening the proof of concept labs we have
in Bengaluru, Mumbai and Delhi.”

(The author was hosted in Goa by Juniper)