By Sharmee Roy
In order to grow its Ethernet business, Juniper Networks plans to expand its partner network in 10 major cities during the current fiscal.
“We are strongly focused on scaling our entry-level switching business. Since our entry into this segment last year, we have grossed $86 million in worldwide revenues. We have set a steep target of doubling this business every quarter and we expect India to contribute a significant chunk,” said Greg Bunt, Director, Advanced Technologies, Asia-Pacific, Juniper Networks.
To boost the sales infrastructure, Juniper will enroll new partners and train them. On the support front, the company will provide certified training to existing partners to create a strong partner-led post-sales service
infrastructure.
“Our aim is to build our Ethernet switching business in a scalable manner. This year, we want to create the right partner network for maximum market coverage in each of the top 10 cities. Once this is achieved, we will move to smaller cities,” said Bunt.
Juniper has created a new program, Project EXcelerate, under its popular J-Partner program to push the EX range of Ethernet switches. “It includes programs and tools to enable select partners drive switch demand, such as seeding units of the products, free EX certification training, and access to special rebates,” informed Bunt.
With the introduction of entry-level products, Juniper is looking to broad base its market strategy. “For our high-end gears, we were heavily focused on sectors like BFSI and the government. While we will continue to focus on these two sectors as they are the largest IT spenders, we have also identified manufacturing, healthcare and transportation as other focus verticals,” added Bunt. |