By Sharmee Roy
Networking major Juniper Networks will be looking to focus on three major areas this year: data center consolidation, a green networking portfolio and integrated security devices. The vendor will also look at enhancing the skill-sets of its tier-2 partners and focus on the government segment.
Said Sanjay Jotshi, the company’s director for enterprise and channels in India and Saarc, “Our go-to-market in 2009 is very clear with a focus on these three areas. We offer a great value proposition, and our green portfolio will generate less heat, consume less power and [have a smaller carbon] footprint. The focus will also be on tier-2 partners because they help us enter the mid-market, and sometimes even high-end cases.”
Juniper will enable these tier-2 partners through training and certification programs to set up proof-of-concept (POC) centers on their own. It currently has 120 registered partners, of whom 50 are actively doing business with it.
Among the verticals, Juniper will be giving more emphasis to government and defence. “We expect about 40 percent of our business to come from the government and defence establishment, while the rest would be equally contributed by other verticals such as BFSI, ITeS and the mid-market segment,” informed Jotshi.
Recently, the company signed on Avnet as its value-added distributor for the Indian market.
The new distributor will be primarily focusing on the security portfolio of the company, while the other distributors, Ingram Micro and Transition Networks, will look at the entire portfolio, including security. |