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Service provider sales will also prove crucial, argued Vince Molinaro, senior vice president of global service provider sales, who described how Juniper had identified major channel business opportunities in selling to second-tier and third-tier service providers.
Once the province of Juniper's direct sales force, the more than 2,000 small-to-midsized service provider customers represent a $3.5 billion addressable market for Juniper's channel in the Americas alone.
Many of those service providers have network and security infrastructure that's best described as "gnarly," said Kevin Hollenbach, vice president, service provider channel. That's a market opportunity Juniper's channel can own, he insisted.
"Don't take share from each other," he said. "Take share from the 1,000 Cisco Gold partners who were in San Francisco a few weeks ago."
Overall, the executives said, they were heeding the channel call to put a clearer, stronger go-to-market strategy behind Juniper's accomplished technology.
"The IT industry is littered with the corpses of companies that had great technology but failed to define a go-to-market approach," said John Morris, executive vice president of worldwide field operations.
Flaherty urged partners to buckle down with Juniper and become even more of a challenger. If you chip away and don't back down in the face of much bigger competitors, you can change the industry, she said.
"Let that noise happen over there," she said, describing the "tit-for-tat" rivalry between Cisco and HP.
But at the same time, Flaherty said, "find the weakness" of the bigger competitor.
"And remember," she said, in a reference to Cisco's ongoing supply chain issues. "We can ship the goods."
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