Juniper Debuts First New WLAN Product Following Trapeze Acquisition

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Trapeze was perhaps Juniper's most significant acquisition in a year full of them; in 2010, it bought Ankeena Networks, SMobile Systems, video storage and delivery assets from Blackwave, and virtualization security ace Altor.

At the end of the year, Juniper executives told CRN that the integration was being managed deliberately, and four months later at Juniper's Americas partner conference, Gray and other Juniper executives told partners it was time to continue to expand their core Juniper capabilities into areas like wireless.

Six months later, Gray said interest among Juniper partners in selling Juniper-branded wireless has picked up. Out of Juniper's sales theaters, he told CRN, Americas has been growing fastest for Juniper's wireless LAN business. Juniper has also retained the majority of Trapeze partners that were not already Juniper partners before the acquisition, Gray said.

Gray added that Juniper recognized many of its top solution providers already have established wireless LAN practices behind companies like Cisco, Aruba Networks and Meru Networks. One thing Juniper is doing to incent those partners to look more closely at Juniper is making it easier for them to certify with Juniper for wireless LAN sales.

"If someone already has a successful [wireless] practice, we will grandfather them in and accredit them," Gray said. There are some requirements and time to pass some competency exams, but if they've got the essential skills, it's an easy transition, he explained.

Based on the proliferation of mobile devices, wireless is something networking and data center VARs can't afford to ignore any longer, Gray said. Juniper isn't requiring partners to wholly embrace the Simply Connected portfolio, but they should think of Juniper's design for it as an architectural play, he said.

"We're fine if customers choose to pick among the Simply Connected elements," he said. "But the value is really accentuated when the architecture is deployed as a whole. It's a really good story for our partners to go to market with a specific vision."


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