Juniper Networks will soon reveal how it plans to integrate its channel with Mist Systems, the WiFi company it bought for US$405 million in March 2019.
Local channel chief Darrin Iatrou yesterday told CRN that some Juniper partners have already started selling Mist’s products, but Mist’s startup status meant it wasn’t ready for a full flood of interest from Juniper’s 700-strong ANZ channel.
But Iatrou said that will start to change in around October, when Juniper plans to reveal and outline more of its plans for Mist, including channel engagement.
Until then, partners can expect more of the same as Juniper pushes deeper into the enterprise.
Mike Marcellin, Juniper’s chief marketing officer, agreed with CRN’s characterisation that carrier revenue is “lumpy”, and said Juniper’s enterprise push aims to give it more predictable sources of revenue.
Mist will help meet that ambition, too, by giving Juniper and its partners the chance to sell wired and wireless infrastructure and therefore win more of a customer’s spend.
Iatrou said partners without strong attachments to rival wireless vendors have been Juniper’s target to date, but that he hopes all partners come to appreciate the possibilities of an all-Juniper sale over time.
Marcellin and Iatrou spoke to CRN at Juniper’s NXTWORK 2019 event in Sydney, which included the presentation of the company’s partner awards.
The winners were as follows:
- ANZ Partner of the Year – ICT Networks
- Service Partner of the Year – Crystal Echo
- Distributor of the Year – Westcon Australia
- Cloud Partner of the Year – NTT
- Networking and Security Partner of the Year – Telstra
- Emerging Partner of the Year – OptiComm