Juniper: IBM OEM agreement won't hurt channel

Networking vendor, Juniper Networks, and IBM have signed an OEM agreement to bring the former’s products into the latter’s offerings.

“Essentially that will be IBM taking existing Juniper switching and routing products, our EX and MX switches, and rebranding them with their own logo and selling that through their STG (system and technology group),” Juniper director of strategic alliances, Scott Janney, said.

While he admitted this would result in some overlap with current Juniper channel providers, Janney said only a small number of partners worked in the datacentre market this agreement affected and it would offer his company a new route to the market.

“It really should mean business as usual for those channel partners,” he said. “Most of them don’t compete with IBM in that space today and many of them would already work with or subcontract to IBM as part of larger end-to-end solutions.”

The deal was made as part of the two vendor’s partnership agreement and follows on from the release of their cloud solution earlier this year.

“It’s testament to the faith they (IBM) have in our technology and really signals to IBM’s customers that they’re making a pretty serious bet around Juniper and a long term commitment with us,” Janney said.

He went on to say this was part of a broad range of upcoming joint initiatives, but would not provide a timeline.

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