Juniper looks to expand its distributor functions
The recent merger between high-end router company, Juniper Networks, and security software vendor, Netscreen, will eventually broaden channel offerings, according to Juniper A/NZ director, Shaun Page. Netscreen operates a traditional two-tier model, with Channelworx and Alstom IT as distributors, serving about 25 resellers. Juniper deals mainly with telcos and large ISPs through a number of global elite partners such as Lucent, Alcatel and Ericsson. Neither company deals direct. Page said Netscreen technology would eventually be incorporated into Juniper’s platforms. Juniper wanted to expand the capabilities and functions of its distributors, Page said. He expected some NetScreen resellers might move into routers and said the company was also looking for extra resellers. Juniper had enjoyed six successive quarters of growth in Australia, with global sales growing annually by 43 per cent to $US230 million, he said.
Symbio announces Excel partnership
Symbio Networks is to distribute Excel Switching Voice over Internet Protocol (VoIP) products in Australia. The agreement will see Symbio selling Excel’s carrier-grade platforms to assist service provider VoIP migrations. Excel’s platforms uniquely interact with Time Division Multiplexer (TDM) and Internet Protocol (IP), according to Excel, which allows carriers to deploy IP in phases. Platforms will be distributed as an individual network element or as a completely integrated solution. “Carriers are seeking the assurance of voice quality as they ramp up their IP networks,” Symbio president, Rene Sugo, said. A report published by IDC Australia predicted that VoIP will double in size every year for the next four years to an estimated $288 million by 2007.