Building up Juniper’s presence in the mid-market will be a key focus for its newest local distributor, Westcon Group.
The networking vendor has extended its global distribution agreement with Westcon to include Australia.
Westcon national sales manager, Leigh Howard, said the distributor had been a Juniper partner globally for some time.
“Our activation in Australia is certainly a logical extension of what we’ve already been doing with them globally. They will be significant for us,” he said. “There are also a few multinational integrators that already partner with us, which also want to partner with Juniper. From that perspective, it was an easy decision for Juniper to make locally.”
In line with its core vendor strategy, Westcon will also look to set up a dedicated Juniper business unit, Howard said.
“The way we tend to treat our core vendors is that we tend to build up dedicated business units around our business strategy,” he said. “We haven’t really finalised our full business plan yet, but we’ll be working with Juniper across a number of key areas. Certainly partner recruitment around the mid-tier is a focus for them.”
Juniper A/NZ enterprise channel manager, Brian Allsopp, said the vendor had a good relationship with Westcon globally, and working with the company in the Australian market was a natural extension.
“Juniper Networks works closely with its distributor and channel partners at a global and local level,” Allsopp said.
The local agreement will not affect Juniper’s relationship with Avnet and Ingram Micro.