Networking vendor, Juniper, has outlined some of its growth strategy this year looking at increasing its enterprise play and demand generation resources for partners.
Recently appointed A/NZ vice-president, Mark Iles, said there were opportunities to further expand its presence in the enterprise market.
“We don’t want to over expand the channel. We want to make sure that strategically there’s a healthy amount of business where partners can retain margin and it doesn’t become too depleted,” Iles said. “We’re not going on a massive drive, but we welcome new channel partners. As we push further into enteprrise, we need to make sure we’ve got sufficient partner coverage. “
Iles highlighted it would like to attract more regional partners across certain areas of Queensland, WA, Victoria and NSW.
Juniper has about 350 registered partners on its books.
“There are areas of that segment that don’t typically get services by the big partners that we have,” he said. “We’re going to make sure we’ve got good partners that are knowledgeable of our products. It’s going to be an interesting couple of years, we’ve got a huge growth agenda.”
Iles said it would also like to attract more software developers on its Junos platform.
“We have a handful of partners in Australia doing something with our software development kit and and throughout 2011 we’ll be looking to find development partners that we can work with to start building solutions on top,” he said.
Juniper recently set up a sales and marketing engine to help generate more customer leads for partners.
“We’re investing in more resources and we’ve got a new team in place that we’ll continue to build,” he said. “We have a responsibility to make sure partners are growing their business.”