inTechnology picks up Juniper
- 18 April, 2006 07:00
Niche security distributor, inTechnology, has scored access to Juniper Networks's range of authentication, authorisation and accounting (AAA) solutions as well as its 802.1x network access security products.
The deal follows Juniper's acquisition of Funk Software in November, which inTechnology had been distributing for seven years.
"Having the Funk product under the Juniper banner gives us more technical and sales resources to assist the channel with their go-to market strategy," inTechnology director of sales and marketing, Mark Winter, said. "We are also able to offer Juniper partners a solid radius authentication product that is required when deploying SSL."
The AAA range includes the Radius server and Odyssey client. The company is also taking on the EndPoint Assurance product suite.
Winter said the range would be targeted at key vertical markets such as banking, logistics, finance, education and health.
He plans to get Funk partners trained up and certified under Juniper's J-Partner program.
"Juniper will be developing certifications, which we will offer to channel partners so they can build skills under one program," Winter said.
Juniper is also distributed by Ingram Micro and ChannelWorx but Winter predicted there wouldn't be much overlap.
"We're not looking to tread on toes," he said. "We work in a niche area and don't want to take on whole product sets that aren't going add any value to us because they've already got solid representation."
Juniper channels director, Sander Dales, stressed the new partnership would not affect its relationship with other distributors.
"It's not a change in our distribution strategy," he said. "The longstanding relationship that inTechnology had with Funk meant it was natural to bring them on as a Juniper distributor."
ChannelWorx managing director, Scott Lidgett, said he did not think the deal would have any negative impact.
"It's a positive aspect for inTechnology and its customers as they have a sense that Funk is not going to be left in the wilderness," he said "I don't think it will impact Juniper's broader market because it's only a narrow distribution agreement."