Westcon’s
Noxs and Westcon Convergence arms will now carry
Juniper’s
full security and networking portfolio in the UK, heading off months of
speculation. This follows Juniper’s appointment of VADition in September and of
Computerlinks in May.
Barry Shakespeare, executive vice president of Westcon Group Europe, insisted
Westcon would create a “net new market” for Juniper by targeting Avaya and
Nortel resellers.
“One of the benefits we bring to Juniper is that we have a significant number of
resellers that do not buy [Juniper products], and those that do, do not provide
them as part of a solution,” he said.
Shakespeare added that Westcon would hire 10 employee to grow its Juniper
business.
Dave Ellis, director of e-security at
Computerlinks,
said: “Looking at the size of the channel, you would have to say Juniper has too
many distributors now, which could drive down margins. It will be interesting to
see what it does following this announcement.”
Bruce Hockin, head of business strategy at
Horizon
equIP, agreed that six distributors was plenty.
But Barrie Desmond, business development manager at
VADition,
disagreed. “Juniper is edging more into Cisco’s back yard so it probably needs a
wider reach into the low-touch but high-volume market. Westcon takes it a step
closer to that market.”
Juniper
adds Westcon to UK line-up
Extension of pan-European contract will see Noxs and Westcon Convergence push Juniper’s full range of products to UK resellers 19 Feb 2008
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