Juniper Networks will end its relationship with Westcon as an EMEA-wide distributor in 2018.
The networking and security vendor said that signing a pan-EMEA deal with Nuvias in September prompted a distribution review. After January 2018, Westcon will look after Germany Spain, and Holland.
EMEA channel chief Kristian Kerr announced that Juniper Networks signed an EMEA-wide contract with a new distributor, Nuvias, in September 2017.
“As part of this new distribution landscape, from January 2018 Westcon will continue to represent Juniper, specifically in Germany, Spain and the Netherlands. Juniper will continue to work diligently with our distribution landscape to maintain full focus on our solution portfolio and to build market growth together”, he said.
The move is a bit of a shock as Westcon has been an EMEA-wide distributor of Juniper for the best part of nine years.
Juniper was worried that it might become over-distributed after signing a pan-EMEA deal with value-added security firm Nuvias in September, and a contract with UK-based broadliner Westcoast in February.
2017 has been a bad year for Westcon. Its owner Datatec issued a profit warning in May after it admitted its earnings per share for fiscal 2017 would fall by 66 percent. Westcon’s EMEA business saw sales falling by 30 percent while global sales declined by seven percent.
It was kicked in the bottom line with an SAP roll out that went live in November 2016 and created a mess which its parent company has attributed towards its lacklustre performance.
Westcon’s Americas operations, and 10 per cent of its EMEA and APAC business, were flogged to US distributor Synnex at the start of September for $800 million.
Juniper Networks’ CEO Rami Rahim has warned that networks have become too complex, and firms are ill prepared for IoT and 5G which will make matters worse.
He told the assorted throngs at Juniper Networks’ annual EMEA shin-dig in London that Networks have become too complex, fragile and difficult to manage… this could be this industry’s biggest challenge so far.
“Our driving strategy is what we call the pursuit of simplicity, because what I see as the main challenge of today is managing complexity,” he said.
He claimed his outfit’s Juniper’s PTX series core routers and packet transport routers were a solution to increasing complexity.
“We knew that there needed to be a more effective, and cost-effective, approach to deploying networks, and we invented this new concept of a lean core network with a product called the PTX which has been growing incredibly well for us. In fact, this year for the first time ever we have achieved number one market share in North America in core routing and that’s primarily because of this product line”, he said.
Rahim added that IoT and 5G were the two tech trends that will exacerbate the problems of excessive complexity and “fundamentally change network architectures”.
“This concept that we know today of the cloud being a central datacentre that is delivering services to the masses will reach a breaking point due to IoT and 5G”, Rahim said.
“If you think of the billions of devices that are going to be connected to this global network, the time between sensing the data from sensors – that are typically going to be video cameras – then collecting, acting, processing and then feeding back the intelligence into the network, that process is going to need to get tighter”, he said.
The dark satanic rumour mill has manufactured a hell on earth yarn claiming that the former making of rubber boots, Nokia was about to buy network rival Juniper.
The rumour was that Nokia was readying a $16 billion offer for the California-based networking vendor.
Nokia, however, released a statement directly contradicting the report, stating: “Nokia is not currently in talks with, nor is it preparing an offer for, Juniper Networks related to an acquisition of that company.”
Wall Street had reacted favourably to the potential deal, with Juniper’s share price rocketing over 22 percent. Juniper currently has a market cap of just over $11 billion.
Juniper was saying nothing.
Nokia’s roots are in telecoms infrastructure. In 2016 it reported revenue of over €20 billion.
It is not as if Nokia does not have the previous form for expensive buyouts. Last year the firm acquired Alcatel-Lucent for $16.6 million to boost its manufacturing of mobile equipment, after offloading its mobile phone business to Microsoft in 2014.
Juniper Networks has signed up its second distributor this year to give it a crack at getting more of the channel.
The networking player has been developing its strategy this year and added Westcoast in February, and has now followed that up with a distributor that it hopes will add more EMEA coverage.
Nuvias will be given access to the vendor’s full range of networking, security and data centre products and is being brought on board not only to cover EMEA but to help reach more partners serving mid to high end customers.
The distributor has designed a channel development programme that should make it easier for more partners to get involved with selling the portfolio, with a view to encouraging vertical market players to seek out opportunities.
Emphasis will be placed on getting resellers up to speed around network automation, SDN and software-defined security.
Nuvias CEO Paul Eccleston said: “The strength of our commitment will be demonstrated through a dedication to partner enablement, services and solutions that can generate new opportunities and business.
“We are equipping partners with the necessary skills to pursue opportunities independently, generate additional revenues, and deliver innovative services to their customers. Juniper invests in partners that bring in new business and this agreement presents a fantastic opportunity for the channel.”
Juniper Networks head of channel, alliances and commercial EMEA Kristian Kerr said: “Nuvias’ approach reflects the dynamic IT landscape, while being able to consistently deliver the highest levels of capability, accreditation, sales, marketing, services and operational excellence to Juniper’s partners across EMEA.”
Juniper Networks has announced some updates to its partner advantage programme in a bid to reward the better performers.
The “Elite” tier has some new categories including cloud services provider, next gen and rising star, which will give Juniper to rank its partners better. .
A points-based reward schemehas been introduced so that partners can manage and track deals quicker. That programme starts next month.
Matt Hurley, corporate VP, global channels and field marketing at Juniper, wrote in the company bog:
“As we built out the Juniper Partner Advantage program in 2016, we found that customer demands were changing and our channel partners were reshaping their business models to address those changes. To account for these changes in partners’ business models, we’ve created new categories within the Elite level of the Juniper Partner Advantage programme. These new categories enrich the Elite partner tier, which is our highest, most operationally sophisticated partner level. Adding new categories within the tier allows us to place partners at the optimal part of the program that works best for their business needs.”
A Next Gen partner is one involved with software, services and XaaS. Rising stars will head to the Elite level and will be invited to join based on their business plans.
Referencing the other development in the rewards programme it would make life easier for partners, Hurley said
“In addition to a greatly enhanced user interface for claims submissions, the new program is integrated with our updated Deal Registration System (in AMER and EMEA) to ensure deal preference and pricing advantages, helping partners manage, track and close on deals quickly,” he said.
Britannic Technologies has snubbed traditional networking bigwigs and given a £1 million networking contract to Huawei.
The comms VAR is introducing software-defined infrastructure and networking across all its datacentres. The job went out to tender and Huawei cleaned the clock of Cisco and Juniper.
Britannic said that Cisco was knocked out earlier and the choice was between Juniper or Huawei. While Juniper is renowned in the carrier space, Huawei spends more on R&D, has a better roadmap and seems to know what it is doing for the next 15 years, Britannic said.
The contract includes a new optical backbone between datacentres, and an SDN-powered infrastructure across all the core.
Despite hacking off the Americans, Huawei is doing well. Its Enterprise Business Group saw 2015 revenues hike 44 per cent to $4.25 billion with 76 per cent of that generated by channels and partners. The Chinese firm now claims to have 300 distributors and VARs and a further 8,000 tier-two channel partners globally.
Britannic is a Gold reseller partner of Huawei and also a Platinum partner of Mitel and is a big name in cloud and managed services.
The Divination Department at Juniper Research has been chewing its laurel leaves and breathing in the vapours to give an oracle that predicts carriers will put more than four times the mobile data traffic onto Wi-Fi networks by 2019.
Mobile carriers will offload nearly 60 percent of mobile data traffic to Wi-Fi networks over the next four years.
Carriers in North America and Western Europe will be responsible for over 75 percent of the global mobile data being offloaded a spokes Juniper said.
The amount of smartphone and tablet data traffic on WiFi networks will increase to more than 115,000 petabytes by 2019, compared to under 30,000 petabytes this year, representing almost a four-fold increase.
Carrier Wi-Fi us has been increasing as many big mobile carriers and ISPs have deployed large numbers of Wi-Fi hotspots in cities using the existing infrastructure of their customers’ homes and businesses. This enables carriers to offload the saturated bandwidth on 3G and LTE networks.
Figures for 2013 put the total number of Wi-Fi hotspots owned by mobile operators worldwide at 6.5 million. That number is forecast to grow 62 percent by 2018 to 10.5 million.
The Juniper report thinks that small cells — femtocells, or low-power cellular base stations typically designed for use in a home or small business — will account for an increasing share of the data offloaded.
Juniper Research Chief augur Nitin Bhas said that with WiFi-integrated small cells, seamless data services can be extended to non-cellular devices as well, such as cameras and WiFi-only tablets, offering operators the opportunity to develop new revenue streams.
WiFi offloading currently offers a good solution to cellular data bottlenecks, but operators cannot rely solely on residential customers to carry the bulk of the data.
“Operators need to deploy [their] own WiFi zones in problematic areas or partner with WiFi hotspot operators and aggregators such as iPass and Boingo,” Bhas added.
Juniper and IBM have decided to work together in a bid to provide customers with improved mobile facilities, look at Internet of Things (IoT) applications and plumb the world of big data.
IBM said that the two companies will work together to deliver high performance network analytics to speed up enterprises, reduce costs, and provide better end user applications.
IBM and Juniper have worked together for a while, but are now devising the integration of Juniper’s MX Router Service Control Gateway with IBM Now Factory analytics.
Other future developments will include providing visibility of subscribers and the ability of CSPs offer automated services based on data. Juniper will use IBM Analytics to understand data flows and self configure and optimise network operations.
Juniper will also integrate IBM Analytics features into its own Cloud Analytic Engine.
Bob Picciano, a senior VP at IBM, said: “Integrating predictive analytics directly into the stream of data processing – and embedding into the network of CSPs – will help to ensure the reliability of the network.”
While there was only moderate growth for security appliances in EMEA during the second quarter of this year, Cisco has the most market share.
That’s according to technology market research company IDC, which said the market in Q2 was worth $654.80 million, a rise compared to the same quarter in 2013 of 6.2 percent.
Cisco has 20.2 percent revenue share, up one percent year on year.
The runners up in shipments during the quarter were Check Point (17.5%), Fortinet (8.5%), McAfee (6%) and Juniper (5.5%), with the others commanding 42.3 percent.
However, McAfee’s growth between Q2 2013 and Q2 2014 was a massive 66.9 percent, IDC said.
Unified threat management (UMT) was the fast growing security appliance product category – that’s the eighth consecutive quarter and UTM appliances account for 48.4 percent of total vendor revenue.
A three-fold jump in mobile ad spend over the next five years has been predicted by Juniper Research, up from 2013’s $13bn to in the region of $40bn per year.
All the usual suspects are cited as reasons for this growth, including better use of analytics and more innovative ad formats.
But the report highlights the disproportionately low levels of ad spend on mobile – the one device most people keep with them, or close to them, all day every day.
A historical lack of effectiveness on the part of mobile advertising may have held back any appetite to invest heavily and can be attributed to imprecise monitoring and measuring, according to Juniper. As the means to measure the ends improves, so spending on mobile advertising will become more of a science and less of an art – leading to an increase.
Sian Rowlands, a research analyst at Juniper, the author of the Mobile Advertising Report, explained: When a person is carrying out a task on their mobile device, they are often focussed solely on that task, whereas we see for people who watch TV, they are often multi-tasking, or on their phone at the same time. Furthermore, viewing on mobile devices and tablets is increasingly replacing TV viewing. Due to these factors, we would say that mobile is seeing a disproportionately low ad spend versus TV, and other formats.
By comparison with the $13bn spent on mobile advertising this year, TV annual ad spends are estimated to be between $150bn and $300bn.
“I would say this low mobile ad spend is attributable to the fact that mobile adverts have been, in some instances, quite ineffective,” Rowlands continued. “However, as we move towards a time when targeting capabilities and purchasing mechanisms improve, I believe we’ll see mobile advertising reach its full potential.”
Other Key Findings from the Report Include:
- The fastest growing region, in terms of mobile ad spend, will be the Indian Subcontinent. Spend here will increase four times from 2013 to 2018.
- Advertisers can increase conversions by simply adding mobile optimised features, for instance a ‘click to call’ button, or by linking to the correct app store.
The “Mobile Advertising – It All Ads Up” whitepaper is available to download from the Juniper website.
Enormous company Juniper Networks has announced the Juniper Partner Advantage Services scheme, in addition to the 2012 launch of the Partner Advantage Program. The idea is to give partners a way to differentiate their brands and offer incentives for market performance.
Partner Advantage Services will bring in two new specialisations. These are Partner Support Services, which offers partners different tools and services to improve their businesses, and Partner Professional Services, which places an emphasis on helping partners expand their services segments.
Those specialising in Partner Support Services will get access to new course offerings like the troubleshooting cert, Juniper Networks Certified Support Professional, for enhancing practices in the routing, switching, and security markets. They will also get access to advanced support engineers from Juniper’s technical assistance centre.
Partner Professional Services seeks to boost Juniper and its partners’ capabilities in the professional services sector, offering help for generating more revenue and improving customer services.
Emilio Umeoka, senior veep for worldwide partners at Juniper, said the offering “amplifies” the company’s investment in partners and services “by providing unique tools and opportunities that will help drive growth, increase profitability and reward partners that deliver a truly remarkable customer experience”.
Free to play games are set to drive app ecosystems, leading the charge of the 160 billion plus consumer apps Juniper Research expects to be downloaded by 2017.
In Juniper Research’s report, Future App Stores: Discovery, Monetisation & Ecosystem Analysis 2013 – 2018, the analyst house found the majority of downloads will be in the games category. 40 percent or more downloads are expected to come from this segment.
We can expect an increase in social network functions in these games – not only in terms of leaderboards but to promote the apps themselves.
But developers are still working out the kinks when it comes to monetisation. There is a downward pressure on pricing which often means paid-for apps need to be enormous hits to get the pay-off from investment. This will, Juniper thinks, lead to more free to play games as it becomes the most popular option at the point of download among consumers.
The app store model itself, according to Juniper, has already cut out network operators from grabbing their share of the profit.
Report author Siân Rowlands said that it’s still possible to squeeze cash from customers through carrier billing, which can be popular for customers without a bank account. “However, operators must realise they won’t see as great a revenue share as they did during the pre-app store era,” Rowlands said.
It’s predicted that just five percent of apps will be paid for at the point of download in 2017 – less than 6.1 percent this year.
App-Connected vehicles could reach 20 percent of consumer cars in Western Europe and North America by 2017, research has suggested.
In its latest report into this sector, Juniper Research said the trend will be driven by new standards, stereos, head units and high smartphone ownership, which could fuel around 90 million connected cars within the next five years.
It added that the success of new standards such as MirrorLink will be instrumental in creating the foundations for the connected car ecosystem to flourish.
Although traditional embedded telematic services will go some way to pushing this trend, Juniper said that smartphone tethering and in-vehicle Apps would be the key drivers, and have a knock on effect on the price of vehicle manufacturers’ own embedded telematics infotainment services.
“Sky-high smartphone ownership and a standardised approach to integrating apps into the vehicle head-unit mean that the barriers to making the connected car a reality have all but gone,” said the report’s author Anthony Cox.
However he pointed out that there would be negative factors holding back the growth and that was slow development of the new vehicle market in developed economies.
Juniper Networks is pondering its future after talks to try to sell its assets last year fell through.
According to Reuters , a cunning plan is being hatched up which could see it buying more companies to bolster the security and enterprise business, with a longer-term view of a sale or spin-off.
Last year, Juniper contacted about half a dozen competitors to see if any of them wanted its assets that handle networking for enterprise clients.
There was some talk that storage provider EMC was going to buy the outfit, however, EMC CEO Joe Tucci ruled that out.
One of the assets pitched was NetScreen, a maker of firewall technology that Juniper bought in 2004 for $4 billion. No one was interested because Juniper’s enterprise-oriented assets were a little elderly.
When asked at Mobile World Congress in Barcelona if he was going to sell NetScreen or other parts of the business, chief executive Kevin Johnson said he was a buyer not a seller.
He added that the enterprise business, which was only focused on security five years ago, had since grown into switching and routing.
But Juniper made a mistake in that it focused on its core business of wiring service providers such as mobile carriers. This resulted in it spreading itself too thin. Then it developed products which came out late and were buggy.
Reuters said the company had problems in that some of its investors moaning that it did not want Juniper buying more security products.
It said that Juniper was undertaking a “soul-searching” to claw back market share as a pure play vendor for service providers.
So far it has not come up with anything and it is tricky to do much when your share price is lagging.
It is probably kicking itself for not hearing the voice of one of its top NetScreen executives, Nir Zuk. Zuk had tried to get the outfit to build a new-generation firewall, but he was ignored. He left to co-found security startup Palo Alto Networks, which has since taken market share from larger rivals in the $17 billion network security market.
Something has to be done fast. In the fourth quarter of 2012, Juniper’s enterprise revenues were down 10 percent from last year.