Cisco Facing Stronger Competitive Alliances

By Lawrence Walsh  |  Posted 2010-03-02 Email Print this article Print
 
 
 
 
 
 
 

This morning’s news about a new alliance between Juniper Networks and Websense couldn’t have been welcomed to the folks over at Cisco Systems. It’s just the latest in a series of alliances designed to tighten the competitive noose against an increasingly isolationistic Cisco.

Yesterday morning's news about a new alliance between Juniper Networks and Websense couldn’t have been welcomed to the folks over at Cisco Systems. It’s just the latest in a series of alliances designed to tighten the competitive noose against an increasingly isolationistic Cisco.

First, the news.

Websense, a leader in Web and content security, announced this morning an alliance to bundle its Web Security Gateway and Data Loss Prevention (DLP) technologies on Juniper's SRX Series Services Gateways. In the two company’s words, "The joint solution simplifies network topology and consolidates security functionality to optimize network service and performance."

From my perspective, the alliance is significant in three ways. First, it consolidates security and networking functionality into a holistic solution that’s easier to deploy and manage by the customer. Second, it provides a richer value proposition for both Juniper and Websense when they go into deals against Cisco’s ASA security appliances. And third, it expands the potential market penetration for both Juniper and Websense since partners will have access to both vendors’ products.

The deal is actually a pretty big win for Websense, since its content and Web filtering technology is often dependent on a primary security and networking sale to create an opportunity. Being bundled with Juniper gear means its filtering and DLP technologies won’t require as much of a sales push.

And that’s the point of such alliances, especially when they’re lined up against Cisco.

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Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.
 
 
 
 
 
























 
 
 
 
 
 

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