Juniper Unveils 'The New Network'

By Lawrence Walsh  |  Print this article Print

Juniper CEO Kevin Johnson and other executives tell resellers at the Americas Partner Conference that a flat, optimized network will become the platform for efficient, scalable networks, and call for partners to join in the network and data center transformation.

On the back lawn of the Arizona Biltmore, Juniper Networks erected a string of letters that signifies the theme for the company and the Americas Partner Conference: "The New Network."

CEO Kevin Johnson took the stage this morning to open the conference by asserting the networking and security company’s commitment to re-create the networking paradigm and create a flat platform that makes networks and data centers more efficient, scalable and cost-effective.

"There are growing sets of challenges and growing opportunities. We are at an inflection point, and whenever there is an inflection point, decisions have to be made," Johnson told the several hundred partners gathered at the event.

The importance of partnership with resellers, carriers, distributors and integrators was underscored by Johnson, who noted Juniper’s growth through its channels. In 2009, branded services through partners grew more than 10 percent; sales through distributors rose 11 percent; and enterprise sales jumped 20 percent. More significant is the growth in partner sales of complete systems that span the Juniper portfolio. This historical and continuing growth is why Juniper is looking to its partner community to adopt "The New Network" strategy. 

The central theme of "The New Network" is Juniper’s vision for disrupting the three-tier architecture of conventional network design. Johnson and other executives introduced the concept of Juniper’s operating system—Junos—and other software packages—Junos Space (network management) and Junos Pulse (client applications) creating the fabric of a network platform on which applications are built and run better.

"Innovation is required, and we’re all-in," Johnson told the crowd. "We believe the bet you should make is with Juniper."

With the exception of some product comparisons, Juniper executives steered clear of invoking the competition—most notably Cisco and Hewlett-Packard. Instead, they focused on collaboration, partnership and open systems. Johnson and others returned to two common messages: the need for open, flat platforms and how partners will deliver single-tier systems to their customers to improve the data center and application usage experience.

The presentations delivered by Johnson, Junos Space chief Mike Harding and Global Enterprise Sector Chief Peter Bolt sounded like a mix of technology innovation and a call to arms for the next-generation networking systems. Unlike the rhetoric delivered at the recent Cisco and HP partner conferences, Juniper’s battle cry is more about making investments in the future.

"You have to make a decision to become part of the transforming of the industry. We’ve made our decision, and we’re all-in. If you make the bet on Juniper, we’re going to make the investment in you," Johnson said to the partners.

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.