How Will Strategic Alliances Drive Revenues for Juniper Networks?

According to Juniper Networks’ (JNPR) chief customer officer, Vince Molinaro, the company has selected six global strategic alliance partners to complement Juniper’s capabilities and portfolio. Molinaro stated that, “Each of these alliances bring their own relationships, but they also bring scale and business value to the overall selling process, and the differentiated value proposition to customers, dimension data embeds Juniper’s routing switching security, orchestration portfolio into their broad network portfolio as well as their data center solutions.”

IBM (IBM) embeds Juniper’s service control gateway into the “Now Factory.” Juniper is now a part of the cognitive and analytic solutions that IBM delivers. IBM’s Now Factory offers insights into how people use and interact with a “proliferation of data services.”

Juniper has partnered with Europe-based (EFA) Ericsson (ERIC) as well. Ericsson embeds Juniper’s products into its mobile solutions, routing, switching, and security segments. NEC and Amdocs have embedded the Juniper portfolio into their SDN and virtual CPE solutions. Juniper’s partnership with Lenovo (LNVGY) will bring a presence in China (FXI), with hyperscale enterprises and telecom companies.

Juniper has introduced the Juniper Partner Advantage Program to reach a broader range of customers around the world. According to Molinaro, “Our commercial engine is really designed to extend our reach to the broad market and it serves as an incubator engine for our future customer teams.”