‘PARTNERS ARE EXTREMELY VALUABLE TO TAKE...’
In a candid interaction with the DQ Channels, Mrityunjay Kumar, Country Director, Enterprise and Channel Business (India-SAARC), Juniper Networks sheds light on the company’s channel policies and future roadmap
In a candid interaction with the DQ Channels, Mrityunjay Kumar, Country Director, Enterprise and Channel...
Being a leading networking company, how do you align yourself with the Smart City concept?
Mrityunjay Kumar: Being a networking company, there are lots of opportunities for Juniper. This is an infrastructure which is built for over billion of people. The complexities involved and the scale involved is enormous. Therefore, it is exciting for us because we really fit the bill when it comes to mission critical scale performance and building such networks. We see lot of excitement with Juniper playing a crucial role in some of the initiatives of government of India. I see huge potential for Juniper to come at front and center and do enable the government execute these projects successfully. How do you gear up to capitalize on growth opportunity brought up by the next Generation technologies? How do you align with IOT and SMAC which is a big buzz in town currently? Mrityunjay Kumar:
Juniper’s history has been a history of innovation. We have been innovating in all spheres of our lines of business. We feel that we are geared up to lead this transformation into the next era. Therefore, relevancy for Juniper products for customers and partners is high in terms of partnership. We also ensure that we are providing cutting edge technologies ahead of time. We are enabling the customer transition to cloud. We have a great focus on building cloud that is open, elastic, simpler and making sure that it is built in such a manner so that the real benefit of cloud such as operational efficiency and agility is achieved. We see a critical role for Juniper for building cloud and we are working very closely with those cloud providers and Telcos who are looking to virtualize their edges. We are working with several SaaS and IaaS providers for building massively scalable data centers. We see a clear role for us in enabling cloud and making sure that our Telcos customers, large enterprise customers, government and banking customers really take us as a partner in this journey. We have a lot of technology partnerships and we work with several partners and technologies to really take solution to the next level of simplicity.
The software defined concept is still being evaluated. So how soon you think it will become a reality?
Mrityunjay Kumar: The real benefit of cloud will be realized when one will start to enable technologies around SDDC, SDN and SDS. We are at the right track to make it happen. We have 40 plus customers those are already engaging with Juniper at SDN trials and this number is growing at every month. We see that adoption is happening, however, there is lot of education the companies and ecosystem like us needs to do. Does this a call for realignment of your marketing strategy? Mrityunjay Kumar: We believe that we have got excellent products and our strategy is aligned to offer business needs of customers. Our partners are crucial for our strategy. Partners listen to Juniper and embrace innovation. For benefit of both company and customers, we keep our strategies simple and aligned to the right vertical market. Our marketing is playing important role in getting brand visibility in front of the customers. Where does India stand in terms of adoption of emerging technologies? Mrityunjay Kumar: India is pretty much at the right pace. There is a great amount of awareness among Indian CIOs and it is across the vertical markets we operate in. You mentioned that Juniper has a vertical focused approached. So how you make sure that partners build those expertise as per technology? How do you give them a push so that they are at par with the changing trends in the market? Mrityunjay Kumar: We have very vibrant chan- nel policies like Juniper Partner Advantage (JPA). JPA is aligned to the vertical market we are engage in. We enable our partners to ready for future change. We have a combination of partners right from large SI partners to value added regional partners. Partners are extremely valuable to Juniper in taking the company new domains and vertical where we want to grow. We incentivize them more. They are invited in the Juniper internal summits. Partner who work with Juniper have good amount of profitability. The whole our future strategy will be revolved around partners skills and ability to deliver the projects. What are your marketing plans ahead in 2015? Mrityunjay Kumar: We will be looking at new verticals. For that we need to be relevant to customers and partners. We are looking at very focused vertical markets. Telcos, Web , Cable, Banking and Finance are the key focused areas for us in 2015. Apart from that automation is a key thrust area for Juniper. We are going to build massively scalable database centers. At the same time we will continue to engage in networking, security, switching, routing etc. To enable it we are going to have right set of partners.
Partner who work with Juniper have good amount of profitability. The whole our future strategy will be revolved around partners skills and ability to deliver the projects
Mrityunjay Kumar, Country Director, Enterprise and Channel
Business (India-SAARC), Juniper Networks