‘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

DQ Channels - - Cover Story - NIVEDAN PRAKASH and PRIYANKA PUGAOKAR (nivedan.prakash@gmail.com, priyankapu@cy­berme­dia.co.in)

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

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