Are we up for the challenge? You’re damn right we are," said Juniper CEO Rami Rahim.

Christine Horton, Contributing Editor

February 3, 2023

6 Slides

JUNIPER PARTNER EXECUTIVE SUMMIT — “It’s time for us to have some swagger.”

That was the message from Juniper channel leader Gordon Mackintosh (pictured above) at this week’s Juniper Partner Executive Summit.

Channel Futures was there in Madrid, Spain, where the focus on the campaign Juniper is waging in the enterprise.

Juniper has attempted to penetrate the enterprise market in the past without a great deal of success. However, this push already appears more successful. Some have pointed to its 2019 acquisition of Mist Systems as a game-changer for customers. To that point, enterprise now represents 38% of Juniper’s revenues — the vendors’ largest vertical.

On top of that, Mackintosh revealed that Juniper aims to double its enterprise business over the next three years. At a high level, the firm wants to double its revenue across all segments within five years.

“Ninety-eight-plus percent of our business in the enterprise space goes through our partners. Not very many vendors could get on stage and make that statement,” Mackintosh said. “And we have no intention of changing that mix. Our goal is to double our enterprise business over the next three years.”

To achieve that, the firm is investing more in salespeople, brand awareness and lead generation.

“When others are starting to pull back, we’re going to be investing,” added Mackintosh.

“There’s a difference between arrogance and confidence. For me, we have earned the right to be confident. Perhaps it’s time to have a little swagger. A little bounce in our step — a little partner swagger,” he said.

See the slideshow above to see how Juniper plans to get its swag on.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Christine Horton or connect with her on LinkedIn.


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About the Author(s)

Christine Horton

Contributing Editor, Channel Futures

Christine Horton writes about all kinds of technology from a business perspective. Specializing in the IT sales channel, she is a former editor and now regular contributor to leading channel and business publications. She has a particular focus on EMEA for Channel Futures.

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