Pursuing White Space
Juniper still maintains a small share of the overall market – it stands at less than 6% in total. However, channel leader Gordon Mackintosh described this as a “tremendous opportunity” – something backed up by the growth momentum presented in the company’s financials this week.
“There are hundreds of thousands of accounts, based on our market share, that haven’t bought Juniper yet. So do the planning and due diligence to determine exactly who we’re going to go after together,” Mackintosh told partners.
The firm is adding incentives to partners, specifically around white space and new logos.
“We’re not going to slow down,” he said. “Some of our competitors are, but we’re not. Why should we? We are going to invest significantly over the forthcoming years.”
