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By | Paul Kunert 18th June 2012 14:21

Juniper Networks eyes up EMEA distributors, axe in hand

If you ain't laying eggs, you could be going in the pie

Juniper Network's recently installed EMEA distribution boss admitted he has a "big job of work" to untangle its web of wholesalers across the region and determine which it wants to keep on board and which will be jettisoned.

Industry vet Will Hamber was confirmed as the networking firm's distie bigwig last month after joining from Edge-Core Networks. Prior to the Edge-core gig, he was EMEA channel sales director for HP Networking.

Juniper has more than 30 distributors across the region that Hamber will inevitably whittle down, but not before an "evaluation" process has concluded between now and year-end.

"It is a big job of work there, we are opening up some pretty large discussions," he told The Channel.

"The economic situation is not good so if we've got a lot of partners in one country it doesn't make sense," he added.

In the UK, Juniper works with eight distributors including Azlan, Espion, Arrow ECS, CMI Corporation, Avnet TS, Data Solutions, Westcon Group and Computerlinks.

Hamber claimed Juniper needs pan-regional distributors to manage global implementations, but also requires national partners too "because what works in the UK might not work in a country in Eastern Europe".

"We are evaluating [that landscape] but it is more difficult than saying we need two distributors per country; there are more variables," Hamber concluded. ®

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