Two of InterVision’s top vendors, Juniper Networks and Aruba Networks, announced a partnership last week to develop and market converged wired and wireless network solutions to customers through the channel. InterVision has long-standing relationships and full professional services offerings with both of these companies. When asked by CRN and TechTarget to comment on the news, I outlined three reasons why this partnership makes sense: Complementary Technologies, Visibility, and Choice
1. Complementary Technologies
Juniper has had enormous success with their switching line over the years and remains competitive in terms of pricing and features. InterVision partnered with Juniper in 1999 and we have deployed thousands of EX and QFX switches in data centers and campuses for SMBs to enterprises. Earlier this year I blogged on the announcement of the new QFX5100 switches and Virtual Chassis Fabric. InterVision has also sold Juniper’s line of 802.11n WLAN products, which are based on their 2010 acquisition of Trapeze. It’s a solid product, but doesn’t have the innovations or capabilities of Aruba’s 802.11ac product line. Partnering with Aruba gives Juniper a much more robust WLAN offering.
Aruba has a strong and growing WLAN product portfolio with innovations like ClearPass and Airwave. InterVision partnered with Aruba in 2008 and have expanded our practice to become a Gold partner with a full range of WLAN professional services. Two of our larger Aruba deployments are new WLAN for 150+ branches for a national bank, and a WLAN retrofit underway for a 45,000-employee global computer manufacturer. However, we’ve seen tepid demand for Aruba’s switches, which don’t have the features or competitive pricing of Juniper’s line. Partnering with Juniper means Aruba can pair best-in-class Juniper switches with their WLAN solutions.
2. Visibility across the Network
What is the main benefit for customers? Customers want full visibility across their wired and wireless networks to simplify management and troubleshooting. Juniper’s Network Director is a great solution for managing their switches, while Aruba’s AirWave and ClearPass deliver best in class security, management and BYOD capabilities. With this partnership, Aruba’s management capabilities can be fully integrated into Network Director, resulting in a better customer experience.
Will the Juniper-Aruba partnership make them more competitive against single-vendor infrastructure providers as some analyst reports say? Yes. The reason is that it’s easier to sell and deploy best-of-breed technologies if they have been integrated and validated, especially when competing against a single-vendor incumbent. Aruba has already proved its ability to win against Tier 1 networking vendors, and this partnership will make it much easier for customers to choose and justify an Aruba/Juniper solution in these situations.
In summary, this partnership is a great fit for Juniper and Aruba and makes sense for customers. Send me your feedback at email@example.com.