Juniper has added Westcon-Comstor as a third UK distributor as the duo look to replicate their success onboarding new partners in other territories.
The pair today announced they have extended their existing EMEA partnership to the UK, as well as Ireland and France.
The move means UK partners will have three Juniper distributors to choose from in the form of Westcon-Comstor, Infinigate and Westcoast.
Talking to IT Channel Oxygen, Marianne Nickenig, VP Networking EMEA at Westcon-Comstor, said the distributor is aiming to extend its track record of onboarding new partners for the vendor to these new territories.
“We have a special onboarding programme (OCJ – Onboarding Customer Journey) that we have created together with Juniper,” Nickenig said.
“With this we have been super successful in countries like Spain and Germany and we want to replicate this success in the UK. We have heavily invested in employees, specifically for onboarding new customers for Juniper, who are paid only on their success with CAT3 [jointly onboarded] partners.”
The move comes after Juniper’s $14bn acquisition by HPE received shareholder clearance in April.
It also follows Juniper’s launch of its AI-Native Networking Platform earlier this year, the distributor emphasised.
“We showed [Juniper] that we take care of their renewal business with high attach rates and bringing their new technologies, AI, Marvis, security into the market,” Nickenig added.
Juniper and Westcon-Comstor already have distribution agreements already in place in Benelux, Cyprus, DACH, Greece, Italy, Malta, Portugal, Spain, Sub-Saharan Africa and UAE.
