Battle of the channel chiefs: This is the fourth in a series of interviews with channel heads from leading networking vendors dealing with data center network fabric and other emerging technologies. In part three, Avaya talks network virtualization architecture.
Juniper Networks has made strides this year, gaining lots of media attention and analyst recognition for its QFabric data center network fabric technology. QFabric is essentially a virtual data center chassis that manages multiple switches and other network components as one unit. The fabric reduces the number of network layers and connects switching resources directly to each other for higher speed and easier scalability.
QFabric may be exciting for partners, but it also challenges them to get trained in the new technology and to learn how to tell the data center network fabric story to customers. What's more, Juniper partners will face steep competition in this arena. QFabric competes against Alcatel-Lucent’s Enterprise Mesh technology, Cisco’s FabricPath and Nexus switches, Brocade’s One strategy and VDX switches and Avaya’s Virtual Enterprise Network Architecture (VENA).
But Juniper says the challenge will be worth the while for partners since QFabric will enable them to sell an overall architecture with interdependent components as opposed to selling point products.
To support QFabric, Juniper will offer partners extensive training for selling data center network fabric technology through a learning academy and on-site seminars.
In this podcast, Frank Vitagliano, Juniper Networks Worldwide Channels senior vice president, explains how QFabric technology will alter the market and the business of partners. He also addresses the growth of Juniper's EX switching line and how partners can stay competitive as switches become commoditized.
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