The VAR Guy

The partnership between Dell and Juniper Networks has already resulted in an agreement calling for Dell to resell Juniper’s EX Series Ethernet Switches and SRX Series Services Gateways under its PowerConnect brand. Future plans include adding Juniper’s MX Router series to the lineup, rounding out Dell’s network infrastructure offerings. So what’s in it for channel partners?

The ongoing Dell-Juniper relationship could be great news for Dell’s customers, who can now enjoy the functionality and reliability that Juniper’s products are known for. Dell further explains the relationship in this Dell-produced video:

Dell has made a smart move in joining forces with Juniper, a move reinforced by Juniper’s plans to build a low-cost secure gateway router aimed at the SMB market that Dell can add to its portfolio. The whole lineup will have the moniker Dell PowerConnect J-Series (not to be confused with Juniper’s J Series – a different lineup altogether).

Channel Reality Check

Dell’s expanding solution provider base, too, will reap the benefits of the partnership through a more complete portfolio offering and the benefits of selling such solid machinery. And because the products are listed under the Dell brand, there are no messy multivendor channel rules and regulations to deal with.

But where does that leave Juniper’s channel partners?

• Has Juniper done a disservice to its existing channel partners by expanding its footprint with Dell?
• For resellers that already work with Dell and Juniper, will partners remain loyal to the Juniper brand or switch to the Dell-branded Juniper offering?

Those of us who have been in the channel long enough remember the OEM printer deal Dell struck with Lexmark, and what a disaster the deal turned out to be for Lexmark. Let’s hope the same doesn’t happen here to Juniper.

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