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Guest Blog from Rob Kingma - Perspectives from last month's Global Partner Conference

by Juniper Employee on ‎02-07-2012 06:56 AM

Perspectives from our global partner community on the 2012 Global Partner Conference.


‘Disruptive Technology’ was a term I heard repeated in a number of the presentations given at the Juniper GPC held in Las Vegas last month and as the principal of a Juniper dedicated VAR it is was welcomed.

First coined by Harvard Business School professor Clayton Christensen in his 1997 book ‘The Innovators Dilemma’, Christensen points out that market leading corporations are not incentivised to capitalise on the potential efficiencies and cost-savings created by these technologies. Instead these organisations tend to defend their profits and business models by focusing on incremental improvements to the status quo.

For ICT Networks, disruptive technologies such as QFabric offer up opportunities for greater penetration of both the enterprise and service provider markets.They provide a ‘door opener’ to more Executive, Architect and Engineering discussions. They provide us the ability to grow our accounts list and revenues by selling todays’ solutions while
educating on tomorrow.

There is no question in my mind that we saw a revitalized Juniper team at the GPC, invigorated by the market success of the EX and wiser for the experience of the SRX release. This was evidenced by the sheer number of Executive one – ones carried out by the team during the conference.

Add all this to Junipers’ re-commitment to the partner community which is supported by a new Partner program, additional investment in training and partner marketing and I’m confident that we have a profitable 2012 to look forward to.



Rob Kingma is the CEO of ICT Networks and an avid studier and observer of sales and marketing processes and trends. ICT Networks is Australia’s only network integrator specialising in the Design, Integration and Operation of Juniper Networks’ complete range of Network, Security and Mobility solutions.


Connect with Rob on LinkedIn

About the Author
  • Boon Thau Loo is an Associate Professor in the Computer and Information Science department at the University of Pennsylvania. He is also a co-founder of Gencore Systems, a cloud analytics spinoff from the University of Pennsylvania. He is well-known for his research on programming and analysis tools for designing, implementing, and securing large-scale distributed systems. He received his Ph.D. degree in Computer Science from the University of California at Berkeley in 2006. Prior to his Ph.D, he received his M.S. degree from Stanford University in 2000, and his B.S. degree with highest honors from UC Berkeley in 1999. He was awarded the David J. Sakrison Memorial Prize (2006) for the most outstanding dissertation research in the Department of EECS at UC Berkeley, and the ACM SIGMOD Dissertation Award (2007). He is a recipient of the NSF CAREER award (2009) and the Air Force Office of Scientific Research (AFOSR) Young Investigator Award (2012). He has published 100+ peer reviewed publications and has supervised 6 Ph.D dissertations. His students include current tenure-track faculty members and winners of 3 dissertation awards.
  • Remarkably organized stardust.
  • I have been in the networking industry for over 30 years: PBXs, SNA, Muxes, ATM, routers, switches, optical - I've seen it all. Eleven years in the US, over 20 in Europe, at companies like AT&T, IBM, Bay Networks, Nortel Networks and Dimension Data. Since 2007 my focus has been on services at Juniper: support services, professional services, service automation. Our market is characterized by amazing technological innovations, but technology is no use if you cannot get it to work and keep it working. That is why services are so exciting: this is where the technology moves out of the glossy brochures and into the real world! Follow me on Twitter: @JoeAtJuniper For more about me, go to my LinkedIn profile:
  • Justin has held a variety of positions at Alternative Networks since 1997 including responsibilities for running sales, product management, marketing, and training functions. More recently he has been incubating a Wide Area Network division, and running cross sales in the enterprise sales division following an acquisition.
  • Justin Scopaz is senior director of Juniper Networks’ Worldwide Distribution organization. In this role, he is leading a global team driving worldwide distribution strategy, sales, and operations. Prior to Juniper, Scopaz spent nearly two decades at Ingram Micro in a variety of senior leadership positions. Most recently, he served as vice president and general manager of Ingram Micro’s Data Capture and Physical Security business units. He also had responsibility for major national partners. Based in Orange County, California, Scopaz is involved in both private and charitable organizations. He holds a B.A. in Business Management from California State University.
  • I manage the Professional Services department for a Juniper Elite reseller in Southern California. When not trying to keep my customers and engineers happy I also like teach Juniper classes and spread the word about the power of Junos.
  • Zoe Sands is Head of Digital Marketing at Juniper Networks and is responsible for digital marketing and social media across EMEA. She is an experienced Digital Marketer since 1997 with PRINCE2 practitioner status, during this period Zoe has successfully launched many new online innovations for Juniper Networks, Cisco, Dialogic, the Chartered Institute of Marketing (CIM) and Hyundai, including content managed and e-commerce based websites to integrated social media programmes. She has International exposure running projects globally, regionally and at a country level. Zoe’s approach is to create an environment where those around her can share her passion for the Internet and the opportunities it presents. She says sharing knowledge, championing and communicating the benefits of digital capabilities enhances both the user experience and offers additional online communication channels and business opportunities. Zoe has a blog ‘Learning and sharing...’ to share her experience of all things online marketing, social media, chat online, SEO, SEM and mobile related content. You connect with Zoe via LinkedIn or find her on Twitter: @zoe9 and @ZoeSands.
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