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Identifying Stakeholder is Key to Sale

by Juniper Employee ‎09-12-2013 12:19 PM - edited ‎09-12-2013 12:41 PM

In a ChannelPro UK interview, Juniper Networks' Henrik Davidsson offered resellers some advice for making successful security sales.


Juniper Networks last month released its annual third annual Mobile Threats Report, which revealed a leap in the number of hackers exploiting mobile users as devices become more central to consumers’ daily lives.

While bad news for consumers, the current landscape provides an opportunity for the channel to get closer to their customers, says the firm.


“It’s not just about an MDM or VPN solution or access control levels – it’s much more about the holistic solution required by the customer,” says Henrik Davidsson, Juniper’s director of security sales for EMEA.  “Resellers need to evolve to…understand the customers’ business needs and tapping into those rather than just selling them an insurance policy.”



Creating Business Value with Security… Can it be done?

by Juniper Employee ‎06-03-2013 08:57 PM - edited ‎06-03-2013 09:03 PM

Creating Business Value with Security… Can it be done?


Selling IT security is often seen as an insurance policy. Things can go really bad in your network, with your assets, devices, applications and so forth. All the bad guys are out to get you. This is indeed a reality and the threats are more sophisticated, targeted and hard to combat than ever before, in a world where you either know you have been hacked – or have been hacked and just don’t know it yet. At the same time organizations need to be more agile, increase their speed of innovation to be competitive in their respective industry without loosing productivity and control of their security. Is it possible?


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