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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

Which way to go.jpgIn 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.”



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