Key to the Next-Generation Network: Partnerships

Aruba Networks (ARUN) and Juniper Networks (JNPR) last week announced a partnership that would enable the partners of both companies to offer wired and wireless solutions for converged networks. This is a good deal for Juniper partners and Aruba partners alike. Here’s why.

First off, partners of both vendors recognize their customers understand BYOD isn’t a fad. They also know that eventually, bring-your-own-device will bleed into the Internet of Things, creating a massive need for robust networks that can handle the onslaught of devices needing access. Granted, these companies aren’t banging the doors down to upgrade their networks, but it is starting to weigh heavily on their minds, and the solution providers who start the conversations now about network upgrades will be better off down the road.

Second, while each vendor’s partner knows these converged networks need to happen, they also know neither company can do it end to end. Juniper has a great solution set for wired networks, but its wireless lineup is limited to 802.11n. Aruba’s bread and butter is wireless—specifically, 802.11ac, which is what these new BYOD and IoT networks need. Otherwise, latency and drop-offs will abound. Life will be very, very miserable for users of wireless access points that are not 802.11ac. Unhappy users yell at IT, and in turn IT yells at the vendor and the solution provider who recommended the technology. And that’s not good business for anyone.

Third—and this is the most important—both Juniper and Aruba recognize that to keep their partners happy and selling, they need to provide the right solutions. Through an end-to-end converged networking solution, partners of both companies have the opportunity to sell upgrades to current networks, total infrastructure builds (or replacements) and even sell downmarket.

The agreement calls for Juniper to make available key software elements and new programmable APIs to enable what it is calling “the High-IQ enterprise.” In other words, Juniper and Aruba aren’t just letting each other’s partners raid the cupboard; the two companies are working on easing the integration of their technology to create a seamless experience for the end user and (hopefully) easier installation by IT.

We need more technology partnerships such as this. In a world where no vendor can claim an end-to-end solution set anymore, solution providers are well-served to work with vendors that understand the importance of providing a solution made up of offerings from different companies is better than providing no solution at all.