.: Case Studies

Market-challenger Juniper Networks pigeon-holed in core router category segment with leader Cisco Systems. Sales and channel teams lacked competitive differentiation of Juniper’s technical or marketplace offerings. Lead the market evolution of Juniper’s traditional core router marketspace into the adjacent edge router market as well as cable and mobile vertical markets. Create compelling 3rd party market content to highlight Juniper’s industry-leading Total Cost of Ownership (TCO). Produced TCO study on Juniper products vs. Cisco routers, still the company’s leading head to head advantage touted by Juniper sales and channel teams Primary launch spokesperson, presenter at numerous industry conferences on Juniper’s high-end Service Provider product and market strategy Launch leadership - market positioning, industry and channel education - on Mobile (GPRS) and Cable (CMTS) products for service providers >> Case Studies Home Page