Juniper Networks has been below scrutiny this yr due to a string of disappointing earnings studies and its exposure to a gradual North American carrier company market. it's also taken just a few knowledgeable knocks for QFabric, the converged records middle gadget that Juniper unveiled to much fanfare 18 months in the past but on whose accurate client adoption ranges Juniper has been vague.
some distance below all that high-level dialogue, besides the fact that children, Juniper is successful QFabric converts among its channel trustworthy, who liken the QFabric rollout to Juniper's in a similar fashion criticized enlargement into Ethernet switching nearly five years in the past. They applaud what Juniper's executed so far to power channel revenue -- principally following the introduction of a QFabric device supposed for midsize statistics facilities -- and exact Juniper companions are investing noticeably to evangelize the platform.
consumers are kicking the tires, partners say -- QFabric is a long-haul wager, now not a brief-time period gratification.
[Related: Juniper CEO: Innovation Trumps Market Uncertainty To Drive Partner Success ]
"The story resonates with consumers because you're giving them an upgrade route," mentioned George Miller, vice president of income, provider provider at Torrey aspect, a Sunnyvale, Calif.-primarily based solution issuer and Juniper's 2012 Americas partner of the year. "Many see it as an evolutionary step, and as they add applications, they can construct their statistics middle in pods. Most organizations are seeking for six-nines [uptime] at the present time. so that reliability needs to be ensured, and so does predictive performance, and also you get that."
Torrey factor has two colossal-scale QFabric revenue near completion, Miller said. normal, Torrey element is focused on QFabric at tier-two and tier-three provider providers and at better companies looking to revamp their facts core structure. Miller does think, despite the fact, that the M-level QFabric, which Juniper rolled out this summer season to extend the QFabric purview to midmarket customers, will expand the providing's appeal and possibility for more Juniper channel partners.
subsequent: Is Juniper's QFabric promoting?
QFabric itself isn't one single product, but somewhat a set of devices and software, which starts with accurate-of-rack QFX switches and comprises interconnects and a device management platform intended to provide more suitable manage of information middle belongings.
formally unveiled in February 2011 after three years below construction as venture Stratus, QFabric is the important thing to Juniper's pointed out approach of "flattening" the usual three-layer statistics middle into anything that consumes less power, wants less gadget, and is way more convenient to manipulate. QFabric competes against a galaxy of other statistics core companies, from Cisco, Hewlett-Packard and Dell to Brocade, extreme and Alcatel-Lucent, all of whose visions settle somewhere in the converged networking/records core chance.
Sunnyvale-based Juniper hasn't provided many details on QFabric adoption, although it instructed analysts during its second-quarter convention name in July that it now has 200 customers for QFabric -- including systems integrator usual Dynamics -- up 50 because the first quarter's reported a hundred and fifty purchasers.
during the name, Juniper described QFabric nodes as having "very good uptake" within the quarter but was now not particular about what consumers are purchasing -- "node" consumers could be these basically buying QFabric switches and never purchasing into the whole infrastructure-plus-interconnect-plus-management-application imaginative and prescient.
certainly, to both companions and analysts, it be complicated to get a tackle on how well QFabric has been obtained through the market.
"I think it's a very good vision, however this is a market the place vendors are relocating to stacks and people who would not have stacks are aligning themselves tightly with folks that do. I do not know the place QFabric suits into that," Zeus Kerravala, founder and important of ZK analysis, advised CRN. "it's hard to get any actual feel of no matter if it basically works or not as a result of loads of the consumers up to now are best the usage of the appropriate-of-rack switch."
QFabric is asking a lot of customers, Kerravala referred to, because it is a data center overhaul and an investment in a imaginative and prescient it really is singularly Juniper's vs. carriers in basic terms pitching switches and different infrastructure that are a part of multivendor environments.
said Kerravala: "if you've got Cisco's market share, you could take that strategy. in case you've got Cisco's channel, that you would be able to take that strategy. but Juniper has neither."
"it's no longer the easiest promote," stated the correct earnings government at a national Juniper accomplice, who asked that his name not be used because he's pitching QFabric to a couple of customers. "it is a proprietary play -- in case you get right down to it, you are asking purchasers to tear and replace. this is an all-in type of decision for consumers which are nevertheless risk-averse and do not wish to spend a ton of money."
subsequent: Juniper ambitions The Midmarket
With companions, analysts and different industry observers starting to question QFabric's initial momentum, Juniper is extra aggressively promoting QFabric to different types of information center customers. one in all its most essential moves in that regard came in June, when Juniper established the liberate of a midmarket-centric edition of QFabric, scaled down for valued clientele who don't seem to be service providers or enormous enterprises, but rather midlevel agencies with fewer information center needs.
The essential change between the -G stage QFabric system, QFX3000-G, it is been transport for the previous 12 months, and the -M gadget that just arrived, is that the -M equipment has a unique interconnect equipment, the XFX3600-I, it truly is a set kind-aspect unit lots smaller than the -G device's QFX3008-I.
in response to Denise Shiffman, Juniper's vice president of advertising, commercial enterprise techniques, fewer than 10 Juniper partners promote the -G system QFabric. although, Juniper has roughly 450 select- and Elite-degree partners qualified to promote its statistics core items, and about 80 of those sell the conclusion-to-conclusion Juniper servers, storage and networking portfolio. Juniper's statistics core consultants, a bunch within its ordinary global channel guide group of workers, are pushing QFabric sales via that community principally.
Pricing for QFabric is constantly client-specific, counting on the variety of devices and software licenses mandatory, the variety of consumer sites, and how straight away shoppers are alongside the improve course from, say, 10 GbE to 40 GbE. list cost constantly lands on about $1,000 per 10 GbE port,but Juniper executives -- and a couple of companions -- validated to CRN that Juniper is providing qualified solution providers special pricing to aid catalyze QFabric offers.
Frank Vitagliano, Juniper senior vice chairman of partners, Americas, mentioned Juniper is focused on constructing the possibility intentionally -- with partners that take into account statistics middle and should construct QFabric's market presence as solutions, not as line gadgets and change resale. moreover proof-of-conception labs and other components, Juniper chosen 30 answer providers to which it's offering advanced sales and technical practising on the QFabric possibility.
"You need to start someplace," Vitagliano advised CRN in an interview at XChange 2012 in Dallas. "for those who get into it, it's the partners that take note the information center who right away gravitate to it and who bear in mind what we're trying to do correct away. it's less demanding to teach those companions than it's to transition latest companions into information core or discover a associate attracted to information middle and help them construct that practice. that is truly tough to do."
additionally key to Juniper's QFabric expansion are two information center-centric distribution relationships: Ingram Micro, which has carried Juniper for decades as its strategic broadline partner, and Arrow, which Juniper added in October 2011 to specially target the data core probability.
Arrow, in selected, will show beneficial as Juniper looks to construct converged networking, storage and statistics middle solutions around QFabric with technologies from other companies.
"Arrow has that large relationship with IBM, they are NetApp's largest man, so if you happen to start looking at how to create a bundle in impact to compete in opposition t the Vblocks and that stuff, who more suitable to try this?" Vitagliano referred to. "We're in that technique now."
subsequent: Juniper partners Make The bet
One Juniper answer provider firmly at the back of QFabric is Santa Clara, Calif.-based mostly InterVision systems, which has partnered with Juniper since 1999. The company sees QFabric as the next evolution in a software and converged systems strategy from Juniper that logically stems from the records switching platforms it rolled out more than 4 years ago during the emphasis on Junos, its cross-practical network OS.
"We're very at ease with Junos and have lots of happy valued clientele there," referred to Jason Gress, InterVision president and co-founder. "So we might been close to the development of QFabric and, with customers, we have paved the way for the chance they might go QFabric. We believe it be going to be successful and are within the center of testing."
As of August, InterVision had not yet achieved a QFabric sale, but the enterprise has invested about $500,000 in hardware, utility and components for QFabric lab tests and to fully equip itself for explaining and demonstrating the price of the system to shoppers.
InterVision's guess is that QFabric eventually will sway valued clientele taking expertise of longer sales cycles, really placing the technology in the course of the paces and understanding how transformative a mannequin it can also be for the subsequent decade.
"where we're in the revenue cycle is that customers now have adequate pastime to take it to the subsequent step," Gress explained. "What you see with rising technologies like this is that a little bit of entrance-loading must take region. be aware the style Juniper rolled out its switching structures -- there was a little little bit of pensiveness, and market acceptance did not in reality start untll roughly 24 months. Now, we're very a hit with their switching platform. We accept as true with that being early adopters makes feel and that this can be very identical."
There are decent channel alternatives in both the -G QFabric equipment and the -M QFabric equipment, Gress talked about, which InterVision views because the "most important" QFabric and the "micro" QFabric.
"As a consumer grows, that you may scale that micro-cloth, and raise the interconnects and enhance the administration," mentioned Sean McGrath, InterVision's vp of know-how and professional services. "You get a single management aircraft, so the entire issue operates like a single, massive entity, with a real interconnect. Oh, and it additionally conforms to the latest DCB [data center bridging] and SOE [standard operating environment] specifications, which different providers can also or may additionally no longer be able to agree to."
Gress and McGrath additionally just like the conception of QFabric-centric data middle "bundles" the usage of expertise from simpatico carriers.
"not all shoppers are looking to standardize on Cisco," McGrath observed. "So there can be a stronger play if Juniper got its business relationships collectively."
published SEPT. four, 2012
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