They're all trying to build the Cloud.
Of course, we help and support the customers who are Cloud providers, but there's also a whole set of other customers who for whatever reason are not going there.
So who's going to help them build their Cloud? I think this is where the forces are amassing — Cloud builders. So it all falls right in the sweet spot for Juniper and its partners.
Taking your history with Verizon and Barclay's, what are some of the lessons learned now being applied at Juniper?
All of it. You've got Verizon, which is a US centered company and a core carrier service provider. Then you have a London headquartered company — with offices in Africa, Singapore, New York, everywhere. Both roles span the spectrum of the kind of clients we at Juniper are catering to. There's a lot of common lessons, and some interesting differences, all experiences that I can bring to the job.
Juniper has seen quite a bit of senior staff turnover in 2012 and 2013 — is that an advantage for you starting a new direction, or symptomatic of problems in Juniper?
I am new here, I've only been here two weeks. But what I do see is a lot of experienced people. I think on the Channel side I have senior leaders with some 40 years experience from all over the industry.
And attrition, sometimes it just comes with the territory, and sometimes it opens up the fresh air for the others to move up. So I haven't been here for the last year or the year before, but the team that's on the ground here looks to me to be quite experienced.
There aren't that many companies that can pull off this kind of a show with this many partners.
External sales strategies aside — where do you want Juniper to be in 12 months' time?
I think that at the top levels to make sure that we are all acting as one Juniper. This may sound easy, but there are a lot of moving parts here — to focus our entire company around our customers, and really pull in our great 'go to market' people with our awesome 'art of the possible' people.
To help our customers, to start building that bridge of Clouds and high IQ networks, and getting them on the bridge. There is a lot of opportunity in 2014 for businesses. Typically it starts with the smart buyers, and then the rest will follow.
Five years from now this new market will all be normalised. All the methods and procedures we are creating will be well known and replicated, but that's the plan, that's our opportunity.
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