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Juniper Networks India Pvt Ltd, the Indian arm of California-headquartered Juniper Networks, plans to grow its market share from seven per cent in India in 2009-10 to 15 per cent in 2014-15 and has roped in McKinsey to evolve a strategy to achieve this target.
“To grow our market share, we are targeting high growth sectors like telecom service providers, Government, defence, finance, and the IT and BPO,” Mr Ravi Chauhan, Managing Director - India and SAARC, Juniper Networks India Pvt Ltd, told Business Line .
Mr Chauhan said that Juniper India was aggressively pushing relationships with users in India.
“We have built a core team and we have a win rate of over 50 per cent.”
He said that the market in India for products sold by Juniper and competitors like HP and Cisco was around $1 billion in 2009 and would expand to $2.4 billion in 2015.
The prevailing technology scenario, which consists of data centres, wireless devices and the broadband required to connect them was one of the areas that would enable the company to meet its stated targets, said Mr Chauhan.
“To address data centres in the cloud computing era, we launched QFabric in February 2011 to enable companies to increase revenue, cut costs and improve customer satisfaction.”
Juniper in the US went on an acquisition spree in 2005 and acquired five companies that year. After that, there was a gap and the company acquired three more companies in 2010, with no acquisitions in between.
When asked about this, Mr Chauhan said, “Acquisitions can get messy very fast”. He said that Juniper wanted to only acquire companies that would meld with Juniper.
Mr Chauhan said that the company spends around 22 per cent of its revenues on R&D as compared to Cisco and HP, which spend around 13 per cent and 2.6 per cent respectively, but the flip side of being very strong on technology is that the company is not perceived as having strong marketing skills.
Acknowledging this, Mr Chauhan said, “God does not give everything to everybody”.
He said that the company had recently hired Ms Lauren Flaherty as the worldwide head of marketing and she was rebranding the company and sending across the message that the company was more than a router manufacturer.
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