It has been 45 days since I joined PureWRX, to officially launch the business in EMEA, so it’s an opportune time to share some of the learnings from end customers, partners and colleagues.
The end customer.
PureWRX’s solves the ‘End of Sale’ challenge. During previous work at Hardware Manufactures, such as Brocade and IBM, I didn’t consider the end of sale a challenge. Rather I saw it as an opportunity to upgrade the customer by selling them the new – after all they had no choice. They had to buy from me and they had to buy now! I was wrong.
Over the past 6 weeks I have met with Multi National Tier 1 Service Providers across multiple countries. Once they have a Network that is up, running, stable, hitting the SLA’s and as a result satisfied customers, the last thing they want to do is make changes to that Network. So, what did they do historically? They bought from the Grey Market. In the main they followed this approach because they had no choice if they didn’t want to upgrade. We are now working with these customers to extend the life of the existing network, to maximize that sunk investment, which in turn allows them to ultimately invest in the new network infrastructure in a measured manner.
During theses weeks I’ve met with a lot of people in the Juniper organization – they really are a great partner. We are building momentum across EMEA that has already delivered results as we close this financial year and build for FY18 in January. One interesting case we are working on currently is a cloud solution. The client appreciates the technology, support and service from Juniper, however they have budget constraints. We have built a solution with Juniper Certified Pre-Owned (JCPO) that enables the client to have the technical solution they want on commercial terms they can afford.
The people at PureWRX.
Rolling out an International Business is not easy. We are running fast, learning quickly, and executing on opportunities to ensure customer satisfaction. We are all working long hours to keep up with demand that we are seeing from multiple countries, all of which have many different compliance and legal challenges. Where we don’t have Certified Inventory, we are sourcing and taking the equipment from Grey to Green.
Team PureWRX are pulling together to ensure we are successful, The End Customer, Juniper and PureWRX, a Team that I am extremely proud to be part of.
Vice President EMEA