Juniper Networks has cultivated a business in an environment in where the big tree is Cisco. The company designs and sells network infrastructure equipment used to deploy and manage services and applications across Internet protocol (IP) networks. Its products include routers, network traffic management software, virtual private network and firewall devices, data center and WAN acceleration tools, and intrusion prevention systems. Juniper sells directly and through resellers to network service providers, enterprises, government agencies, and schools. The company has resale agreements with Ericsson, IBM, and Nokia Siemens, and it counts Ingram Micro and Hitachi among its distribution partners. More than half of sales are made in the US.
Juniper gets about three-quarters of its revenue from the sale of its networking equipment products and the rest from services. Routing products generate 48% of total sales, followed by switching products, 16%, and security products, 10%.
The company relies on three contract manufacturers to produce its products – Canada-headquartered Celestica; Flextronics, headquartered in Singapore; and Taiwanese firm Accton Technology. In an effort at consolidation, it ended its contract with US-based Plexus in 2013.
The company does business in more than 100 countries. The US represents its largest market, accounting for more than half of sales. Europe, the Middle East, and Africa combined account for about 27% of sales, and Asia makes up 16%.
Sales and Marketing
Juniper sells its products directly and through distributors, resellers, and original equipment manufacturers (OEMs). About 65% of revenue came from service providers with the rest from corporate customers. In 2014, no customer accounted for more than 10% of sales.
Juniper’s revenue slid by $42 million to $4.63 billion in 2014 from 2013 as none of the company's products produced outstanding results. Sales of its security products were off because of the continuing decline of its longstanding Screen OS products and the sale of its Junos Pulse product line. Some of Juniper's newer routing products -- the PTX series and the MX series -- showed strength, but sales of its older edge routing platforms continued to sink.
The company's route to profit was detoured in 2014 as it lost $334 million, compared to a $440 million profit in 2013. The company took an $850 million goodwill impairment charge because of its security products problems and $207 million restructuring charge.
Cash flow from operations decreased 10% in 2014 to $763 million because of the net loss and a change in working capital items.
Juniper finds itself increasingly dwarfed by competitors for IP networking equipment. In one area, Cisco dominates and in another the proposed merger of Nokia and Alcatel-Lucent would result in another bigger rival.
In 2014, Juniper streamlined its organization, made operations more efficient, and rationalized its product lineups. By the end of the year the company had reorganized ion into what it calls a One-Juniper structure in which it consolidated research and development go-to-market functions to reduce complexity, increase clarity of responsibilities, and improve efficiency.
During the year, Juniper introduced products aimed at the High-IQ networking and cloud markets. They include: the MX104, MX2010 and MX2020 edge routers designed for rapid service delivery and application enablement; the PTX3000 to address scale and flexibility challenges; the QFX5100 family of data center switches for virtualized data center environments; and Firefly Perimeter to provide dynamic and secure connectivity for the private and public cloud.
The company’s new Contrail Software Defined Networking (SDN) controller, is a standards-based and scalable network intelligence, virtualization and control product for SDN. Also introduced was OpenContrail, an initiative that makes the source code library for Contrail available through an open source license.
As part of its refocusing, Juniper sold it Junos Pulse business for $2320 million to Siris Capital, a private equity firm.
Mergers and Acquisitions
Normally a fairly acquisitive company, Juniper put away its pocketbook in 2014. Its practice has been to use acquisitions to supplement its internal product development efforts and enter new markets. In late 2013 it agreed to purchase WANDL, which provides software for design and management of next-gen multi-layer networks. In 2012 it bought Web security software developer Mykonos for about $80 million in cash to expand its selection of network security products. Later that year it bought networking software firm Contrail Systems for $92 million in cash and stock.