IP VoidThe Lucent-Juniper partnership allows the companies to market each other's equipment to phone companies. The reseller agreement, which had been in negotiations for several months, helps fill notable holes for both sides.
|Gin Blossoms |
Having killed off most of its once-promising Internet protocol product pipeline, which had been under development using names like Nexabit and Springtide, Lucent faced a massive void on the IP side. Lucent patched some of that hole this year through a wireless equipment partnership with Cisco ( CSCO), but the company's phone-gear biz still appeared a step behind the times. Even after three decades of Internet technology development, conventional telecom gear communicates in an assortment of arcane languages all its own. Failing to bridge the two worlds on their own, the big gearmakers have sought partnerships to span the tech gulch. For Juniper, the Lucent arrangement completes a hefty partnership list that includes many of the world's top networking-equipment suppliers, including Nortel, Siemens and Ericsson. Though Juniper already has links to most of the world's phone companies, the Lucent deal nonetheless broadens its reach through Lucent's sales force.