Table: Rebuilding Juniper
Juniper Networks is the only Net equipment maker to rival Cisco, grabbing 31% of the high-end router market in Mar., 2001. But the downturn sent sales tumbling. Here's CEO Scott Kriens's turn-around plan.
ATTRACT NEW CUSTOMERS
Many upstart telecom customers are in trouble. Juniper hopes to sell more gear to big carriers in the U.S. and abroad. But it faces formidable foes in Lucent and Nortel.
DIVERSIFY PRODUCT LINES
Juniper made buys to move into cable-modem routers that direct broadband traffic. But Cisco and Motorola pose stiff competition in this $400 million market.
KEEP CONSERVING CASH
Juniper still has $725 million in cash. Its first quarter operating loss was $15 million, and its $1.2 billion in long-term debt doesn't come due until 2007.
REVAMP THE WORKFORCE
Juniper is beefing up its marketing staff by hiring outsiders. The company is also trimming jobs where there's overlap with the companies it just bought.