Product details

This case study analyses industry structure and competitive positioning within the global Internet Protocol (IP) routers industry. More specifically, it analyses how Juniper was able to capture a 38% share (as at Q1 - 2001) - largely, at the expense of industry goliath, Cisco. The case has a nice David versus Goliath theme. The case study shows how the industry is segmented and how Juniper''s growth has been largely based upon a focus strategy aimed at the fastest growing customer segment - Internet Service Providers (ISPs). This strategy has been built upon rapid product innovation as well as secrecy (until the product is ready for the market). Possible strategy options are presented at the end of the case study. Unlike the vast majority of Internet start-ups, Juniper is profitable, but its share price had been hit by the recent dot.com bubble burst.