Polycom and Juniper Team Up Against Cisco

As a small handful of giants consolidate the tech industry, midsize companies are increasingly looking for partners in order to strengthen their positions relative to their larger rivals.

The latest companies to do so are Polycom, which makes video-conferencing systems, and Juniper Networks (JNPR), which makes networking gear. The two companies have a common enemy: Cisco Systems (CSCO), which has long been the market leader in telecommunications gear, and which recently expanded its budding video-conferencing business by buying Polycom’s (PLCM) arch rival, Tandberg.

In a partnership that both companies plan to announce Monday, Polycom and Juniper will make their technologies work together and jointly sell their products. That way, telecommunications providers that normally manage video-conferencing systems for companies will be more likely to buy Juniper gear and recommend Polycom systems, says Bob Hagerty, Polycom’s CEO.

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