Brocade revamps partner programme

Networked storage solutions provider Brocade has launched a programme for its channel partners in Europe and the Middle East.

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By  Dawinderpal Sahota Published  July 16, 2007

Networked storage solutions provider Brocade has launched a programme for its channel partners in Europe and the Middle East. Dubbed the Alliance Partner Network (APN), the scheme has been formed through the integration of the former Brocade and McData partner programmes.

The vendor claims it now has four times the number of partners it had before the acquisition of McData across the Middle East and Europe and has so far recruited Bell, Acal and Avnet as distributors for its File Area Networking (FAN) range. The APN sees Brocade's channel partners undergo a new classification system, as it divides them into four categories: distributor, alliance partner, enterprise alliance partner and partner.

"Following the development of FAN solution, we are recruiting channel partners to sell this solution," explained Khalid Khalil, regional manager, Greece, Turkey and MEA at Brocade. "Following the McData acquisition, the APN had to evolve in order to integrate two award winning channel programmes, create more efficiency with volume partners and more effectiveness with value partners and revise rebates to refine growth targets," he continued.

Brocade reckons the FAN market offers significant potential for partners who wish to invest in new markets, and is on the lookout for distributors, resellers and integrators who have expertise in related areas such as servers or operating systems.

The vendor claims partners can receive rebates of up to 7% for their Storage Area Networking business and up to 30% in the FAN business, under the APN programme. Brocade revealed it is investing heavily in the FAN market, and is offering partners the opportunity to help create and shape the market from the outset. The vendor has also pledged to help fund specific FAN-related marketing activities and is also offering marketing support such as brochures, demo CDs, technical literature, product training and certification.

"Our next 12 months' strategy, which has already started, is to recruit new partners to focus on the FAN solution space," revealed Khalil. "Our target is not to recruit 100 of them, but the best ones whose strategy would fit the FAN solution. We want to focus on one or two partners in the major Middle East countries such as the UAE, Saudi Arabia and Kuwait. These partners will be selected depending on their business, their internal structure and their experience in this market," he concluded.

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