Brocade’s partner schemes target profitability

Vendor revamps channel programmes to enhance opportunities and partner profitability

Tags: Brocade (www.brocade.com)LAN
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Brocade’s  partner schemes target  profitability Kamel says the new channel programmes highlight the company's intentions to grow its position in the LAN sector.
By  Manda Banda Published  March 7, 2012

As Brocade moves to cement its position in the campus LAN market in the Middle East region, the company has rolled out several new channel initiatives designed to help partners better capitalise on sales opportunities.

The new programmes, which are being offered under the umbrella Brocade Alliance Partner Network (APN), are specifically designed to reward existing partners that currently offer campus LAN solutions, as well as attracting new ones across the region.

As a result, Brocade has under the new channel plans, unveiled several channel schemes that include deal registration and demo programme discounts and a global Brocade ICX switch seed unit initiative, which allows qualified partners to ‘test drive' the new products to gain valuable hands-on experience.

According to Brocade, the new channel programmes support its ‘Effortless Network' vision for delivering new levels of automation and simplification to the campus LAN environment.

Khaled Kamel, territory channel manager, Brocade Middle East, said the new channel programmes highlight the company's intentions to grow and cement its market position in the LAN segment as it has done with the SAN business in the Middle East.

Kamel said apart from rewarding existing partners that currently offer LAN solutions and attracting new ones, the focused schemes present the region's partners with a convincing offerings in the market. "This is a huge statement and focus for us this year. Our SAN business has continued to gain momentum across the region. However, it is the LAN offerings where we feel the company can also play a significant role in the SMB and enterprise segments," said Kamel.

Brocade has also unveiled latest additions to its campus LAN product portfolio, notably, the Brocade ICX 6430 and Brocade ICX 6450 switches with HyperEdge technology.

He added that these new LAN-focused channel initiatives present partners in the region with a compelling value proposition aimed at increasing their profitability.

Kamel pointed out that key GCC markets that Brocade will be targeting with these new products and channel offerings are: KSA, Kuwait, Qatar and UAE.

He added that contrary to perceptions that Egypt has been affected by political instability following the ArabSpring, Brocade has continued to report solid numbers in that market. "We have grown our business in Egypt and are keen on developing that market going forward. We will continue to invest in that market and work with our regional distributors Mindware and Westcon to develop the LAN market across the region.

Brocade says following the launch of its ICX 6430 and ICX 6450 switches, the company will be embarking on regional road shows highlighting the new offerings and promoting the new channel programmes.

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