Brocade overhauls channel program

Brocade Communications Systems Inc. took an axe to its channel program and chopped it up to address solution provider needs for hot markets such as virtualization, cloud and data centre consolidation.

Brocade’s Alliance Partner Network (APN), will now feature an online partner portal to centralize management of all resources and assets, an online configuration tool, online pre-sales training and new marketing and sales asset development resources. Brocade has also streamlined the point-of-sale processes, and will be increasing rebate caps and incentives on IP networking sales focused on driving new customer growth.

Related Story: Brocade aims to boost partner enablement and profitability

The company’s underlining goal with this new program is to provide an easy-to-navigate program to accelerate time to revenue for solution providers.

Regan McGrath, vice president of Worldwide Channel Sales and Marketing at Brocade, said channel organizations want networking solutions that provide differentiation and that help them build their professional services revenues quickly and easily. Brocade delivers this through Brocade Ethernet fabrics, The Effortless Network vision for campus solutions and Brocade Network Subscription. “With this wide range of innovative networking solutions and easy-to-use online tools, we are giving our partners the assets and support they need to build their brand, drive sales and ultimately accelerate their revenue growth,” McGrath added.

Brocade’s configuration tools, in addition to its total cost of ownership calculators, and the Netformx Design Expert tool will provide solution providers with configurations they can compare along with compatibility reviews.

The tool is designed to facilitate early discussions with customers and accelerate the sales process, Brocade said.

The APN Central portal attempts to provide channel partners with a single online location for all deal information and program updates, along with access to all marketing, sales and pre-sales tools. APN Central also helps partners manage marketing development funds, deal registration, lead management, education and configuration needs.

These new capabilities also allow partners to view business plans, check program compliance and provide direct access to the new sales and marketing tools.

As part of Brocade Grid, three new online resources will now be available to support partners in their efforts to drive sales and build their own brand. The marketing hub, Brocade pre-sales training and the sales kit provide ready-to-use assets for demand generation, information blasts, product information, sales and training and seminars-in-a-box that can be co-branded and personalized. Brocade is also providing enablement funding to new Elite and Premier level partners, and has developed “kick-start” campaigns that can be tailored.

The Brocade Alliance Partner Network has three levels of membership (Select, Premier and Elite) and a distribution category.

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Jim Love, Chief Content Officer, IT World Canada

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