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Brocade makes reseller push

Brocade makes reseller push

Data management vendor looking to expand vertical presence and channel with its new file management solution

Brocade is using the launch of its File Management Engine (FME) to lead a new reseller recruitment drive.

FME is a virtualisation appliance designed to enable users to migrate open files at various file and directory levels using a drag-and-drop interface, allowing IT departments to perform file migration during business hours.

Brocade head of files division, Koh Meah Hock, said the vendor was looking for channel partners to take on the products. He said it was not looking to saturate the market and would be very selective.

"It's a technical sale. We're looking for partners, large or small, who understand the pain points of customers and who offer complementary skills. Data management is more than capacity - partners need to understand how to manage disks and improve efficiency," Koh said.

Brocade will offer partners a number of services including dual customer and partner portals, sales rewards for closing deals, marketing funding, demo equipment and investments in training, he said.

"Our sole purpose is to build channel partners to offer solutions and to build a market through indirect [sales]. As such we make significant investments for our partners," Koh said.

Brocade files solutions business manager for A/NZ, Paul Berkovic, said the finance sector was the vendor's strongest performing vertical to date.

"We've got two of the top banks using our solutions already. We're also looking to expand our presence in mining, telcos and government verticals - areas with remote offices or lots of files benefit most from these solutions," he said.

Brocade currently has 15 Australian staff including two people dedicated to the files solution set. Koh said that in light of the reseller push more people and resources would be brought into play.

Earlier this week Brocade announced its intention to acquire LAN vendor, Foundry Networks, for about $US3 billion.


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