Brocade ups the partner program ante

Brocade ups the partner program ante

Three programs enhanced to increase partner profitability

Brocade has enhanced its various partner programs, and brought on-board a second New Zealand distributor as it looks to further ramp its Pacific business.

The three partner programs – Brocade Alliance Partner Network (APN), Professional Services Partner (PSP) and Support Delivery Partners (SDP) - have been enhanced to increase partner profitability by supporting partners in the selling and delivery of professional services and support services.

The SDP program has also been transitioned to a value-based model on a pay-for-performance scale.

“We’re entering into the new financial year with some good momentum,” Brocade country manager, Graham Shultz, said.

“Our channel is a key go to market for us, and we’re continuing to invest in the space.”

Under the new structure, partners will be able to increase their level of partnership through new accreditations and certifications, and the vendor is encouraging partners to focus on specilisations.

Shultz said the vendor maintains a smaller stable of high-level partners than its competitors to allow for a greater level of engagement and partnership.

As such, it isn’t necessarily looking to add new high-level partners into the near future, although it is looking to further build its lowest tier ‘select’ partner base in collaboration with its distributors.

Brocade has also added Connector Systems to be its second distributor in the New Zealand market. This is in line with the vendor’s global policy to have two distributors in each region, Shultz said.

The enhancements to the program were announced at a recent partner conference held in Bali, Indonesia.

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Tags Professional Services Partner (PSP)Connector SystemsBrocade Alliance Partner Network (APN)Support Delivery Partners (SDP)


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