Following good revenue growth in 2011 in its Ethernet business, networking vendor, Brocade, hopes to engage the channel to capitalise on opportunities in the service provider space.
During an event in Sydney, A/NZ regional partner manager, Graham Schultz, spoke about the growing role of virtualisation and Cloud in the Australian market and the opportunities this is creating for networking vendors.
“With massive growth in the public cloud globally, a market expected to reach $72 billion in 2015 according to IDC, Brocade hopes to leverage that with the technology with provide,” he said.
With the changing market, Graham said nothing will stay the same and companies such as Brocade need to differentiate by providing “innovative and disruptive technologies".
With Ethernet technology challenging the network design in a datacentre, the mobility and flexibility of networking is starting to play a bigger role.
“People are starting to want to move VMs in a datacentre, and current datacentres are not designed for that,” he said.
To meet that sort of demand, Brocade has been offering Ethernet Fabrics that have already been recognised as the way forward for companies such as HP and Cisco.
With Ethernet Fabrics users can flatten their network to create a Cloud-optimised network.
While Brocade foresees a convergence around Fibre Channel over Ethernet (FCoE), Graham reassures that that there is still “five to 10 years of growth” in the Fibre Channel and Brocade will support it.
“We want to be in the position of the enabler and keep an open architecture and proposition for our customers,” he said.
The challenge for Brocade, according to Graham, is to “take a 20-year concept and disrupt that with a new technology, and expects full scale adoption of Ethernet Fabrics to 'take some time'.”
“A handful of companies have already deployed Ethernet Fabrics, and we expect that 2012 is when the momentum for it will really begin,” he said.
Brocade foresees that as customer understanding of Ethernet Fabrics increases, it will lead to more opportunities.
In preparation for this, Brocade will be scaling up its channel strategy in Australia to provide "the breath of cover and skill needed for deployment," including ramping up the number of channel partners in the Ethernet Fabric space.
Brocade’s traditional fibre channel strategy will remain OEM focused and pushed by channel partners, while its Ethernet products will be offered through distributors and their allied channel partners.
Brocade recently appointed Ravi Saxena as its regional director for its service provider business in Asia Pacific.