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Brocade channel initiatives to drive ‘Effortless Network’ vision and products

Brocade channel initiatives to drive ‘Effortless Network’ vision and products

Focus on increasing discounts and rebates as to give partners product experience

Fabric-based networking vendor, Brocade has implemented a set of channel initiatives to accompany the release of its HyperEdge-ready ICX 6430 and 6450 switches as part of its Alliance Partner Network (APN) program.

Designed to reward existing channel partners, the initiatives feature revisions to the deal registration and demo programs in the form of increased discounts and cash rebates.

Brocade is pushing an ‘Effortless Network’ vision which is based on the HyperEdge technology designed for new levels of automation of the vendor's campus LAN product lifecycle. Although products are being made HyperEdge-ready, the implementation of the technology will occur in the first half of 2013.

The technology focuses on single-point management for accessing switching layers as if done through a single device and Mix-and-match stacking to build a one stack of edge switches from premium and entry-level solutions.

The deal registration program is a process allowing qualified APN partners to receive additional discounts on secured deals including ICX products. Rebates are rewarded once partners identify business opportunities, and register them with Brocade.

“We are focused on extending our go-to-market strategy to help partners deliver radically simplified solution that reduce network complexity and operational overhead,” the company’s global channels vice-president, Barbara Spicek, said.

Partners deploying campus networking equipment for sales presentations or laboratory environments are able to receive discounts of up to 90 per cent, or use marketing development funds (MDF) to cover certain expenses. Further discounts apply to partners who have speciality certifications.

This is due to the demo program which, according to Brocade, aims to offer testing opportunities for product experience.

The initiatives, which are exclusive to Brocade’s elite and premium partners, will encourage other partners to “step up,” according to A/NZ director, Graham Shultz.

Although not all IP products have been introduced into the program, the company is broadening its rewards program as to include Ethernet networking products.

Additionally, Brocade has revised its MyBrocade partner portal, which is an online training site that offers resources for partners seeking education, certification, and sales information.


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