Brocade eyes bigger slice of LAN market

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Brocade eyes bigger slice of LAN market

Alex Scroxton

Brocade has made clear its intention to aggressively hunt down business in the networking space and given its clearest hint yet that it aims to do a number on Cisco's market share.

Brocade UK and Ireland country manager Paul Phillips said: "It would have been hard to grow our market share in the SAN space so expansion into a new area was really the only way we could go."

Following the promotion last week of Barbara Spicek, previously EMEA senior director of partner sales and marketing, to the role of worldwide channel vice president last week, Phillips told MicroScope the plan was to target deals that required both traditional storage elements and networking expertise.

"Demand is massive at the minute and we're having to be very selective," he said. "Barbara will by tying up the loose ends at Foundry. How she does that she hasn't said, but knowing her it will be over very quick."

A large amount of Brocade's traditional business is conducted through OEMs, while Foundry took a different route-to-market through its dealer community. Phillips said a priority was to start engaging with Foundry dealers and network-centric distribution, an area of the channel where Brocade did not dabble before.

He admitted that some dealers had not seen the logic, saying: "We've been having a lot of resellers saying they're a big Cisco shop, but then, isn't everybody?"

Brocade is now planning a series of channel-focused road shows to elaborate on its plans, to be held over two days in London and Manchester during the second week of March.


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