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Brocade checks out networking distis

Alex Scroxton

Brocade is on the hunt for networking distributors to fill out its new Global Alliance Partner Network, which was formally unveiled this week.

Having initially made its name in storage area networking (SAN) - where it still works with Bell Micro and Avnet - Brocade branched out in 2008 with the acquisition of Foundry Networks.

Following a successful integration it is now transitioning Foundry's resellers to a two-tier model, and will look to recruit two or three distis in the UK.

Brocade vice president of worldwide channels Barbara Spicek told MicroScope discussions were at an early stage, and declined to identify any potential partners, but reiterated that the focus was clearly on "putting in a two-tier structure".

The revised channel programme has been in the works since last year's acquisition and according to Spicek Brocade has spent considerable time "adding and altering components to match the requirements of networking resellers."

Split into three tiers, Elite, Premier and Select, the Global Alliance Network will include sales programmes, low-cost training and accreditation, services offerings, marketing development funds and deal registration and protection tools specifically designed to help level the playing field.

"So many networking partners say there is frustration out there, and smaller ones often have no chance against the big Gold partners,"said Spicek.


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