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Brocade ditches reseller sales targets

Alex Scroxton

Brocade is removing revenue requirements from its Alliance Partner Network (APN) programme in an attempt to refocus its resellers on "quality and skills", according to worldwide channel vice president Barbara Spicek.

Outlining the change, Spicek said: "I see a trend where business partners play a role in the aggregation of cloud services and position themselves as a trusted service provider.

"To address that progression we need to address the partners' business models, regardless of how much hardware they sell," she told MicroScope.

The removal of revenue targets is just part of a series of tweaks that Brocade is making to its reseller programme, following the launch of its Brocade One cloud and network architecture strategy earlier this year.

The vendor is bringing in new value incentive programmes for its distributor and Elite level partners, which will reward partners that expand their personnel expertise and skill sets with cumulative payouts.

Distie, Elite and Premier partners will also be able to take advantage of a modified MDF scheme, which Brocade claims will offer greater flexibility on what partners are allowed to us marketing funds for.

Meanwhile, Brocade is also adding a data centre infrastructure specialisation and a new set of partner enablement tools through its MyBrocade portal, including a mobile app and marketing resource centre.

A global partner location tool will launch by the end of the year, and product configuration and partner syndication tools are planned for early 2011, said Spicek.


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