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Brocade ramps up partner enablement activity

Alex Scroxton

Brocade is planning a major ramp up of its partner enablement and education activity in the UK market as it targets more business around datacentre networking, virtualisation and mobility.

Speaking to MicroScope, the firm's recently-installed UK channel head John Mitchell, who joined from Juniper last year, said he was planning to start up quarterly Partner Academies at the vendor's Bracknell base, focusing on commerical, sales and technical aspects of the business.

"I want to help people understand how and why we win to help partners get some repeatability into their sales organisation," Mitchell explained.

"From my conversations, partners want to have a better understanding of us, and see how they can take us to market efficiently," he added.

Brocade will be running its first technical event, which will provide a peek under the bonnet of its Ethernet fabric technology towards the end of February, with the Academy programme looking set to kick off formally later in the spring.

"The two main drivers for me in 2012 will be coverage, increasing revenue streams in our existing base but also targeting net new partners to complement our go-to-market, as well as channel partner enablement," he added


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