Brocade talks up LAN prospects


Brocade talks up LAN prospects

Alex Scroxton

Brocade is putting the finishing touches to its unified channel programme following the acquisition of Foundry, MicroScope has learned, and a key focus will be on making Local Area Networking (LAN) resale a more attractive proposition.

Brocade's newly-appointed worldwide channel vice president, Barbara Spicek, said the central tenet of the new programme was to focus on making sure LAN dealers can remain profitable.

"The world of LAN is unattractive to partners from a margin perspective," she said. "In the LAN space the ability to differentiate has been blurred, so we want to bring a more value-based partnership to the table. I believe this is absolutely possible."

Partners coming on board will be required to meet the usual revenue and certification criteria, but will also have to demonstrate extra commitment through defined business plans and completion of a customer satisfaction 'scorecard'.

"Partners approve of that [scorecards], as so many LAN resellers say they are only getting measured by revenues," said Spicek.

According to Spicek all the components of the programme, which was revealed to dealers at the vendor's recent partner summit in Nice, are already in place, and the programme will be formally launched in May pending some outstanding back office integration between the two businesses.

It is understood the finalised programme will have three tiers, Elite, Premier and Select, and will include perks such as uniform marketing development funds across the board, and free certification training for top level resellers.

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