Brocade is keen to widen its channel reach to include more partners with managed services skills as the vendor aims to react to growing customer demand for flexible technology delivery.
The networking player has witnessed growing calls from customers for options to pay for technology on a subscription basis to move the expenditure away from capex to opex and is working with existing partners to make sure they can meet that need, as well as being open to signing up more with managed services skills.
John Mitchell, director of channels, EMEA at Brocade, said that there was a noticeable move by customers to want to pay for their technology differently and its reseller base was reacting to that trend in the market.
"We are seeing changes in how end users are looking to acquire equipment and see that drive many resellers and VARs and we need to help them," he said.
"We are saying that this is what we are seeing end users are looking for as we see that growing and replacing some of the capex solutions," he added "Partners need to have an answer or provide solutions in this manner to be considered for a tender."
Mitchell said that any additional partners that it could take on would have to add value but it was also very focused on helping its current partners go on its journey towards increasing their managed services capabilities.