The Channel

You Told Us! Brocade ‘The Channel’ Survey Says: Virtualization, Vendor Competition and VDX Key to Channel

by Dawn.Morris on ‎02-14-2012 09:06 AM (423 Views)

You may recall we ran a survey on this blog back in December asking for your insight on the key trends and issues you felt will have the biggest impact on your business in 2012.  We said then that we would share the results with you, so here are the key findings from your responses:

Virtualization Still a Big Challenge for Customers

We asked which issues your customers found the most challenging last year; and virtualization came out way on top; with 26.5 percent of you selecting this issue ahead of the ‘drive to adopt cloud’ and unified communications at just over 14 percent each, and ‘general lack of capacity/ bandwidth in the campus network’ at just under 12 percent.  Watch this space for some interesting developments in all these areas.  Interestingly ‘use of personal devices on the corporate network’ and IPv6 didn’t get much of a look in with 2.9 and 5.9 percent respectively.  BYOD may change that this year.

Competition from Vendors is a Concern

Brocade has long held a strategy of partnership not competition with our channel: we are the vendor but you are the point of integration for the customer.  It’s the combination of our technology expertise with your knowledge and customer insight that helps make our joint offering so compelling to customers. Also, given that virtualization was found to be a key challenge for customers in this survey, it seems clear that the role of channel as trusted advisers, consultants and technical guides is still very much required.

So it’s been gratifying to see an increased move towards channel-led sales models from a number of big vendors over the past twelve months – but clearly many of you still see this issue as a serious concern. 38.2 percent chose ‘competition from vendors’ as the biggest challenge to channel in 2012; way ahead of the ‘overall economic environment’ at 26.5 percent.

Brocade VDX® Data Center Switches Stand Out!

When we asked which Brocade technology or solution you felt was the biggest differentiator from competitors offerings, your response was unequivocal.  Over a quarter of you selected Brocade VDX, ahead of our 16Gbps SAN technology, which came in at number two with just under 12 percent of your vote.  Given the number of technologies we offer it was great validation of both the technology and our efforts to drive awareness of the VDX portfolio.  We were also pleased to see our ICX Campus Network switches secured 8.8% of the vote given that we had only launched the ICX line a few weeks previously.

Partner feedback and engagement is vital to what we do and we take it very seriously, so please keep providing your comments to us.  And let us know if you agree with the consensus on the issues above – comment below!