The Channel

What We Heard From You: Trends to Know

by Kristina Scott ‎02-07-2016 02:35 PM - edited ‎02-07-2016 02:39 PM (141 Views)

Here’s a quick preview of what we learned about channel trends from over 1200 Brocade partners in our recent survey. Stay tuned for an overview of more survey data shortly, right here on Channel Pulse.



Differentiated Technology is Key


Channel partners worldwide told us again this year that technological differentiation is the single most important reason they select a vendor.




We are on the cusp of a new business technology revolution. The Internet of Things, big data, cloud computing, and mobility are all reshaping how enterprises function. But too often we think of these four trends as technologies independent of each other, when in reality, they are all intrinsically linked and require a solid network foundation to function.




To help you paint a realistic picture of why the New IP is so important for your customer’s business, I’ve outlined here the possibilities of the enterprise of the future, leveraging next generation technology and only possible through network modernization.


Let’s start with the Internet of Things.


Back In School With Open Network Solutions

by Kristina Scott on ‎01-19-2016 01:49 PM (460 Views)

Back in September, Rick Freedman of Brocade’s Product Marketing team posted a blog about the importance of open standards, with an interesting case study from the education community.  With schools across the country back open again after the holidays, I thought it worth re-sharing some of the key highlights.


First, for background, the importance of incorporating open standards can't be understated. Network solutions are not one-size-fits-all


2015: A Milestone Year for Brocade

by Kristina Scott ‎12-04-2015 12:14 PM - edited ‎12-04-2015 12:37 PM (2,154 Views)

Did you know that Brocade turned 20 this year? That’s two decades of pioneering the future of networking technology. To celebrate, let’s take a look back at company milestones happening just over the past year. From launching first-in-kind solutions and extending innovative technology to winning prestigious awards, hiring industry-leading talent and more, here is a brief recap of top 2015 accomplishments.


Larger Milestong Blog Graphic.jpg


Winter 2015

In early 2015, Brocade unveiled the industry’s first network switch designed for IP storage, improving performance, resiliency and agility for New IP workloads.


Shortly after,


Five Ways to Help Your Customers Understand the New IP

by Kristina Scott ‎11-16-2015 11:32 PM - edited ‎11-17-2015 01:45 PM (751 Views)

Looking for the next opener for your sales pitch? Here are 5 ways you can catch the attention of customers and prospects with the New IP, an approach to radically transforming your customer’s network.




  1. In many cases legacy infrastructure is based on proprietary standards that limit available technology options. In order for your customers to truly align with the enterprise infrastructure strategy needed to meet their business goals, they must be free to choose the solutions best for their unique environment. This is possible through open standards, which also provide the added benefit of reducing costs.




The Value of Social Selling

by Kristina Scott ‎11-11-2015 01:09 PM - edited ‎11-11-2015 06:06 PM (808 Views)

Social media sites like Facebook, LinkedIn, Twitter, YouTube and Instagram are rapidly growing, and roughly 73 percent of all Americans have at least one social media profile – up 48 percent from just five years ago. As social media becomes a part of your customers’ everyday activities, social selling is becoming increasingly relevant.


The Social Media Landscape


Social media has the power to increase brand awareness and support the development of a unified voice, proactively engaging potential buyers in your target market. According to IDC, 57 percent of U.S. workers use social media for business at least once a week, meaning that a tweet or LinkedIn post could be the first introduction potential customers have to your brand.


Brocade 101: Brocade Facts Your Customers Should Know

by Kristina Scott ‎10-28-2015 10:55 AM - edited ‎10-28-2015 11:00 AM (1,532 Views)

Brocade is a network leader and innovator and the driving force behind the New IP, the transformation of closed, proprietary IP networks into open, software-driven innovation platforms. Yet there are many facts about Brocade that your customers may not know.


For instance, they might not know that 1/3 of all Internet traffic moves over Brocade’s network. Or that Brocade technologies help power 90% of Global 1000 organizations. This means that many companies and public-sector organizations are utilizing Brocade’s trusted network solutions without even realizing it.


They might not know that Brocade is an innovation leader, consistently introducing networking firsts to the market.


October is traditionally associated with tricks and fears, and in recent years, the scary reality of cybersecurity in today’s world. President Obama has designated October National Cybersecurity Awareness Month in an effort to raise awareness of cybersecurity and increase resiliency in the event of a cyber attack. Since the first National Cybersecurity Awareness Month, public acknowledgement of the frightening reality of security threats has increased significantly. Large-scale breaches of well-known commercial entities from Target to Home Depot have placed security at the forefront of the public – and your customers’ – concerns.


One of the themes of this year’s Cybersecurity Awareness Month is creating a culture of cybersecurity at work – and this can begin with the workplace IT environment. Supplying your customers with a secure workplace is just as important as ensuring they have a fully functional, efficient one. Yet, it is often difficult to balance optimal network performance and security.


Close the Shadow IT Gap with the New IP

by Kristina Scott ‎10-07-2015 12:53 PM - edited ‎10-08-2015 12:17 PM (682 Views)

Imagine this: Your customer is rushing to meet a deadline but she can’t access critical information needed to get the job done because her office’s file sharing system won’t load. The network her company uses is insufficient to support today’s bandwidth-intensive technologies. Exasperated, she asks her co-worker to use DropBox to send the file, putting additional strain on an already overburdened network. This scenario illustrates a common workplace occurrence. Frustration is growing among employees who feel like they don’t have the resources needed to do their jobs efficiently.


With many enterprise networks unprepared to support cloud-based applications, your customers in IT departments are losing control and influence over their organization’s IT environments.


Help Your Customers Lead the IT Race with the New IP

by Kristina Scott ‎09-22-2015 10:21 AM - edited ‎09-22-2015 10:29 AM (862 Views)

Today’s IT universe is changing at a rapid pace. IT leaders – and your customers - are racing to take advantage of the benefits of third platform technologies like cloud, mobile and big data. We’re not talking about a marathon, but a full on sprint. A recent Brocade survey of global CIOs revealed details on IT priorities and challenges, as well as the pace of third platform technology adoption.


Here's what we heard from 200 CIOs in key markets in Americas, Asia and Europe, and that I wanted to be sure you're aware of, as Brocade channel partners, because these are perspectives that many of your customers may share as well. 


In today’s business world, IT is expected to do more with less. The network must quickly accommodate ever-changing business needs. It is becoming increasingly arduous for your customers to address rapid, often hard-to-predict changes in network demand driven by third platform technologies such as cloud, mobile, and social, while staying within budget.


Clearly the traditional model of purchasing network infrastructure is not conducive to meeting customers’ quest for flexibility and scalability.


Do You Have a 2nd Platform Partnering Strategy in a Third Platform World?

by Kristina Scott ‎07-09-2015 08:14 AM - edited ‎07-09-2015 08:19 AM (3,118 Views)

Is your partnering strategy keeping up with today’s massive shifts in technology and consumption patterns? 


Cloud, mobile, Big Data and social – what IDC refers to as “Third Platform” technologies – are rapidly displacing the client/server model of the Second Platform, which in turn took over from First Platform mainframes.  To help networks keep pace with these technology changes, and with how customers want to consume technology, Brocade is leading the way in New IP networking.


Related to these technology and networking transitions, is another, equally far-reaching impact of the Third Platform.  It is redefining how organizations need to partner if they want to thrive in the new landscape.


Preparing for the Internet of Things: Are Your Customers' Networks Ready?

by Kristina Scott ‎06-23-2015 07:51 AM - edited ‎06-23-2015 07:55 AM (3,674 Views)

Examples of how the Internet of Things (IoT) can impact people’s daily lives are becoming increasingly common. I can now change my home security system settings online, record a movie on my home TV while I’m still in the office, or track how little sleep I’m getting. Expect to see the IoT around us become even more apparent, and soon. Gartner estimates that this year we’ll hit 4.9 billion connected devices and by 2020 that number will grow to more than 25 billion.


What doesn’t get nearly as much attention as the latest consumer applications of the IoT, is the enormous opportunity the IoT offers for the IT channel.


It is no secret the network is of great significance when it comes to applications and hosting workloads. But Service Providers and Enterprise customers continue to face critical network performance challenges when it comes to Cloud services. In response to such challenges, Brocade is pleased to announce the availability of the new Brocade Flow Optimizer SDN application, which allows customers to gain insight into their network traffic, enabling policy based detection and management of large traffic flows.


The Joint Opportunity in New IP

by Christine Heckart on ‎05-13-2015 05:00 AM - last edited on ‎05-13-2015 10:13 AM by LisaR (1,377 Views)

As a Brocade channel partner, you may already have noticed our latest sales collateral and offers have a new, more modern look, with expanded colors and a more contemporary use of images. You’ll soon see this new look rolled out more broadly, such as a new Brocade website which is coming soon. Our new visual language isn’t just a superficial change of appearances, however. It signifies our commitment at Brocade to leading the transformation of networking to meet the demands of the modern world.


Today, Network Functions Virtualization is already being used by many of the largest cloud service providers and telecoms providers look set to be the next to follow. From our conversations with telecoms operators, we know that in general, the industry has now realised the potential value of NFV. For the bigger telecoms players, it is now really just a question of when and how they choose to implement NFV. Brocade has already been working with Telefonica to demonstrate the potential of NFV and we are likely to see deployments happening within the telecoms space in the next 12 months.


Partners participating in our channel survey told us they look for a combination of differentiated technologies, compelling vision and strategy, and a strong program when selecting vendors.  It’s the exponential power of these three pieces – innovative technologies, compelling vision, and a program that delivers rewards to partners -- that combine to make mutually successful partnerships.  And that’s why it’s especially gratifying to see Brocade recognized by CRN in the first several months of 2015 for delivering this power of three to our channel partners. 


A More Modern Look, as Brocade Modernizes the Networking Industry

by Kristina Scott ‎04-10-2015 08:48 AM - edited ‎04-10-2015 08:54 AM (706 Views)

At Brocade, we are modernizing the networking industry with New IP hardware and software solutions that are open, agile, automated, scalable and support new applications, thus enabling customers to innovate faster for a lower cost.


Brocade channel partners, I’d like to flag for you Brocade’s announcement today, of the new Brocade ICX 7250 switch as well as a Switch Port Extender for the ICX 7000 family and an expanded channel sales promotion for you and your customers to quickly benefit from these latest Brocade innovations. 


In a recent interview published in CRN, Brocade VP, Worldwide Channels Bill Lipsin talked about which market transitions every reseller needs to understand, and how partnering with Brocade is different from working with other vendors. 




Brocade IP Storage Switch Selected as First for EMC, EMC Channel

by Kristina Scott ‎02-18-2015 02:50 PM - edited ‎02-18-2015 02:54 PM (487 Views)

Testifying to Brocade’s innovation and market leadership, EMC has chosen Brocade as the first and only IP partner for its Connectrix product portfolio.  This means the Brocade VDX 6940B IP storage switch, based on Brocade VCS fabric technology, will now also be available through EMC channel partners.  


Recommended Channel Reads: 2015 Predictions, SDN, Cloud, Key Events

by Kristina Scott ‎01-27-2015 01:40 PM - edited ‎01-27-2015 01:47 PM (899 Views)

As you look to map out another year of success in the channel, as we are at Brocade, wanted to pass on some personal recommendations to add to your reading list.  These are all meaty yet concise reads or resources covering topics from predictions for the channel business, the major shifts happening with SDN/NFV and cloud, and channel-focused events you may want to have on your radar. 


Partners: New Marketing Tips & Resources – Webinars Jan 15 & 20

by Kristina Scott ‎01-08-2015 12:30 PM - edited ‎01-08-2015 12:35 PM (670 Views)

If you are in a marketing role with a Brocade partner, this short webinar is designed just for you, offered in a choice of time zones either Jan 15 or 20.  Get ready for marketing success with Brocade in 2015 by learning about new tools, sales assets, lead generation capabilities, social media support, website content and other resources we’re making available to our partners – for free.


Read on to find out what you'll learn by joining, and to register.


Happy Holidays from Brocade!

by Kristina Scott on ‎12-22-2014 11:40 AM (546 Views)

To all of our partners, best wishes for the holidays.  Looking forward to another year ahead of shared success!




Tech Data has awarded Brocade its prestigious VAR Vendor Partner of the Year, citing our extraordinary commitment to the channel and partnership with Tech Data, through innovative thinking, long-term marketing investments and an exclusive initiative to drive brand awareness.


Bill Lipsin: Memorable Moments of 2014 . . . and Resolutions for the New Year

by Kristina Scott on ‎12-15-2014 09:00 AM - last edited on ‎12-17-2014 11:16 AM by LisaR (812 Views)

As the end of one calendar year approaches and the start of new one is around the corner, I asked Brocade’s VP of Global Channel Sales and Marketing to share some of his memorable moments of 2014, and what his biggest plans are for 2015.



As a follow up to my earlier blog interview on our channel enablement strategy, I wanted to call your attention toward two updated courses of that many of our channel partners may find of interest:


We have parsed EMEA data from Brocade’s recently issued annual global channel survey and are presenting here so you can more easily see how the region compares to the rest of the world.


Brocade Channel VP, Partners on Capturing the Opportunity in Software

by Kristina Scott ‎11-25-2014 07:25 PM - edited ‎11-25-2014 07:28 PM (659 Views)

"We have the software, we have the enablement and now we have the programs" to help Brocade partners capture new sales opportunities given the accelerating shift to software-defined networking, Brocade Channel Sales VP Bill Lipsin told CRN in an interview published earlier today.  Hardware plays an important role in Brocade's SDN strategy, however, as Brocade makes sure we "keep a good balance" in meeting the needs of VARs who take a hardware-centric approach, adding on software, as well as those VARs with a software-only model for network virtualization.


Here's what two of our partners had to say about working with Brocade to capture the SDN opportunity.  Please check out the full article on   


Brian Conboy, president of Advanticom, a Pittsburgh-based solution provider and Brocade partner, said he expects his Brocade business to be up roughly 30 percent in 2015, and that the Vyatta line, although early-on, is "resonating well" with customers.

Conboy also applauded the support Brocade has offered Advanticom, especially in its pivot toward more software-based solutions.


"Brocade engages us on a one-to-one basis, where the people who work with us know our business and know our marketplace," Conboy said. "Other manufacturers have programs for partner enablement -- and they are great programs -- but Brocade is more personally engaged."


Andrew Fisher, CEO of Myriad Supply, a New York-based solution provider and Brocade partner, said one of the big differentiators of the Vyatta platform and controller is that it works with a range of underlying physical and virtual network infrastructures, and also lets customers ease into SDN deployments without having to perform a full rip-and-replace.

"Brocade provides customers with the ability to dip a toe in the SDN waters through a limited deployment so they can experience the benefits of policy-driven control and self-service automation firsthand, or take a more conservative approach to adoption through a phased migration," Fisher said in an email to CRN. "This is incredibly valuable to customers that may have concerns about being early adopters or with environments so large that a wholesale transition wouldn't be possible."


Fisher, who said his Brocade business is on target to grow more than 70 percent this year, added that some of the flexibility offered through the Vyatta platform comes from its "extensive support" for OpenFlow protocol.