The Channel

Michael Tennefoss

Saving Customers from a Faustian Bargain

by Michael Tennefoss on ‎10-20-2014 04:21 AM (535 Views)

In November 2010 Gartner analysts Mark Fabbi and Debra Curtis penned a report that would go down in infamy at Cisco.  Titled Debunking the Myth of the Single-Vendor Network, the document laid out the false economy of sacrificing best-in-class performance for a single logo on every box. Not once did the analysts encounter a single example in which operational cost savings offset the premium customers were charged for a single logo.

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With Brocade about to start a new fiscal year in November, I spoke with Bill Lipsin, Brocade’s VP, Global Channels and System Integrators, about the company’s channel strategy for the year ahead.

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Q:      There’s a lot of talk about the New IP. What is this? What does this mean for Brocade’s channel partners?  

Bill:   The networking industry is going through the most dramatic period of change we’ve seen in more than 20 years. With the emergence of mobile, cloud, big data and social business technologies, customers require a new way of building and managing their networks. IDC has coined this new platform of technologies the 3rd Platform. They denote the 1st Platform as the era when the mainframe and associated technologies dominated the market. The 2nd Platform was represented by client/server computing. But to meet today and tomorrow’s requirements, customers must migrate to the 3rd Platform.

 

Networks that are designed for the requirements of these accelerating trends of mobile, cloud, big data and social (for the 3rd Platform) are known as the New IP. The New IP provides a more dynamic, automated capability based on leveraging networking software and virtualization. It allows customers to exploit best-of-breed technologies based on open architectures and open ecosystems and not be locked into any one vendor and their limitations. This open philosophy and design approach is where Brocade is investing.  These investments and making the New IP a reality is what will create new opportunities for Brocade channel partners.

 

 

Q:      How would you summarize your channel strategy for the coming year?

Bill:   Our focus is on equipping partners to deliver an exceptional experience for their customers, with existing networks as well as by capturing opportunities presented by the transition to the New IP. We’re executing on this strategy with differentiated technologies and solutions, and helping partners redefine how customers use the network within the data center and at the edge. We’re investing in providing the building blocks for cloud offerings so that partners can deliver solutions covering both cloud and on premise solutions. And we’re enabling our partners with new services skills from design through implementation, post-sales support and professional services. This is more than just deeper Brocade skills. It also includes interoperability with other vendors’ equipment allowing Brocade partners to optimize the customer’s experience at every touch point.  

 

 

Q:         What do you see as Brocade’s key differentiators for the channel?

Bill:      Three factors in particular set Brocade apart from other vendors.

 

First, we’re constantly working to make it easy to partner with us. We have a straightforward channel program. We work to build solid relationships making it easier for partners to engage with Brocade at every level. And we don’t compete with our partners – no Brocade Cloud or broad professional services practice.

 

Second, we have a strong track record of innovation. We continue to lead in bringing to market disruptive technologies designed to help customers manage their businesses more effectively. Brocade pioneered Ethernet fabrics. Brocade created fiber channel storage networking. We have the most widely deployed virtual router in the industry. The Brocade Vyatta vRouter, which came out in 2006, has been downloaded over 1.5 million times. We are aggressively expanding our software networking capabilities. In 2014 we’re setting new benchmarks for open, scale-out and automated networking across the data center and edge.

 

Third, Brocade has a unique financing option with Brocade Network Subscription. This enables customers to acquire infrastructure using Opex with a monthly subscription or consumption model instead of having to tie up a lot of Capex. Our partners are paid up-front as if this was a Capex transaction.

 

 

Q:      Brocade will be launching its FY15 Alliance Partner Network (APN) program for the channel in early November. Can you give us a preview of key changes?

Bill:    We’re making changes to our APN program that will make Brocade even easier to do business with. For instance, partners will no longer have to wait to accrue MDF or rush to spend their MDF if they’ve got a great plan to generate business. We are implementing a new, proposal-based MDF model. We will be leading the charge to sell software along with other Brocade solutions.

 

 

Q:      What advice would you give partners who want to accelerate their businesses with Brocade this coming year?

Bill:   Software networking is happening. Carriers, service providers and others are already investing heavily in software. Take advantage of Brocade’s industry-leading solutions, training and other programs to ensure you’re competent in physical, virtual and hybrid solutions and don’t get left behind.

 

 

Editor’s note: To learn more about how Brocade is making it easier than ever for APN partners to grow with Brocade in FY15, please participate in Brocade’s November 4th partner webcast.   Invitations will be sent this week (week of October 13). If we’ve missed you, or if you have any questions about accessing the webcast, please email channel@brocade.com.

 

Brocade partners, now through January 15, 2015 your customers can get the Brocade VDX 8770 chassis switch for free with purchase of two or more 40 GbE modules, 12 or more units of QSFPs and a support contract.

 

With 50% OpEx savings and twice the network utilization of competitors’ solutions, it’s time to talk to your customers about the Brocade VDX 8770 with Brocade’s innovative VCS Fabric technology!

 

More reasons to start a conversation on the advantages of powering even the most demanding data center networks with the Brocade 8770:

 

  • Dramatically simplifies network architectures to enable elastic cloud networking
  • Can manage many switches as a single logical device
  • Provides efficiently load-balanced multi-pathing at Layers 1, 2, and 3, and multiple active Layer 3 gateways
  • Delivers 100/40/10/1 Gigabit Ethernet (GbE) wire-speed switching with auto-trunking Inter-Switch Links (ISLs) for non disruptive scaling
  • Enables connectivity for over 1,000 server ports with scale-out fabrics, 10,000 ports with multifabrics and 100,000 ports using multifabrics with overlays

 

Click here to download promotion flyer from Brocade’s Alliance Partner Network (APN) Resource Center. Data sheet, customer presentation and other resources can be found by clicking here, or by visiting the VDX 8770 page on the Kit, in the APN Resource Center.

 

A big shout out to the winners of the third and final month of our Partner Status Quo Breaker contest. Since all four of these partners stood out for having the technology vision, expertise and customer commitment to break out of the boundaries of legacy solutions to deliver transformational networking, we decided to recognize four partners this month, instead of just three.

 

dacoso of Langen, Germany:  Armin Bittner, Post Sales Consultant, Klaus Kaiser, Senior System Consultant and Klaus Petry, Senior Systems Engineer

dacoso applied its expertise in DWDM for data center environments to develop a compelling use case combining ADVA DWDM with Brocade Ethernet Fabric technology.  As a result, VCS traffic can now be encrypted transparently, a significant security advantage for customers in many industries who want to encrypt data, or who are legally required to use encryption.  dacoso also integrated virtual machine capabilities into the use case through integration with VMware’s hypervisor.

 

Layer 3 Communications of Norcross, GA:  Paul Gallogly, VP of Sales and Ryan Greene, Senior Sales Executive

Layer 3’s managed services offering combined with the Brocade ICX 7750, 6610 and 6450 switches and the Brocade VDX resulted in such a compelling value proposition in terms of Campus TCO, performance, scalability and 24/7 monitoring for a large public sector customer that the customer was convinced to  turn away long-standing competitive incumbent providers and go with Layer 3 and Brocade.  Key to this win was Layer 3 demonstrating, also by bringing in relevant customer references, the superior performance for less cost of the distributed, stacking technology in the Brocade ICX 7750 vs. legacy chassis.

 

OnX Enterprise Solutions of New York, NY:  April Harrington, Business Development Manager and Blace Shutsa, Network Sales Specialist

OnX is launching a multi-faceted, Challenger insights based, demand generation campaign addressing the urgent budget squeeze faced by many K-12 school districts. Federal e-rate funding for network upgrades and maintenance isn’t keeping pace with the fast-increasing demands on the network caused by the shift to Common Core standards and growing numbers and types of devices on the network. Working closely with Brocade, OnX demonstrated how Brocade Network Subscription (BNS) can help school districts meet these new demands on network performance with limited budgets.

 

Works Computing of Bloomington, Minnesota: Jeff Barsness, Solution Architect and Noah Zenzen, Enterprise Account Manager

Leveraging Brocade’s strategic relationship with Aruba, Works Computing helped a higher education customer understand the changing requirements on their network brought about by the explosive growth in mobile devices and mobile computing, and then designed and deployed a seamlessly integrated, wired and wireless network. The customer now has visibility across their network, able to easily set policies for all types of users, wired or wireless. Additionally, with Brocade’s support for OpenFlow across its IP product line, Works Computing enabled the customer to build a roadmap for adopting Software-Defined Networking.

 

From all of us at Brocade, to all of you – congratulations! We’re proud to have you as Brocade partners.

 

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Kristina Scott

Learn How Social Selling Can Help Fill Your Pipeline. Join Us September 30!

by Kristina Scott ‎09-07-2014 08:54 PM - edited ‎09-07-2014 09:03 PM (1,048 Views)

Get up to speed on the latest strategies and tools to use social media to expand your relationships, grow awareness for your solutions, and add new leads to your sales pipeline.

 

Join our Social Selling Webinar specifically tailored to help Brocade channel partners sell, and get a hands-on introduction to Brocade’s new resource to provide you with ready-made social content that you can easily customize and push out to your social media channels.

 

When:

September 30 at 9 am PDT/noon EDT/5 pm GMT.

 

What you’ll learn:

How Brocade implemented social selling for its global sales teams and how as a Brocade partner you can use social media for customer outreach and prospecting today! The CEB, a corporate advisory group, will share social selling best practices from other companies and sales reps.  Plus, learn about how Brocade is making it easier than ever for you to use social media to sell with the new Channel Gaggle tool available on the Brocade Alliance Partner Network (APN) Resource Center. Jill Hundley, Brocade Digital and Social Media Marketing, and Evan de la Torre, CEB Executive Advisor Sales and Marketing, will be presenting.

 

Please block your calendar to participate in this free webinar for Brocade partners:

 

https://www.livemeeting.com/cc/brcd/join?id=093014&role=attend&pw=attend

Meeting ID:  093014

Attendee Entry Code: attend

 

Attendee Dial-in: (866) 394-2538

International Toll Attendee Dial-in: (330) 871-6060

Conference ID: 94115962  

 

If you have any questions, please contact us at channel@brocade.com

 

We look forward to having you join us September 30!

 

 

 

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Q & A with Rob Buergisser, Senior Director of Global Partner Services.

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Kristina Scott

Brocade CEO on Q3 Earnings Beating Expectations

by Kristina Scott ‎08-26-2014 10:44 PM - edited ‎10-08-2014 03:13 PM (925 Views)

LloydCarney.jpgBrocade partners, in case you missed it, here’s how CEO Lloyd Carney summarized Brocade’s recent earnings performance in an interview with Fox Business:

 

  • Brocade executed well on all fronts
  • We grew our core data center business about 3 times the market growth rate
  • Our value proposition is to reduce customers’ Capex and Opex by 30% or more
  • At least 1900 of Global 2000 organizations are using Brocade infrastructure products
  • Brocade has the industry’s premier software networking product – technology that will dramatically change the way organizations deploy networks

                                                

Watch the full interview by clicking here.

Congratulations to the three Brocade channel partners winning our Partner Status Quo Breaker contest for July.  Each of these three partners has demonstrated impressive vision, cutting-edge technology expertise, and intense customer commitment.  They have each rejected conventional selling and legacy solutions to deliver transformational value and benefits to their customers.

 

I’m thrilled to announce this month’s Brocade Partner Status Quo Breaker winners and to share snapshots of their award-winning stories:

 

Advanced Onion of Carmel Valley, California: Paul Temple, President/CEO, and Tyler Houts, Director of Business Development. Working hand-in-hand with Brocade, Advanced Onion applied Brocade Network Subscription (BNS) to enable a U.S. federal customer to refresh their wireless network despite not having a capital budget. BNS allowed Advanced Onion to help the customer meet their mandated requirement for an ‘As a Service’ model, while getting an affordable solution custom-tailored to their needs.

 

Digital Technologies Corporation (DTC) of Japan. DTC performed custom development and testing to create the first solution offering for the Japanese market integrating Brocade VCX fabric technology, delivered on the Brocade VDX switch, with Nimble Storage’s flash-optimized platform. With this DTC solution, customers can easily and cost effectively scale their network and storage capabilities to meet growing performance demands.

 

PacStar of Portland, Oregon: Jeff Sinclair, VP of Sales. Built around Brocade ICX and VDX switches and wireless from Aruba, PacStar’s deployable communications kits can be literally dropped into remote, temporary and infrastructure-starved environments for quick-response set up of very reliable, secure and high-performance converged data/voice/video applications in the military, oil and gas, healthcare and other industries.

 

Congratulations to Advanced Onion, Digital Technologies Corporation and PacStar. All of us at Brocade are proud of our partnership with you.

 

Are you a Brocade channel partner with your own status-quo-breaking story to tell?   We want to hear from you at http://www.statusquobreakers.com/.    We’ve extended our call for nominations to October 1.

 

 

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Kristina Scott

Six Reasons You Don’t Want to Miss the 2014 Federal Forum. Register Now!

by Kristina Scott ‎07-30-2014 02:17 PM - edited ‎07-30-2014 03:10 PM (1,430 Views)

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If you’re a Brocade U.S. Federal partner, here are 6 reasons why you need to join us at the 2014 Federal Forum, August 13th in Washington, DC:

 

  1. Learn how you can change the conversations you’re having with your Federal customers about the network -- from squeezing more out of the old, to new network architectures that can more easily and efficiently deliver on agency mandates.
  1. Get equipped with new financial approaches that can result in your customers getting vastly more value from their current-year budgets.
  1. Learn about new technologies that are able to adapt to change, instead of frustrating change.
  1. Hear directly from the Chief Information Officers and Chief Innovation Officers or their deputies from 6 federal agencies -- the Departments of Agriculture, Army, Commerce, Defense, Labor and Transportation – as well as from the Office of the President and the FCC, among many other distinguished speakers.
  1. Beef up your in-depth know-how of Software-Defined Networking and cutting-edge network architectures.
  1. Happy Hour!  Brocade, along with our Federal Forum Platinum Sponsor the immixGroup, will be hosting drinks beginning at 4 pm, after the Forum, at Elephant & Castle, 1201 Pennsylvania Ave., N.W.  Stop by to continue the conversation with the Brocade Federal sales team.

 

 

Don’t miss out on getting a seat at the table at the 2014 Federal Forum!

 

Check out the full program.

 

Register now!

 

 

 

Kristina Scott

Congratulations June Partner Status Quo Breakers!

by Kristina Scott ‎07-14-2014 12:38 AM - edited ‎07-14-2014 12:41 AM (948 Views)

We’re delighted to announce the June winners of Brocade’s channel partner Status Quo Breaker contest. These partners have demonstrated the vision, commitment to innovation and their customers’ success by breaking away from legacy technologies and legacy selling to help their customers transform their networks.

 

Brocade congratulates:

 

Cory Strange, president and managing partner, EdgeTeam Technology.  Cory and EdgeTeam are partnering with Brocade to extend Brocade Software-Defined Networking (SDN) and Network Functions Virtualization (NFV) solutions to specific customer use cases, providing the integrated solutions and support delivery required to help customers achieve their desired results.

 

Mohannad Sa’aydeh, director of Sales at Emitac. Mohannad and the team at Emitac have worked tirelessly to help customers shift their networks from legacy hardware platforms to virtualized platforms primed for the cloud transition.

 

Hong Sik Choi, consultant/ Open Platform team, Penta Systems- for being instrumental in Penta Systems designing and implementing a private cloud solution based on the Brocade Vyatta vRouter, which enabled the customer to deploy applications more than three times faster and meet aggressive CapEx and OpEx targets.

 

Way to go, EdgeTeam Technology, Emitac and Penta Systems! We’re proud of our partnership with you.

 

Calling all Brocade channel partners:  Have a status quo breaking story of your own to share?   Please tell us at www.statusquobreakers.com, and be eligible to win in our July and August contests.   Up to four individuals at a partner company can be included in the nomination.

 

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Kristina Scott

Get NFV Certified -- and Test for Free!

by Kristina Scott on ‎06-30-2014 09:04 AM - last edited on ‎07-21-2014 01:42 PM by Community Manager (1,410 Views)

300x250_NFV_Cert.jpgNow you can become certified in one of the most exciting trends in networking – Network Functions Virtualization (NFV) – and Brocade will cover the costs of testing (a $150 value). This is in addition to the free Brocade Vyatta vRouter download and five hours of web-based training.

 

By taking this course, participants will learn how to:

 

- Understand sophisticated, multitier networks within virtualized environments

- Discuss how the Brocade Vyatta vRouter supports dynamic addressing and integrates with DNS services

- Configure the Brocade Vyatta vRouter as a DHCP server or DHCP relay agent

- Discuss how to configure, display modify and delete various Ethernet and VLAN interface types

- Configure a single-area OSPF network, and verify that routing is functioning properly

- Discuss firewall concepts, deployment options and verification

- Manage the vRouter using SNMP and use logs to troubleshoot

 

Click here to register. For more information, please contact your Brocade Channel Account Manager or email channel@brocade.com.

Kristina Scott

New Reseller Promotion: Replace Legacy Chassis with Brocade ICX 7750

by Kristina Scott ‎06-25-2014 11:21 AM - edited ‎06-25-2014 09:43 PM (1,048 Views)

Brocade resellers - Now, with Brocade offering a new sales promotion, is the time to talk with your customers about the many benefits and huge cost savings of replacing legacy chassis in their Campus or Data Center environments with the cutting-edge Brocade ICX 7750 distributed chassis bundle:

 

• Scale-out networking for pay-as-you-grow flexibility

• Simplified network management through automation and consolidated management

• 300 percent more port density at a fraction of the cost

• Investment protection with scalable 10/40 GbE density

 

Read more about how the Brocade ICX 7750 breaks the status quo.

 

For more info on this new promotion for Brocade resellers, please contact your Brocade Channel Account Manager or email channel@brocade.com.

Kristina Scott

Congrats to Brocade's 2014 Women of the Channel!

by Kristina Scott ‎06-10-2014 08:41 AM - edited ‎06-10-2014 08:44 AM (1,247 Views)

Laurie Potratz, Senior Director of Global Distribution and Channels, and Raelyn Kritzer, Director, Global Channel Marketing, have been named to CRN’s 2014 Women of the Channel list. This highly regarded recognition highlights the accomplishments of female executives within vendor, distribution, and solution provider organizations, and the impact they are having on the advancement of the IT channel.

 

In addition, Laurie was included in the Power 100 which spotlights those female executives at vendor and distributor organizations whose insight and influence in their respective companies help drive channel success.

 

To read what Laurie and Raelyn see as the big opportunities ahead for Brocade partners, and to learn more about the benefits of partnering with Brocade, visit: http://www.wotcshowcase.com/brocade

 

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Fifty-four percent of IT decision makers say they are evaluating Software-Defined Networking (SDN) or plan on doing so in the next 12 months.

 

Software networking – whether it be SDN or Network Functions Virtualization (NFV) – hits the priorities of these same executives who say that the major pain points they’re experiencing with their networks are complexity, cost, and performance.   Software networking changes the conversation with a dramatically different approach to networking.

 

One of Brocade’s priorities is to equip our channel partners with software networking solutions that help their customers reduce the complexity, cost, and performance challenges.

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Brocade partners! Brocade appreciates that you’re willing to break out of status-quo thinking, status-quo selling and status-quo solutions to deliver the best possible answer to your customers’ challenges.

 

Tell us how you do it – and win

 

How did you or your organization go against convention with a status-quo-breaking approach to a sale? What did you do that challenged everyday thinking, or looked past the obvious, to deliver the solution your customer really needed? We’re on the look-out for stories of original thinking, of not taking ‘no’ as the final answer, and of going against the grain. Whether it was in your unique targeting, solution packaging or salesmanship, or in the way you secured the deal.

 

Share your status-quo-busting story for a chance to win $200 in Brocade Rewards. It literally takes just a couple minutes.

 

Learn more and enter now.

 

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Here at Brocade, we take education seriously. In a continuous effort to ensure our partners are as well-trained as possible, and in addition to our sales and technical training courses, we run monthly webinars tailor-made for our partners.   The webinars are like a virtual classroom where a variety of solutions and technical topics are covered.   As the webinars can be attended live, it means attendees have the opportunity to ask questions of the Brocade experts who run the courses, making the learning experience the best it can be ultimately will help you to improve company profitability.   So what are you waiting for? 

 

The dates and topics for the next webinars are listed below, to sign up click the relevant links:

 

13th May: EMEA Tech Webinar: FastIron SX Generation 3 UPDATE Register now
10th June: EMEA Tech Webinar: VDX & Storage update Register Now
8th July : EMEA Tech Webinar: MLX Core Router Update Register Now

 

And don’t worry if you have missed any of our previous webinars, because you can always view them on-demand here: http://www.brocadekit.com/webcasts.html

 

 

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Brocade partners in North America, join us for one of our half-day briefings to get the technology and sales tools you need to capture the opportunity around Software-Defined Networking (SDN) and Network Functions Virtualization (NFV) and start generating revenue.  The most widely used virtual networking solution with more customer deployments than any other is offered by Brocade.  Come learn how the most innovative companies are using Brocade.

 

Offered in eight locations in the U.S. and Canada, you’ll learn how you can take advantage of Brocade’s market-proven solutions, ongoing innovation and new Alliance Partner Network (APN) program designed specifically for software networking partners, including:

 

  • A partner-exclusive primer on positioning Brocade SDN and NFV solutions
  • SDN, NFV and OpenFlow use cases  - how to identify and qualify SDN and NFV opportunities
  • New APN initiatives including software networking deal registration and demo license discounts
  • A technical break out for network engineers

Make plans to join us and turn all that talk you’re hearing about SDN and NFV into concrete sales opportunities!

                                       

Kristina Scott

Brocade Partner Program Wins 5 Stars - Again!

by Kristina Scott ‎04-04-2014 10:58 AM - edited ‎04-04-2014 11:32 AM (1,268 Views)

Brocade is honored to have received for the fifth year in a row the top, 5-Star rating in CRN’s Partner Program Guide.  This recognition testifies to Brocade’s continued, strong investments in partner profitability, enablement and sales support. 

 

For example, in February we announced major enhancements to the APN program, adding new resources and incentives for partners committed to offering value to customers with Brocade technology.  Also new are software-networking specific materials and programs to better equip partners to capture the trend towards software-defined networking with leading-edge Brocade solutions.

 

As Robert Faletra, CEO of CRN parent The Channel Company, put it, “Our annual Partner Program Guide and 5-Star rating recognizes the very best channel programs available in the market today to help solution providers determine which vendor delivers the best partner elements for their individual business goals.”

 

Learn more about how Brocade helps our partners win by visiting Brocade APN.

 

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Here’s a valuable, limited-time offer for you to broaden your team’s expertise, increase your marketability, and gain a leg up on the competition.

 

Brocade is offering quick and FREE training and testing to earn the Brocade Ethernet Fabric Certification (a $350 value). Specifically designed for BCNP, CCNP, and CCIE professionals with field experience, earning a Brocade Ethernet Fabric Certification will help you:

 

  • Offer an expanded skill set to customers
  • Resolve fabric-based challengesmore quickly and holistically
  • Stand out from your peers with an industry-recognized certification

This offer expires May 30, 2014.

 

Get Started today

Your search for hard-to-find network information is over. Check out Network Facts and get the details you need about lowering operational expenses, increasing uptime, and building the network of tomorrow. Check this here

For channel partners to prosper, they need to be able to take customers on the journey to an agile, robust and high performance networking environment, helping them to prepare for the next-wave of innovation by deploying a future-proof network… today.

 

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It’s that time of year when we have one eye on the Holidays, and thoughts turn to closing the calendar year on a high before the festive fun begins.  Brocade’s channel organization is definitely in high spirits as hot on the heels of its third straight GTDC ‘Rising Star’ award a few weeks ago, the team has just scored a clean sweep at a number of channel award ceremonies in EMEA.  These successes provide validation to Brocade’s vision of a fabric-based network, one that can deliver the robust, agile and cost-effective platform that enables customers and partners alike to deploy tomorrow’s network today.

 

So, what accolades did we get? 

 

Firstly, at Gitex 2013 in Dubai last month, Brocade was named ‘Hardware Vendor of the Year’ at the CNME ICT Achievement awards, fighting off competition from across the industry for one of the Middle East’s most prestigious awards. 

 

Secondly, CRN.de recently voted Brocade’s Kay Uwe Wirtz as its ‘Channel Champion - Networking’ for Germany.  Kay received the award ahead of peers at the likes of Cisco and Juniper thanks to his unwavering focus on making partners successful, and helping them become strategic advisors to customers around the topic of data center fabrics.

 

Finally, at a glittering ceremony in central London, Brocade was voted ‘Channel Networking Vendor of the Year’ at the CRN Channel Awards 2013.  The award was collected by John Mitchell, newly appointed Head of EMEA Channels at Brocade, and was awarded largely based on three key factors:

 

  1. Brocade’s innovative approach to data center networking, namely is fabric-based vision for the future of the data center, provides a key strategic advantage for its channels
  2. Brocade Capital Solutions packages – such as Brocade Subscription Plus – provides partners with industry-leading procurement packages that enabling customers to optimize their networks using OpEx budget
  3. Full sales and marketing support across the full lifecycle of a sale

 

 John Mitchell, Head of EMEA Channels, collecting the CRN Award

 

 

These three awards were a great way for Thomas Langkjaer, Brocade’s outgoing Head of EMEA Channels, to pass the baton on to John.  While Thomas settles into his new role of leading the sales organization in Switzerland, Austria and Central and Eastern Europe, John takes over a successful channel organization but has plans to drive it even further:

 

“Brocade’s channel strategy is very clear – we are committed to enabling our partners to win in the networking arena, and we view our relationship with the channel as symbiotic.  For Brocade to succeed and grow we need our channel to do the same.  The past few weeks have seen external organizations recognize our successes, but I think that we can step things up a few gears as we move into 2014. 

 

“As customers look to take the journey to a more agile, robust and software-based data center environment, they need partners and vendors that are able to guide them through what is a particularly confusing voyage.  With VCS Fabric Technology and our Gen5 Fibre Channel portfolio, Brocade and its partners are uniquely positioned to win the incumbency contest with innovation and heightened execution, and help customers navigate along their journey.  Together, who knows what we can achieve?”

 

Watch this space to see what Brocade’s channel organization achieves throughout 2014….

Dawn.Morris

Brocade Wins THIRD STRAIGHT GTDC “Rising Star” Award

by Dawn.Morris on ‎09-12-2013 06:32 AM - last edited on ‎10-28-2013 09:53 PM by bcm1 (816 Views)

In our industry, external validation is imperative. Vendors spend vast amounts of resources promoting their wares, but to have external bodies recognizing your success speaks volumes, and I am delighted that last night Brocade was a recipient of one of the technology industry’s most prestigious honors – a U.S. “Rising Star” award presented by the Global Technology Distribution Council (GTDC).

 

This is the third year running that Brocade has won this award, which is a monumental achievement especially in such a highly competitive market place.

 

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Brocade was among only 12 overall U.S. winners chosen from hundreds of manufacturers and publishers who rely on distributors to meet the product and service requirements of technology solution providers nationwide.  To win such recognition once is impressive, but three times is a truly terrific achievement and is testament to the hard work and dedication of Brocade’s partner organization.

 

Please join me in congratulating the team, and click here to learn more.

In our industry, external validation is imperative. Vendors spend vast amounts of resources promoting their wares, but to have external bodies recognizing your success speaks vo

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Dawn.Morris

New Campus TCO Calculator Adds Up to Sales Success

by Dawn.Morris on ‎08-28-2013 10:25 AM (298 Views)

Beat the competition by giving customers the complete picture when it comes to your campus network proposals, and challenge them to do better!

Like for like Brocade campus

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Dawn.Morris

New Campus TCO Calculator Adds Up to Sales Success

by Dawn.Morris on ‎08-28-2013 02:25 AM - last edited on ‎10-28-2013 09:54 PM by bcm1 (523 Views)

Beat the competition by giving customers the complete picture when it comes to your campus network proposals, and challenge them to do better!

 

Like for like Brocade campus solutions can beat the competition on value, complete solution cost and ability to scale, and the new Campus TCO Calculator gives you the numbers and the assets to back that up and close the deal.

 

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The online calculator is easy to use and incorporates 35 competitive comparisons, including Cisco, HP and Aruba.  Build a complete offering with Wireless, Access, Aggregation, Core layers and then utilize the PDF generator and simple to use content tools to create customizable emails, signature banners and banner ads, email custom reports to your prospects and targets, and augment your customer presentations.

 

Brocade campus technology and the Brocade HyperEdge Architecture, combined with market leading port density and built-in stacking, significantly reduces TCO – and now you can prove that to prospects every time.

 

Want further information?  See below for links to the TCO calculator and more tools and assets:

TCO calculator on Brocade.com: www.brocade.com/campustco

TCO Model Data: www.brocadekit.com

TCO Sales Tools: www.brocadekit.com

TCO Marketing Tools: www.brocademarketinghub.com

TCO Brocade Grid Campaign: www.brocadegrid.com

Questions? Ask at: channel@brocade.com

 

And look out for more information and advice on how to maximize the Campus TCO Calculator to drive demand and close sales, coming in early September:

 

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Netformx DesignXpert Users Can Now Incorporate Brocade Ethernet Fabric, Application Delivery and Campus Networking Solutions into their Enterprise technology Designs and Proposals

 

“The ability to design and develop effective technology solutions and proposals, that answer business challenges in ever more complex and mission-critical environments, is critical to resellers and systems integrators. Brocade recognizes the significant benefits for resellers who use Netformx DesignXpert to create proposals for their customers,” said Regan McGrath, VP of Global Channel Sales and Marketing at Brocade. “We are delighted that our channel partners can now build in our highly-differentiated technology and innovative data center and campus solutions with Netformx DesignXpert, to help them secure more business and revenue growth.”...

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Dawn.Morris

SDN: Savior, solution, or nonsensical?

by Dawn.Morris on ‎06-23-2013 09:40 AM (256 Views)

A lot has been written about Software-defined networking - almost everyone seems to have an opinion on the subject while standards remain in development and there are few actual installations (yet) to verify what SDN might be able to deliver

Read more...

Dawn.Morris

SDN: Savior, solution, or nonsensical?

by Dawn.Morris on ‎06-23-2013 01:40 AM (425 Views)

A lot has been written about Software-defined networking - almost everyone seems to have an opinion on the subject while standards remain in development and there are few actual installations (yet) to verify what SDN might be able to deliver.  However, Brocade recognizes the huge value opportunity SDN promises customers, which is why we are heavily engaged with projects such as Open Daylight to ensure effective standards are developed for this new and exciting area of innovation.

 

But what about the channel?  While focus has been on defining SDN and SDN standards, what will the GTM model look like?  We want to hear your opinion. 

 

Take part in the Brocade Channel Survey and take the opportunity to tell us what is really effecting your business today, and where - if at all - you see SDN playing in the channel landscape.  Be part of the answer to the key questions for VARs and complete our simple, multiple-response survey by clicking on the link below.  Thank you.

 

Participate in: Channel 2020: The Channel View, 2013 Survey

 

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Be heard and enter a prize draw for the chance to win a £/$/€150 Amazon voucher - take part and complete the Channel 2020 survey

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