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The Channel

Digital transformation is revolutionizing the possibilities available to your customers. With big data, the Internet of Things (IoT), cloud, mobile and other trends offering opportunities to improve how they run their businesses, it is important not to forget about the backbone of what keeps these technologies running – the network.


Brocade is leading the charge in the development of New IP networks designed to support digital transformation, and if you are here, it’s because you recognize that. However, there may be aspects of the New IP with which your customers are unfamiliar. We distilled five benefits to help you talk about the New IP to your customers and communicate its value to their enterprises AND on our Brocade Partner Network Resource Center we have sales tools to help you lead the conversation.


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A Toast to the Death of Proprietary Standards

by Kristina Scott ‎08-29-2016 08:47 AM - edited ‎08-29-2016 08:50 AM (1,974 Views)

Imagine if every PC maker – Dell, HP, Lenovo, etc. – created a different port on their machines for input devices. You’d quickly find yourself with a host of peripherals that could only interface with a specific brand of machine. You’d also find yourself incredibly frustrated in your upgrade options: either buy another machine of the same make that might not fit your needs or be faced with replacing all those peripherals. Sounds ridiculous, but that is exactly the situation your customers are in when operating on proprietary networks.


Proprietary standards have stifled innovation, limited flexibility and increased costs for far too long. Proponents of such networks claim proprietary standards and single-vendor networks are designed to work together, limit complexity and offer better value, but in reality Gartner busted these myths years ago.  How can offering a network based on open standards benefit your customers?


How SDN Can Help Your Customers

by Kristina Scott ‎08-09-2016 08:09 PM - edited ‎08-09-2016 08:11 PM (683 Views)

Enterprise networks today are facing serious challenges as digital transformation puts unprecedented pressure on your customers’ networks. With the growth of big data, cloud and mobile, your customers are faced with managing more data than ever before, often on the same networks they were using prior to the introduction of these technologies. Luckily, the network is on a precipice of a software-driven revolution that can better enable digital transformation and help your customers drive efficiency, cut costs and improve security.


Earlier this year, an International Data Corporation (IDC) report projected that the global software-defined networking (SDN) market will have a compound annual growth rate of 53.9 percent from 2014 to 2020 and will be worth nearly $12.5 billion by 2020.


Introduce Your Customers to the Future of the Network with Brocade’s Workflow Composer

by Kristina Scott ‎08-03-2016 02:30 PM - edited ‎08-03-2016 02:34 PM (541 Views)

The speed of innovation and technological change has never been faster than it is today. For the most part, that rate of change is a good thing. It enables companies and people to accomplish tasks more efficiently and provides a competitive business advantage for your customers.


However, when it comes to your customers’ IT infrastructure, emerging technologies and trends like mobile and the Internet of Things are driving an exponential increase in traffic on the IT highway – the network. In cases where compute or storage capabilities are expanding beyond those of the network, enterprises can find themselves with capabilities they are unable to fully leverage and services that are bogged down by lack of network agility. Your customers need access to a network that is full of fast lanes, not roadblocks.


Driving Sales Through Innovation and Market Leadership: Brocade Facts

by Kristina Scott ‎06-30-2016 02:31 PM - edited ‎06-30-2016 02:40 PM (1,863 Views)

Last year, Channel Pulse introduced you to some of Brocade’s differentiators and little-known facts that support your customers’ interests and needs. Dedicated to innovation driven by New IP technologies, Brocade is committed to offering the most reliable, efficient and secure networks to help your customers take advantage of emerging technologies like cloud, mobile and big data to meet their business objectives. For example, we highlighted how Brocade was the first to market with Gen5 Fibre Channel storage networking and how nearly one-third of all Internet traffic uses Brocade’s networks.


Just as your customers' needs continue to evolve, Brocade is continuing to innovate, expand our leadership and support the future of enterprise. How are we improving what we offer for you and your customers in 2016? Brocade is…




Record 3 Brocade Leaders Named "Women of the Channel" by CRN!

by Kristina Scott ‎05-23-2016 11:57 PM - edited ‎05-23-2016 11:58 PM (510 Views)

Brocade had a record three leaders named to publisher CRN’s Women of the Channel list for 2016:  Raelyn Kritzer, Berinda Post and I'm honored to have been the third. We’re really pleased as this testifies to Brocade’s commitment to investing in our channel, driving added sales opportunities and excellence in our channel programs and marketing.




Here are some key points our Women of the Channel were recognized for, and excerpts of the leadership advice they shared with CRN.


To make it even easier for partners to ramp sales, and to reap rewards for doing business with Brocade, we’ve launched two new, consolidated and exciting platforms:




The Brocade Partner Network Resource Center: Our sales and marketing portal, with sales assets and a choice of lead generation activities now organized by solutions and channel competencies --  Campus, Data Center, Software and Storage – to get you what you need in fewer clicks.  Expanded capabilities include the ability to set up and manage webinars and in-person events, streaming web content and social network posts to generate leads, and partner webcasts. 


The Brocade Partner Network Incentives Center: One stop for Brocade’s various channel incentives,


The Internet of Things (IoT) is continuing to expand at an astonishing rate. In fact, Gartner has predicted there will be more than 20 billion connected “things” by the year 2020. In the future, nearly every industry will incorporate IoT-connected devices in some way, making it an important consideration for your customers.


While the IoT promises advances in real-time business intelligence and convenience in ways we probably haven’t thought of yet, it also introduces new security threats.  An ocean of new devices combined with a dramatic increase in network traffic and protocols in an already complicated network system can spell disaster for old IP networks. Essentially, every new device becomes a network endpoint that must be secured. As your customers benefit from the promise of the IoT, they must also address security.


New Resource Center: Fewer Clicks to Get What You Need!

by Kristina Scott ‎05-01-2016 08:46 PM - edited ‎05-01-2016 08:49 PM (549 Views)

At Brocade, we keep looking for new ways to make it even easier for partners to do business with us. Now, fewer clicks to get what you need to ramp leads and sales – on the new Brocade Partner Network Resource Center.


For the first time, our partner sales and marketing portal offers integrated partner support – organized by solutions and channel competencies. We’re also making entirely new capabilities available to partners, such as notifications of new sales collaterals, event management,




Moving Government Networks from Pac-Man to Halo 5: Introducing Your Federal Customer to the New IP

by jmuscare ‎03-28-2016 08:23 AM - edited ‎03-28-2016 08:24 AM (787 Views)

“Too often government IT is like an Atari game in an Xbox world.” That quote, from a Wall Street Journal op-ed by President Barack Obama on his recent cybersecurity action plan sums up a discussion that, in the last year, has grown into a major agenda item for the federal agencies you work with.



Meet Your Customers Where They Are Engaging: On Social Media!

by Kristina Scott ‎03-23-2016 11:42 PM - edited ‎03-23-2016 11:43 PM (671 Views)

Social media is rapidly transforming our world. With a few clicks and an Internet connection, you now have the power to instantaneously share information with millions of potential customers, increase brand awareness and easily engage with your customers, all with little effort or expense. According to IDC, 57 percent of U.S. workers use social media for business-related matters so it is no surprise that 85 percent of B2B customers believe that companies should present information via social networks.


However, using social media can be tricky.


The cloud storm is brewing and it is big. How big? Almost every forecast shows cloud spending spiking in the near future. In fact, in a recent worldwide survey of our channel partners, 51 percent of you said that cloud computing and virtualization would be the trends with the biggest impact on your customers in 2016. This probably comes as no surprise; after all, the cloud is transforming business worldwide. Just a few weeks ago, Netflix announced it had finished migrating all of its IT applications and operations to the cloud, making the cloud now the backbone of an entire $6.7 billion dollar company. And that is just one example.




While not all businesses are ready for the cloud on that scale, many are turning to the cloud for the huge benefits it offers over traditional IT. Your customers want more consumption models for their technology and as-a-service cloud models offer just that.


What We Heard From You: Trends to Know

by Kristina Scott ‎02-07-2016 02:35 PM - edited ‎02-07-2016 02:39 PM (1,050 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 (918 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 (2,683 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.


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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 (1,135 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 (1,751 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 (2,115 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 (1,007 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 (1,336 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 (3,555 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 (4,123 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.


Advancing the New IP with the Brocade Flow Optimizer

by Sultan Dawood on ‎06-09-2015 03:15 PM (1,280 Views)

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 (1,750 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 (1,006 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.