The Channel

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 (242 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 (394 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 (1,247 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 (540 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 (718 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 (2,953 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 (3,513 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 (1,249 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 (629 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 (404 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 (765 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 (570 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 (475 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 (718 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 (579 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.


Channel Survey: Brocade Partners Leading Key Trends, Helping Customers Redefine Networks

by Kristina Scott ‎11-10-2014 03:35 PM - edited ‎11-10-2014 03:38 PM (868 Views)

The results are in from Brocade's 2014 Channel Survey. Thank you to the nearly 600 Brocade partners from all corners of the world who participated. 


Here's a preview of key findings.  Brocade will share more in a news release and report next week, but I wanted you, our partners, to be the first to hear -- what we heard from you.


What stands out?  Brocade partners understand that differentiated technologies are essential for channel partners to differentiate their offerings, and they "get" the huge signficance of SDN/NFV and network virtualization to the channel, and to our mutual customers.





For an advance peek at these and other survey results, visit:


I'll be sharing the news announcement and expanded survey report right here on our Channel blog, when available.

Congrats Channel Survey Prize Winners!

by Kristina Scott ‎10-30-2014 05:28 PM - edited ‎10-30-2014 05:32 PM (732 Views)

As a sign of appreciation for the time and effort our partners spent completing our annual channel survey, 10 Brocade partners were selected at random from among all completed survey responses to win a GoPro Hero3+ camera.  Not only does the Hero3+ take great, high-definition pictures and video, but it's wearable, waterproof and gear-mountable for all kinds of indoor and outdoor adventures.


Congrats to our partner winners:



-Scotty Hammonds, CDW

-Colin Macdonald, Opus Consulting

-Brett Smith, Advantel



-Deepak Donka, MRO-TEK

-Man Young Lee, Penta Systems

-YongJoon Sohn, Forcei



-Thomas Kleinkuhnen, Avnet

-Diaudin Uthman, NESMA

-Rob van der Steen, TechAccess



-Hidenori Okumura, Nissho Electronics 


Most importantly:  Thank you to all partners who participated in our survey.  Your feedback and perspectives will help us to continually improve our programs and build an even more rewarding partnership.


Note:  Winners were selected using a third-party, auditable random draw service. 


Want to increase your deal size? Gain new customers? Generate more repeat business?

by Kristina Scott ‎10-28-2014 11:45 AM - edited ‎10-28-2014 03:23 PM (714 Views)

Recent Brocade sales data shows that deals with Brocade Network Subscription, Brocade’s unique monthly subscription, are on average 3-4 times bigger than all-cash deals. When customers buy with Brocade Network Subscription, Brocade partners still get paid same as cash.


Brocade partners, be sure you’re up to speed on the many benefits to customers of Brocade Network Subscription:


  • Acquire what you want, where and when you want it
  • Unlimited scalability and upgradability
  • No CapEx required – freeing up funds for other investments
  • Reduced risk, no costly lock-in, leasing arrangements or term commitments


broc847_bns-videp_v1_281014 (2).jpgAccess partner training video, sales guide and other resources on The Kit, in the Brocade APN Resource Center, by clicking here.


Download a new, 2-minute video you can use on sales calls with customers, also on The Kit, by clicking here.


Only Brocade has a monthly subscription with no term limits, no minimum transaction amount, accepts equipment returns and enables technology migration anytime – make the most of this unique sales door opener!

Saving Customers from a Faustian Bargain

by Michael Tennefoss on ‎10-20-2014 04:21 AM (1,652 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.