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The Channel

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 (1,613 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.