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The Channel

Quality in Partnership – What it means to me

by BarbaraSpicek on ‎11-17-2011 02:57 AM (613 Views)

Brocade’s Alliance Partner Network (APN) Program, which is guided by the principle of “Quality in Partnership,” is the foundation and cornerstone of our work with our channel partners. Following on from John McHugh’s post partnership is, sadly, a much overused term in our industry. So I thought I’d take a moment to clarify what I mean when I say “Quality in Partnership.”

Along with the rest of Brocade’s management team and our employees around the world, I strongly hold a channel-centric view that we have a responsibility to our partners to go beyond the usual platitudes and promises made; and it’s a responsibility that we take seriously - to help our partners secure real, measurable, long-term profitability. In such challenging times, it is up to the vendor to recognize and, more importantly, respond to those challenges to help our partners develop and maintain viable business models.

Our partners are the point of integration, but we are the ones with the technology specialist expertise and solutions. Only by working together, sharing knowledge and supporting partner growth at every level, can we both succeed. And this collaboration is the key driver behind the evolution of some key elements in our APN Program, announced this week. These updates to our highly successful APN Program ensure that we continue to offer programs that are simple to understand and flexible enough to keep delivering value to our partners. With effective sales enablement, low- to no-cost, high-quality, training and education, and reward and incentive programs that recognize expertise, success and motivation, “Quality in Partnership” means continuing to encourage and enable partners in the delivery of high quality Brocade solutions and services to end customers, that help them drive profitable business growth.