Last week we announced our new global Alliance Partner Network channel program. The new combined program extends the company’s existing value-based storage networking channel program to include Brocade’s IP networking product portfolio. The overarching goals of the new program are to help our partners:
Preserve and maximize margins and profitability through competitive sales and marketing programs, services attach, and deal registration; and
Increase market share and improve customer satisfaction by providing a comprehensive, best-in-class portfolio of innovative networking solutions, as well as an industry-leading training and certification program designed to enable partners to effectively sell to and support customers.
As the channel evolves, Brocade evolves. In today’s world of convergence, channel partners are looking to find their place. Our sophisticated channel partners are looking for proven, cost-effective solutions with which to evolve and grow their businesses. And they’re interested in helping solve their customers’ growing networking requirements without sacrificing performance or reliability. As a result, they are diligently evaluating their vendor portfolios as they are faced with a highly over-distributed networking channel landscape and are constantly being pressed on margin, which affects their overall profitability. At the end of the day, channel partners are looking for opportunities to differentiate themselves. Based on feedback from channel partners, we are committed to offering a differentiated channel program that focuses on providing:
A high return on partner investment;
Selectivity rather than broad recruitment;
Quality of relationship; and
A strong emphasis on improvement of overall profitability.
It’s about providing customers and partners with flexibility and choice. Brocade continues to believe in the value of partnerships and industry standards; our company was founded on these principles. We continue to work with and build proven, interoperable solutions with a broad ecosystem of industry partners that help enable customers and channel partners to design highly reliable, end-to-end network infrastructures that are not based on a proprietary, singular architecture of one company. Ultimately, customers and partners deserve and benefit from the greater flexibility and choice that we provide together. We also believe it is important to develop these solutions in the framework of the considerable investments customers have already made in their networks. Brocade and our channel partners are already helping customers address these challenges by integrating our networking solutions with a range of mature computing, management, and storage technologies from some of the strongest companies in the world. These partnerships are leveraging open interfaces/standards, co-developed technology, and products that are shipping and available today.
Opportunity abounds. We see nothing but opportunity for both Brocade and our loyal partners to grow and expand our business through a more diversified, sophisticated, and wider reaching sales and distribution channel. We will continue to work very hard with our channel partners and with our OEMs to expand on the vast opportunities at hand. At the same time we will continue to remain selective and work with those partners that commit and invest in Brocade. And given the size of the enterprise networking market, we know there are plenty of opportunities for Brocade and our partners. We are truly dedicated to a high-quality program that’s designed to reward channel partners for their investment in Brocade. And, by the way, … we will continue to make it better.