Brocade rolls out new channel initiatives
Brocade has introduced several new channel initiatives designed specifically to enhance partner enablement and profitability. The new initiatives encompass a wide range of updates to the Brocade Alliance Partner Network (APN) program, including elements tailored to attract new partners who are looking for a compelling vendor alternative, as well as new aspects to better reward existing APN partners.
Chris Ilg, Director, Market Research, Infrastructure Channels and Alliances, IDC said, "Data center infrastructure vendors clearly recognize the vital role that the channel plays during any period of major IT transformation, and the transition to the cloud is no exception. IDC estimates that worldwide spending on private IT cloud services will top $13 billion by the end of 2011, and shrewd vendors are those who are adapting and augmenting their programs with inventive elements that bring value to a wide range of partners."
Recognizing the inherent capabilities of its partner base and the key attributes of the markets they serve, Brocade designed its APN program updates with built-in flexibility, enabling greater numbers of partners to gain value from the program.
In addition, Brocade has instituted updates with respect to its demo equipment program. Specifically, Brocade has significantly increased the discount on its demo equipment while simultaneously revising guidelines governing the use of marketing development funds (MDF), enabling partners to apply these funds to cover any qualifying expenses for demo equipment. Under the new APN demo discount schedule, this change enables partners to acquire demo gear at little to no cost.
Brocade has updated its lead and demand generation management processes to provide partners with wider access to qualified leads that increase sales success and shorten the sales cycle. To accomplish this, Brocade has fine-tuned its demand generation processes to identify qualified leads and efficiently funnel them to APN partners. In addition, inside sales and telesales resources have been repurposed to focus their efforts on lead generation for the channel. The delivery of qualified leads will enable partners to focus their resources on the sales process, thereby reducing time spent on the customer discovery phase.
Barbara Spicek, VP, Global Channels, Brocade said, "The cloud era has forced the channel to undergo a major transformation, which is both a source of opportunity and consternation for resellers and distributors. As part of Brocade's long-term commitment and overall company strategy of leveraging the strength of the channel, these new initiatives further enable partners to grow their skill sets, differentiate themselves and adapt with agility to changing market dynamics."
The Brocade APN program updates take effect immediately.
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