Brocade Enhances Alliance Partner Network Program

Brocade Communications Systems, Inc. reasserted its commitment to channel partners by unveiling  programs designed to maximize profitability at its annual Partner Summit in Las Vegas.

Consistent with the Brocade open ecosystem technology approach, this year’s Partner Summit emphasized the strategic sales value of best-in-class solutions and services developed with leading technology partners, who will be presenting at the event. Summit attendees also had the opportunity to hear keynotes from top Brocade executives, industry luminaries, technical experts and customers.

Since the introduction of the Brocade Alliance Partner Network (APN) Program last May, Brocade has rolled out a number of program enhancements designed to recognize partner loyalty and increase partner profitability. In addition to the introduction of the Professional Services Program (PSP) and Support Delivery Program (SDP), which are designed to help partners derive higher levels of revenue and customer engagement via professional services and technical support implementations, Brocade has launched a variety of incentive programs. Moreover, it has executed on expanding its global channel leadership team to provide greater channel support and coverage around the world.

Most recently, Brocade appointed Laurie Potratz as the leader of the Americas Channel Sales organization. With over 20 years of experience in leadership roles in direct sales, marketing and channel sales, Potratz brings to her current role extensive expertise in building and executing upon go-to-market strategies specific to North and Latin American channel partners. Prior to joining Brocade, Potratz led the sales team and established the overarching strategy for the Large Account Reseller Channel at Symantec, which included commercial and public sector markets. Potratz has also previously held channel positions at Veritas, which merged with Symantec in 2005, and BMC Software.

To further drive partner revenue and increase sales, Brocade has also unveiled a wide range of APN Program enhancements, including the following programs and initiatives.

Reseller and Distributor Growth Programs
To better help partners address evolving networking requirements, Brocade has developed product-specific rebate programs for delivering high-performance, cost-effective solutions. To support the demand for 10 Gigabit Ethernet (GbE) networking products, Brocade has introduced a 10 GbE migration program. Developed to help channel partners provide end-user customers with a cost-effective way to future-proof their networks, the program offers rebates to drive the transition to 10 GbE technologies. For example, Brocade FCX Series Switches, as well as all current Brocade 10 GbE products, are included in this migration program. Additionally, Brocade has introduced a “Fast Forward to Convergence” Program tied to the Brocade 8000 Switch, which offers numerous benefits to IP partners, including free licensing and incentives.

Vertical Market Initiatives
Developed to help partners sell into certain vertical markets, Brocade has started the roll-out of targeted campaigns and sales programs that identify and address customer needs within specific markets. Tools include an incremental deal registration program that provides deal protection for projects that partners bring in, as well as a full portfolio of marketing materials that partners can customize and leverage to their advantage.

Targeted Lead-Generation Programs
To facilitate the qualification and dissemination of qualified leads, the APN Program utilizes a sophisticated identification system to generate highly targeted leads to help partners increase sales and drive revenues.

Channel Enablement Programs
As part of the company’s open ecosystem approach, Brocade is committed to providing partners with the tools required to sell Brocade networking products. These tools include low-cost to no-cost training, comprehensive marketing materials and flexible use of Marketing Development Funds (MDF). In addition, Brocade is making it easier for partners to do business with Brocade. For example, at this year’s Partner Summit, attendees will be able to partake in the testing process for Brocade Certified Network Engineer (BCNE) and Brocade Certified Fabric Designer (BCFD), providing a convenient way for partners to receive Brocade certification onsite.

Improved Access to Brocade Resources
Earlier this year, Brocade revamped its online partner portal, MyBrocade, to provide broader access to program information, marketing resources and tracking tools.

The portal now features:
Customizable pages that allow partners to tailor their online experience to include only relevant information
A community section that enables partners to connect with peers to learn about industry trends and share ideas
Feature-rich modules to help partners track and manage programs

“The Brocade APN program has truly made significant progress over the course of the past year and I am pleased that we continue to attract and retain the best channel partners in the industry,” said Barbara Spicek, vice president of Worldwide Channel Sales at Brocade. “Looking ahead, Brocade recognizes the tremendous opportunity before us to provide best-in-class solutions based on our industry-leading, end-to-end networking infrastructure products. As a result, we will continue to develop innovative program enhancements that help channel partners gain significant value.”

The annual Brocade Partner Summit brings together distributors and Value-Added Resellers (VARs) to discuss best practices, share selling strategies, participate in one-on-one meetings with Brocade executives and network with peers.