Brocade Intros Host of Channel Initiatives

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Brocade has announced the introduction of 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.
 
The APN program updates represent Brocade’s ongoing commitment to the channel in helping partners establish and maintain viable business models to continue driving success.
 
As the channel remains an area of strategic focus for Brocade, the company has invested significant monetary resources – approximately three times the historical annual spend – to implement and support the APN program.
The continual maturation of cloud technologies, coupled with end customers’ growing interest in integrating virtualization and cloud solutions into their IT environments, represents a tremendous opportunity for channel partners. End customers are increasingly looking to the channel for guidance and technical expertise to help them successfully navigate the journey to the cloud.  For distributor and reseller partners, who by virtue of their position within the channel ecosystem are best equipped to deliver these value-added solutions and services, this industry trend presents both a world of possibilities and increased pressure to adapt and refine their business objectives.
 
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.
To attract and invigorate new partners, Brocade is committed to providing new APN partners with enablement funding to help streamline and accelerate their engagement with Brocade. These funds can be used for a multitude of activities, including demand generation and marketing activities, technical and sales training and the development of lab environments.
With an emphasis on partner profitability through growing skill sets and expertise, Brocade continues to expand its VIP with these core tenets in mind. As part of this approach, Brocade has added the Service Provider Specialization to its growing roster of technology-centric designations.

All information contained within the portal is tailored to the needs of new partners and is intended to accelerate their integration into the APN 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.

“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,” said Barbara Spicek, vice president of Global Channels at Brocade.