Networking and storage vendor Brocade is set to engage in a significant Australian channel push on the back of the launch of new Open Stack and on-demand data centre strategies.
Newly-minted country manager Greig Guy, whose previous roles with the company included stints as partner manager for both Australia and New Zealand, and also for the APAC region, told CRN the company is looking to increase partner numbers across the board.
“We’ve been very much East coast focused,” Guy said. “We’re very much looking to increase partner numbers in the other states.”
However, he added, Brocade is looking for quality, not quantity. “We want to make sure they’re on board with us.”
Brocade’s existing channel partner programs has three tiers. The Elite level tops the program, with around four partners, while second ranked premier program has eight partners.
“Both Elite and Premier require training and certification to make that level,” Guy said.
“We’re very much a partner company,” he added. “In my seven years with the business, we have worked closely with our channel partners, and they know how we operate, and vice versa.” The rest of the company's partners fall into the 'Select' category.
A key part of Brocade’s channel commitment is what the company has dubbed “funded investment”. This includes increased funding for marketing, along with a unique program where the company pays for high level consultants to act as advocates to assist partners sell Brocade solutions and services.
In a previous interview with CRN, Guy said the company’s signing of tier two vendors such as Pipe and Vocus was evidence the organisation is making “significant headway” in the local market.
Brocade's premier partners in Australia include O2 Networks and ASI Solutions, while it has distribution agreements with Avnet and Distribution Central.
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