Brocade wants local channel help to push FME

According to Paul Berkovic, File Solutions Business Manager, Brocade Australia & New Zealand, inorder to capitalise on the growing customer interest in file management technologies, Brocade is currently seeking additional channel partners in Australia.

“Brocade has been traditionally established in the fibre switching side of the IT market. We are looking for resellers that can help customers with server and Windows expertise.”

Unstructured data is creating significant pain for IT administrators struggling with server updates and equipment down time, claimed Berkovic.

He said the vendor is seeing a growing demand locally for an FEM product, with two of the four top banks currently users of the product – through OEM agreements.

“The product can be used for other sectors besides the financial market. We are very interested in other sectors including, telecommunications, education, and even resource and mining,” he said.

Koh Meah Hock, head of Brocade Files Division for Asia Pacific and Japan said Brocade’s Files Division is a completely separate team of people and its business model is to grow the division through channel partners.

“The way we build in market in A/NZ is through channel OEM. At the local level we are looking to bring this product to market through partners who have dedicated experience in the storage arena and can sit down with customers and identify their pain points,” saidMeah.

He says Brocade isn't looking for volume in terms of partners, but want to identify partners that can understand the value propasition in supplying the FME to customers.