Following the acquisition of network specialist Foundry Networks, SAN leader Brocade has just finalized its new Global Alliance Partner Network, which will for the first time include Foundry resellers. “This program is designed to attract both storage and IP networking channel reseller who are seeking quality and a more selective and profitable alternative”, explains in exclusivity to ITdistri Barbara Spicek, Brocade Vice-President Global Channel Sales.

Global Alliance Partner network is built on four levels including distributors, thus officializing for the first time the new two-tier strategy of the company (albeit the company already have a few distributors here and there). “We are indeed in the process of recruiting distributors in the EMEA region”, unveiled Barbara Spicek. The vendor seeks to have up to 3 distributors for each major country (France, Germany, Italy, Spain and United Kingdom). Depending on local market potentials, smaller countries and regions will have one or two distributor each. “We do not plan to sign pan-European partnerships, as we are looking forward signing with the best distributors in each country”, underlined Barbara Spicek. No names have been unveiled, as nothing has been signed yet, but most major networking VADs have been approached in the region, including Cisco’s partner Westcon.

All current EMEA Brocade and Foundry partners will be automatically incorporated into the Alliance Network, that is about 55 companies for Brocade and 120 for Foundry. The vendor plans to have up to 12 Elite and Premier partners for each major country, all other partners being “simple” Select : “this is to make sure there will be no over-distribution in the region”, explained Barbara Spicek.

Global Alliance Partner Network is very classical in its form, with sales programs, marketing and sales support, pre-sales technical support, turnover and certification targets, presence on vendor website, etc. More original is the fact that all partners (including Select partners, through their distributor) are eligible to Deal Registration. It also enables all its partners to use their marketing funds to get some rebates on their technical training. Finally, Brocade has decided to help its Elite partners by allowing them to train and certify up to two engineers by quarter for free, through a system of vouchers. No doubt such initiatives may interest other vendors…