Greig Guy came up through Brocade’s ranks to take the position as country manager for Australia and New Zealand.
Just a month into his new role, Guy has had his hands full talking up the vendor’s two recent announcements that are intended, at least in part, to make life easier for its resellers to sell an entire datacentre stack with technology optimised for open source solutions.
“The value the resellers will bring is building that stack,” says Guy. “There will be pieces around the process, the storage device they deploy. And this rounds out their entire offering. And we’re looking to expand the resellers because we more resellers who can do this as a total solution and not piecemeal solution.”
Brocade is branding this as its On-Demand Data Centre solution, aimed at removing costs associated with deploying and managing a virtualised infrastructure. The stack includes the Vyatta vRouter — part of Brocade’s acquisition last year of that vendor — and Brocade Vritual ADX application delivery switch, along with the vendor’s physical core router module and Ethernet Switch/Router modules.
The strategy ties in with Brocade’s participation in the Red Hat OpenStack community, effectively providing a non-proprietary, alternative Softwared Defined Network solution.
“Once a reseller can incorporate a number of key components, as opposed to being driven to a proprietary solution, they can put together an offering that takes care of everything in an open environment,” says Guy.
Guy has had several roles with Brocade over the last seven years, and has only been the ANZ country manager since the beginning of April.
The vendor’s current initiative in pushing its Open-Stack on-demand solution includes a vendor funded role within its New Zealand distributor partner, Connector Systems.
“We’ve extendcd our presence there with Simon Gillson,” says Guy. “His goal is specifically to go out to current resellers and to look at new resellers in the right segment we’re operating in and to help them to provide training and enablement to take this product out.”
Gillson joined Connector Systems in early April after ten years at the Manukau Institute of Technology, most recently as the organisation’s IT director. Gillson has been conducting seminars around software defined networks and Brocade’s offerings, according to Guy.
Guy says there are certain segments Brocade wants to gain traction in, specifically education and health services.
“We’re not looking for resellers out there with point solutions,” says Guy. “We want them to wrap it together and put their service around it and that’s what the benefit is and that’s the profile we're looking at.”
"That’s something we’ve been working on since we introduced our Ethernet fabric products two years ago. Rounding out our offerings and driving the cost out of administering and provisioning so that you can turn up services, take them down, or move them around with out a huge overhead.”