New Brocade country manager runs with SDN offering

New Brocade country manager runs with SDN offering

With in-country help, vendor beats drum for OpenStack solution

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.”

Follow Us

Join the newsletter!


Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.



The making of an MSSP: a blueprint for growth in NZ

The making of an MSSP: a blueprint for growth in NZ

Partners are actively building out security practices and services to match, yet remain challenged by a lack of guidance in the market. This exclusive Reseller News Roundtable - in association with Sophos - assessed the making of an MSSP, outlining the blueprint for growth and how partners can differentiate in New Zealand.

The making of an MSSP: a blueprint for growth in NZ
Reseller News Platinum Club celebrates leading partners in 2018

Reseller News Platinum Club celebrates leading partners in 2018

The leading players of the New Zealand channel came together to celebrate a year of achievement at the inaugural Reseller News Platinum Club lunch in Auckland. Following the Reseller News Innovation Awards, Platinum Club provides a platform to showcase the top performing partners and start-ups of the past 12 months, with more than ​​50 organisations in the spotlight.​​​

Reseller News Platinum Club celebrates leading partners in 2018
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP has honoured its leading partners in New Zealand during 2018, following 12 months of growth through the local channel. Unveiled during the fourth running of the ceremony in Auckland, the awards recognise and celebrate excellence, growth, consistency and engagement of standout Kiwi partners.

Meet the top performing HP partners in NZ
Show Comments