Renaissance has finalised a new deal for Brocade IP LAN products under the global Brocade Alliance Partner Network programme. Renaissance has distributed Foundry Networks since 2005, with Foundry being acquired by Brocade late last year. The Alliance Partner Network programme, launched in May by Brocade includes partner rebates, rewards loaded on credit cards, deal registration, marketing resources, training and events, formal certification and market and channel development funding. The company also has an option for partners certified in networking by other vendors to undertake a one-day Brocade course, rather than the three to five day option usually required to obtain certification. Renaissance divisional manager Mark Dasent says Foundry Networks had a “loose arrangement” with distributors, which lacked many of the components of Brocade’s Alliance Partner Network programme. “They’ve [Brocade] tidied that up so there’s a definite two tier channel model,” he says. Brocade's Asia Pacific and Japan vice president Deb Dutta says the company recognises a greater need for a distribution model in the LAN space (covered locally by Renaissance) than in the SAN space, where for these products Datastor remains a distributor. Dutta says about 90 percent of business in the SAN space is done through OEM partners, which include Dell and IBM, but this will be much less in the LAN area. “In the LAN space, decisions are usually independent of the server and storage component. While in SANs, they’re often bought with a server,” says Dutta. Read more in the next print edition of Reseller News. To view photos from the Renaissance Brocade networking drinks click here.
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