Reseller News

Brocade secures second distributor

Networking vendor Brocade has signed Connector Systems to join Renaissance as a local distributor. ANZ country manager Graham Schultz says his company has established a strong base of partners and customers through its relationship with Renaissance, which has been in existence since it acquired Foundry Networks in 2008. Renaissance was a Foundry distributor. However, Brocade wants to “expand significantly” into new geographies and markets, says Schultz. “We’re expanding in many areas, with a broad portfolio. The switching and routing market is very large and continuing to grow. There are also strong revenue opportunities in the service provider market and that is one of our core focuses globally. He adds Connector Systems’ appointment was also made because the vendor’s global strategy is to have dual distributors in each country. In addition, some of the distributor’s staff are familiar to Brocade, having worked at Renaissance, and this means Connector systems has good knowledge of Brocade’s products and go to market strategy, says Schultz. Connector Systems director Dale Smith says it will help ensure Brocade has strong geographical coverage. It has business development managers in the three main centres, and in the Pacific Islands, he says. Brocade’s Alliance Partner Network programme has four levels - Distributor, Elite, Premier and Select. Brocade has two Elite partners, and Schultz says it may recruit a couple more to this tier and recruit a broader base of Select partners. The vendor has modified the programme to include Value Incentive benefits, which are pay for performance programmes focused on specialisiations and measurable objectives. These are open to distributor and Elite partners. There are also a variety of partner tools on the MyBrocade portal, including a mobile application, marketing resource centre, partner locator and configuration tool. It has also extended its professional services partner programme, with a transition to a pay for performance scale. This is open to Elite or Premier status who fulfill a set of programme requirements that include completion of industry certifications and compliance with onsite audits.