Reseller News

Brocade to renovate Foundry channel

Networking vendor Brocade is looking to renovate its IP switching channel model following the acquisition of Foundry Networks.

The vendor is in the process of transforming the Foundry Networks single-tier distribution model to a multiple-tier model in order to reach a broader range of partners, Brocade vice-president of Asia-Pacific and Japan, Deb Dutta, says.

“In continuing in the spirit of our engagement with the other parts of the business we needed to build an incremental channel model,” he says. “Foundry had a channel, but it involved no more than four or five partners in a single-tier, and was involved with every transaction. As such, it was a restrictive model. We want to build a model with a greater scale.”

Dutta said the company is also looking for a distributor for the Foundry business.

The first objective behind the upheaval would be to double the Foundry footprint, Dutta says.

Brocade country manager Graham Schultz says another driver in the decision was the “flight to value” trends in the economy.

“We’ll be rolling out some new partner programs around incentives and support as well,” Schultz says. “People still need technology and have not stopped buying, but it’s important to offer the best value, and we hope to leverage the channel to provide that.”