Brocade Revamps Partner Program With New Deal Reg, SDN Opportunities


Brocade this week made several updates to its channel program aimed at sweetening rewards and discounts for top-tier partners and enabling more solution providers to go to market with Brocade's software-defined networking (SDN) products.

The updated Brocade Alliance Partner Network program includes a new deal registration program and, for the first time, allows solution providers to sell Brocade's Vyatta line of virtual routers. The program also includes new partner training resources around SDN, including an SDN-focused North American partner road show Brocade will kick off in March.

According to Bill Lipsin, vice president of worldwide channel and global systems integrator sales at Brocade, the new Brocade partner program is designed to nudge partners toward the opportunities being created through SDN, a market IDC projects to be worth $3.7 billion by 2016.

[Related: Brocade Names New Global Channel Chief]

"Network virtualization and software-defined networking is becoming much more of a mainstream conversation," Lipsin said. "Customers are already showing an interest, so our next step is to arm our partners with the ability to answer some of those questions."

With the arrival of the new Brocade partner program, the company's Vyatta line of virtual routers, including its vRouter 5410, 5415 and 5420 models, will now be sold through the channel. The Vyatta line was already being sold through the roughly 100 solution provider partners Brocade gained with its 2012 acquisition of network virtualization startup Vyatta, Lipsin said, but not by the Brocade channel at large.

Brocade is offering a number of partner resources, including new training courses and pre- and post-sales support around SDN and Brocade vRouters, to help partners go to market with the Vyatta line.

Brocade's Select, Premier and Elite partners are all eligible to sell Vyatta, but they have to meet different requirements to do so. The lower-level Select partners are recommended to have one certified Brocade vRouter engineer on staff; Premier partners need to have two certified vRouter engineers on staff, and they will also need to meet a $25,000 annual revenue requirement; and Elite partners, meanwhile, need to have two certified vRouter engineers and two certified vRouter professionals -- who focus on pre- and post-sales efforts -- on staff as well as meet a $50,000 annual revenue requirement.

Brocade said it will offer free, Web-based partner trainings around the vRouter products in order for partners to earn these certifications. 

NEXT: Brocade's New Deal Reg Structure Page