Storage area network (San) specialist Brocade is finalising deals with new channel partners in the UK on the back of strong financial results.
The company, which manufactures fibre channel switches, said it will announce its new master resellers and distributors next month.
Tony Ruame, director at fabric integrator Redstor, suggested that Brocade will use the channel for its low-end switches only. "I don't think there is enough skill in the reseller channel to sell high-end fabric switches," he said.
Brocade reported turnover of $165m for the first quarter ended 31 January, compared with $42.7m for the same period last year. It reported profit of $32.5m compared with $7.3m a year ago.
The firm claimed it has increased its share of the San infrastructure market and, as a result, has added 16 resellers to its US stable and signed master reseller agreements.
Paul Trowbridge, director of marketing, Europe, Middle East & Africa, at Brocade, described how the company is undergoing a similar transition in Britain.
"In the UK, we go indirect with all of our business. It either goes through our integrator partners or to our original equipment manufacturer partners such as Compaq, IBM and StorageTek, most of which sell direct themselves," he said.
"We are currently in the throes of finalising negotiations to add a second-tier element to our distribution and new partners, which will include master distributors as well as resellers," he added.
Ruame said: "Brocade is a dominant player, and to succeed, its products needs to be adopted by the mass market. It is a good thing if Sans become more widespread and the channel is used for delivery."
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