Brocade eases reseller fears after acquisition
Vendor attempts to allay fears following its takeover of McData
Brocade has attempted to allay channel worries following the completion of its takeover of McData.
The acquisition was completed at the end of January, and the vendor is now looking to unite the duo’s channel programmes and partner network, according to Timm Hoyt, EMEA channel sales manger at Brocade.
“We will now have one support umbrella for partners, and we will also combine all of the engineering and R&D functions,” Hoyt said.
“This is a very good move for partners. It will simplify their lives; part numbers, pricing and incentives will now all come from one vendor and one place. It is also a single architecture and portfolio. The other reason it is good for partners is that for both Brocade and McData resellers, they can now go back to customers with new products and services.”
However, Hoyt said that while Brocade’s Alliance Partner Network programme would remain in place and now encompass some elements of the McData channel programme, he warned that the vendor was taking each resellers’ membership on a case by case basis. “Some VARs may not make the grade,” he added.
Hoyt stressed that he was already aware of most of the McData channel and there was little overlap, which, he said, included the distribution channel.
Paul Reeve, director of ACAL Storage Networking, which distributes both vendor’s products, told CRN: “Brocade has a well established reseller partner programme offering benefits that include monthly marketing development funds, dedicated marketing sales support, plus access to sales and technical tools via a secure partner web site.
“The Brocade partner programme will be the primary programme moving forward, but there is a commitment to support existing programmes for a period of three months following the acquisition. ACAL will provide support for all its partners during the transition process.”