Brocade lures VARs up accreditation ladder with discount rejig

Vendor slashes discounts for lowest-level Select VARs in favour of boosting top-level Elite discounts

Brocade has shaken up its deal registration discounts in an effort to encourage resellers to climb the accreditation ladder.

The storage and networking vendor hopes the move will encourage its partners to ascend the ranks in its Alliance Partner Programme (APN), which consists of three partner levels: Select, Premier and top-level Elite.

In the past, Select partners enjoyed a seven per cent deal registration discount, while Premier and Elite partners got a 10 per cent and 12 per cent discount respectively. But as part of the changes, Select partners' discounts will be slashed to five per cent, while Elite partners' savings will soar to 15 per cent.

On top of this, Brocade is offering Premier and Elite partners the chance to earn an additional three per cent discount if they sign up net new business.

Brocade's head of EMEA channel John Mitchell, who was recently promoted to the role after leading the UK channel business, said the move will bring resellers closer to Brocade.

"We're trying to incentivise our Select partners to become Premier and to take advantage of some of the benefits APN provides," he said. "We're looking to invest in partners who are investing in us."

He added that he is sure that resellers looking to work with Brocade for the first time will not be put off by a lower discount rate.

"I don't think it will put off new partners at all," he said. "If anything, it will encourage partners. We have a core set of partners in the UK and we're looking to invest in those.

"Previously partners were coming on [APN] but weren't making the investment.

"Previously the incentive ladder wasn't as big as it is today. Although we've seen a large increase in Premier partners in the UK in the last year, we're looking to drive knowledge around our technology in the partner base.

"If you go on that journey.... We will instantly reward you."