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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Tony Craythorne, Brocade
| Channel Chief Name | Tony Craythorne |
| Channel Chief Title | Director, Worldwide Channel Sales |
| Company and Division | Brocade |
| Markets Served: |
Storage |
| Company's overall 2007 revenue: | $1.3 billion |
| Percentage of revenue from solution providers: | 70% |
| Number of years with the company: | 2 |
| Number of years involved with indirect sales: | 20 |
| Number of employees in channel organization: | 50 |
| To whom do you report in your organization? | Ian Whiting - VP WW Sales & Services |
| Does that individual report to your CEO/president? | No - 1 level below |
| Describe your channel organization's major accomplishments over the past year: | Following the acquisition of McDATA, Brocade successfully brought together the 2 existing channel programs, and launched the new Alliance Partner Network Program. The success of this was confirmed by Brocade winning the 2007 Global Technology Distribution Council (GTDC) 'Rising Star' award, recognizing Brocade as the fastest growing vendor in IT Distribution in 2007. |
| List up to 10 of your top products sold through the channel: | - Enterprise SAN Directors - FICON Solutions - Channel Extension / Routing Solutions - Fibre Channel SAN Switches - Fibre Channel Host Bus Adaptors - File Area Network (FAN) Software Solutions - Professional Services |
| Describe how your partner community has grown over the past year: | Brocade grew its active reseller base by 20% YOY. |
| Name the one individual who has had the most profound impact on your life: | n/a |
| Please name the single most innovative initiative for which you were responsible for the past year? | The succssful launch of Brocade's Alliance Partner Network Program - this program was a result of the best aspectos of Brocade / McDATA's prorgrams. |
| What were the key channel partner investments you made in the past year? | Significant increase in Brocade's Channel Sales and Marketing team - over 50% increase in headcount. |
| How are you attracting the next generation of solution providers? | In 2008, Brocade will continue to develop and launch products, programs and services specifically aimed to help our channel grow their Margin, Market Share, and Customer Satisfaction. |
| What is the greatest challenge you overcame in the past year? | When Brocade finalized the McDATA acquisition early 2007, there were many challenges to overcome. Brocade successully completed the merging of the 2 channel orgaizations / programs within 3 months of the close date. |
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