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Spicek contends that partner loyalty will be won by vendors who map their programs to partner specializations and reward partners for how they apply their expertise. That will be a key differentiator for Brocade, she said, against Cisco, Juniper, HP and its other competitors.
"A lot of what partners are hearing from other vendors is about monolithic vertical architectures and being asked to go one-and-all. Those aren't very compelling for partners right now because it takes their value away," Spicek said. "As the vendors get bigger and bigger, that creates a 90/10 situation where 10 percent of the partners get the majority of the business."
Additional tools announced this week include an APN Mobile Application for accessing Brocade APN program information from a mobile device, an online Marketing Resource Center that includes access to promotional materials, and the APN Global Partner Locator, which lets partners search each other by product and service specialty.
There's also a customer quoting tool for Brocade solutions, which will be available early next year.
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