Networking Nuptials

As Brocade Communications and Ruckus Wireless begin to merge into one company, thousands of solution providers are itching for answers about a combined channel strategy, new Partner Program and new revenue opportunities.

Although the two companies are still operating independently for now, Ruckus channel chief Sandra Cheek and Brocade channel chief Pete Peterson both say the merger will boost channel sales and market position. "We really think this is a marriage made in networking – that's the message we've been using internally," said Peterson.

According to the channel leaders, the new company will help Ruckus partners move into the midmarket and enterprise space, while Brocade partners will get more opportunities in the SMB and service provider market. "We're really motivated to make this one of the best integrations you've probably ever seen in the industry," said Cheek, winner of the 2016 CRN Channel Madness Tournament.

CRN talked to Cheek and Peterson about the changes ahead for channel partners, adopting each other's strengths and enabling partners to sell end-to-end networking solutions. In the following slideshow, we present key points from that conversation.