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Brocade invests to boost its IP standing

Vendor Brocade has trebled its UK channel team in the past nine months and is

investing a further £2m to help boost its networking presence.

Networking industry veteran Amanda Giddins was brought in as Brocade's EMEA

channel director almost a year ago. On joining, the vendor had “two or three”

channel account managers and now has nine.

She also revealed an extra £2m is being ploughed into the UK to fund further

headcount increases and marketing funds. A vertical pricing programme giving

partners extra discounts for sales in the media, finance, healthcare,

government, education and service provider markets was also recently launched.

Brocade entered the networking arena in late 2008 through

its

acquisition of Foundry Networks. After recently reporting a

lower-than-expected outlook for its current fiscal year, Brocade admitted it had

struggled to build its Ethernet business “to the levels we expect”.

Giddins claimed the firm recognised the acquisition had not provided “the

momentum” it had hoped, but also said: “We have had interest from SAN partners

in selling into the IP space. But the IP partners are much more proactive.”

Mike Darbyshire, Avnet’s business unit manager for open storage, said: “We

are making good progress. But the majority of the partner community is still

segmented, so Avnet and Brocade have a little more work to do to help them

embrace the business opportunities out there.”

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Brocade invests to boost its IP standing

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