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Brocade expands channel & OEM partner network in Europe  
July 2007   

Brocade announced a new Alliance Partner Network (APN) in Europe, formed through the integration of the Brocade and McData partner programs. The APN builds on the earlier partner programs employed by Brocade and delivers higher rebates and additional support to partners for their sales activities. It also extends Brocade’s channel in the File Area Networking (FAN) market.

Brocade now has four times the number of partners it had before the acquisition of McData. SAN and FAN partners are classified in four categories: Brocade Distributor, Brocade Alliance Partner, Brocade Enterprise Alliance Partner and the Brocade Partner. There are no changes to Brocade’s existing OEM partners, who are critical to the success of its SAN and FAN businesses.

FAN partners are called Enterprise Alliance Partners and will be supported by Brocade Professional Services. The FAN market offers significant potential for new partners who wish to invest in a promising new market. FAN partners include distributors, resellers and integrators who may not specialise in storage but have expertise in related areas – for example, servers or operating systems.

The APN provides partners with higher rebates which will be calculated on a quarterly basis. Partners can get rebates up to seven percent for their SAN business and up to 30 percent in the FAN business. The reason for the higher FAN rebates is that Brocade is investing in this new and promising market segment along with its partners. This gives FAN partners the opportunity to help create and shape the market from the outset. Brocade will also help fund specific FANrelated marketing activities. These are calculated on a monthly basis and can amount to five percent of the partner’s turnover in the FAN business. In addition, partners benefit from marketing support such as brochures, demo CDs, technical literature, product training, certification and more

July 2007  
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