The DCX backbone, which sits in the center of Brocade's DCF, is packed with industry-breaking features in terms of performance, scalability and data center efficiency, and is built on four generations of proven data center technology that integrates with existing Brocade as well as existing MCDATA solutions.

It currently supports enterprise-class applications from Brocade, EMC, and Fujitsu-specifically, Brocade's Data Migration Manager (DMM), EMC's Invista, Fujitsu's Eternus for storage virtualization and EMC's RecoverPoint for continuous replication. The DCX Backbone also supports Brocade's EFCM, Fabric Manager and SAN Health management tools, and includes SMI-S interfaces for third-party applications.

The release of DCS seals Brocade's allure to both its customers as well as its channel partners. With the introduction of this product, the company is well on-track in its expansion of its core area (SAN), into new growth engines such as the DCF, File Area Network (FAN) and services.

Brocade is well aware that its partner network plays a crucial role especially in order to be firmly entrenched in the minds of its existing as well as prospective customers.

Charlie Foo, regional director, Partner Business Group & Marketing, Brocade Communications Singapore, stresses that the company is very focused on continuing to increase its market share in the new areas they are in, as well as retaining its leadership in the SAN space.

And the way to do this is with their channels.

"We've grown faster than the market growth rate. We dominate in the SAN space and have also been making headway in the File Area Network (FAN) and services arena which are both new growth engines. Overall, we've enjoyed a 65% year-on-year growth, but we always want to do better. The market is dynamic and competition is always around and flourishing," he notes. "Our partners are vital. For example, our key accounts in 2007 were secured by partners, and this will continue for sure in 2008. This is why we ensure that we spend time analyzing the market, for example, ensuring we're optimizing our capacity, looking at the capabilities around and which we have in order to cover all opportunities and establishing a continually sustainable channel model," Foo continues.

In fact, Brocade's channel focus for 2008 will be trained on capacity (such as analyzing market opportunities and ensuring all segmentations are covered, identifying gaps that exist and making certain they have the right routes to market in each space), and ensuring their capability and sustainability of their 100% channel model.

Foo emphasizes, "We're always looking at how to engage with our partners even better. We are constantly on the look-out for new ways to re-energize and re-invigorate our partners. We don't want to be complacent in the channel space and a top priority of ours is to always grow with our partners, and always guarantee we're all performing at the optimal level."

Channels make up the heart of Brocade and the company pays close attention to its partner network, always fine-tuning and updating its programs to stay relevant and competitive. Indeed, the company's new reseller programs which will be launched in February is aimed at ensuring that the name ‘Brocade' is imprinted firmly in the minds of all channels in the SAN, FAN, services and data center spaces.

Brocade has two routes to market: via OEMs and through distribution/ alliance partners (made up of distributors, system integrators and resellers).

The company has always had a very strong OEM strategy in place, and has agreements with IBM, Hewlett Packard, EMC and Sun Microsystems, and most recently, with NetApp and HDS.

"Brocade's OEM-centric program and approach makes it easier for Value-Added-Resellers (VARs) to profit from multi-vendor solutions and the integration chores associated with that deployment," says Foo.

He adds that with Brocade's strong channel vision and programs, VARs benefit whether they partner with OEMs or if they choose to sell Brocade products directly themselves.

In addition, under Brocade's ‘Alliance Network Partner Program', the company is focusing its attention on creating opportunities for its partners that are not found in other channel programs. For example, in the DCX, FAN and services spaces, Brocade will look to extend its market presence by working closely with VARs and other partners, whether it's by delivering new services or coming up with new solutions.

"Our aim is to strike a balance between cutting-edge technology in the areas of DCF, FAN and services, and of course in our traditional space, SAN, with a leading channel program in place.  We aim to be leaders and pioneers in both" concludes Foo.

This combination is definitely something which all of us in the channel industry can look forward to as it's sure to pack a powerful punch. ◊