Welcome!

Microsoft Cloud Authors: Janakiram MSV, Yeshim Deniz, David H Deans, Andreas Grabner, Stackify Blog

News Feed Item

Cloud Consultancy and the Channel: Vendor Programs Critical to Growth

Channel Banking on Cloud Professional Services Revenue for Growth, Vendors Need to Evolve

SAN JOSE, CA -- (Marketwire) -- 11/06/12 -- New research from Brocade® (NASDAQ: BRCD) indicates that many channel organizations are being impeded in their efforts to move toward cloud-based professional services due to a lack of flexibility and capability by their vendors. The study revealed that in addition to direct competition, channel organization's professional services ambitions are being restricted by a lack of innovative vendor solutions, overly complex programs and proprietary vendor technologies.

Based on a survey of over 500 channel organizations worldwide, the report revealed that almost half of respondents expect professional services to become their main revenue generator by 2020. Yet, for the majority of respondents, professional services accounts for 25 percent or less of revenues today.

The research also revealed the growing customer demand for professional services, with complexity and constraints on CapEx reported as the biggest customer challenges. Only 11 percent of respondents currently look to their vendors for innovative finance solutions and 19 percent for marketing funding -- key when trying to build a brand and reputation rather than sell on price.

"Revenue focused channel programs like our Brocade Alliance Partner Network, combined with differentiated technology solutions that help address customers' needs for innovative and easy to deploy networks, flexible financing solutions such as Brocade Network Subscription, and tools and resources that help channel develop their reputation as consultants, will all become increasingly critical to developing competitive consultancy businesses that drive significant revenue returns," noted Regan McGrath, Senior Vice President Worldwide Sales at Brocade.

He contends that to compete in the professional services sector, channel organizations now need to consider these critical questions:

  • Do my vendors' strategies, vision, and approaches to technology design support or impede our ability to maximize any professional services and support revenue opportunities?
  • Do my vendors compete with me for professional services opportunities?
  • Do my vendors provide value through genuine technology differentiation?
  • Do my vendors provide finance solutions that address customers CapEX investment restrictions?
  • Do my vendors provide marketing enablement, access to expertise and tools that help me build my brand?

"This research reinforces the importance of flexible and accessible vendor programs in the channel's evolution towards successful professional services delivery," said Chuck Bartlett, vice president and general manager, Advanced Infrastructure Solutions (AIS) at Tech Data. "Suppliers like Brocade, which was recently named Tech Data's Growth Vendor Partner of the Year, will continue to play a key role in this evolution, while innovative programs focused on partner enablement will be central to driving revenue and securing market position."

The Brocade Alliance Partner Network (APN) Program is designed to deliver "success through simplicity" by taking a modular approach to partner enablement and offering a broad range of tools, assets and solutions that are easily accessible, usable, and targeted at accelerating partner revenue growth from the moment they join the program. Designed to help partners build business models that realize revenue opportunities from professional services and cloud hosted services among current customers, while growing net new business opportunities, the Program enables partners to extend their reach through almost effortless marketing and technology enablement solutions.

Brocade APN Partners can also secure significant levels of differentiation by offering Brocade Network Subscription, first and only "pay by port" subscription solution. Brocade Network Subscription offers customers cost management and fast flexibility to scale up and down to meet business demand, while only paying for the ports in use. Brocade partners can close a deal that may have otherwise been lost due to CapEx constraints, while offering their customers a clear and manageable path towards their ultimate goals, and securing incremental revenue on an on-going basis.

Brocade Alliance Partner Network has three levels of membership (Select, Premier and Elite), plus a distribution category, and offers partners qualified leads, sales support and technical education in addition to a range of self-service marketing tools, enablement portals, and training and education programs to help partners develop and tailor their business models to their needs.

For more information about the Brocade Alliance Partner Network please see: www.brocade.com/apn or community.brocade.com/community/brocadeblogs/thechannel

To download the report please see:
http://community.brocade.com/community/brocadeblogs/thechannel/blog/2012/11/06/survey-reveals-channel-vision-for-2020

Notes
The Brocade Channel 2020: Global Survey (2012) was conducted during June and July 2012, using an online survey service (surveymonkey.com). The survey had 532 respondents worldwide, and respondents from Africa, Asia-Pacific, Australasia, Central Asia and India, Central and Eastern Europe, Western Europe, the Middle East, North America and South America. The organizations that participated ranged in size from those with 0-50 employees up to those with over 1000 staff. Channel respondents came from a wide range of organizational types, including SVARs, service providers, VARs, distribution, and hosted services resellers.

About Brocade
Brocade (NASDAQ: BRCD) is the pure-play networking company that innovates to make high-performance networks easier to deploy, manage, and scale in the most demanding environments. (www.brocade.com)

© 2012 Brocade Communications Systems, Inc. All Rights Reserved.

ADX, Brocade, Brocade Assurance, Brocade One, the B-wing symbol, DCX, Fabric OS, ICX, MLX, MyBrocade, SAN Health, VCS, and VDX are registered trademarks, and AnyIO, HyperEdge, NET Health, OpenScript, and The Effortless Network are trademarks of Brocade Communications Systems, Inc., in the United States and/or in other countries. Other brands, products, or service names mentioned may be trademarks of their respective owners.

Add to Digg Bookmark with del.icio.us Add to Newsvine

BROCADE CONTACTS:
Channel PR & AR
Dawn Morris
Tel: +44 (0) 208 432 5234
Email: [email protected]
Twitter: www.twitter.com/dawnemorris

More Stories By Marketwired .

Copyright © 2009 Marketwired. All rights reserved. All the news releases provided by Marketwired are copyrighted. Any forms of copying other than an individual user's personal reference without express written permission is prohibited. Further distribution of these materials is strictly forbidden, including but not limited to, posting, emailing, faxing, archiving in a public database, redistributing via a computer network or in a printed form.

@ThingsExpo Stories
Recently, WebRTC has a lot of eyes from market. The use cases of WebRTC are expanding - video chat, online education, online health care etc. Not only for human-to-human communication, but also IoT use cases such as machine to human use cases can be seen recently. One of the typical use-case is remote camera monitoring. With WebRTC, people can have interoperability and flexibility for deploying monitoring service. However, the benefit of WebRTC for IoT is not only its convenience and interopera...
The 22nd International Cloud Expo | 1st DXWorld Expo has announced that its Call for Papers is open. Cloud Expo | DXWorld Expo, to be held June 5-7, 2018, at the Javits Center in New York, NY, brings together Cloud Computing, Digital Transformation, Big Data, Internet of Things, DevOps, Machine Learning and WebRTC to one location. With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding busin...
SYS-CON Events announced today that Synametrics Technologies will exhibit at SYS-CON's 22nd International Cloud Expo®, which will take place on June 5-7, 2018, at the Javits Center in New York, NY. Synametrics Technologies is a privately held company based in Plainsboro, New Jersey that has been providing solutions for the developer community since 1997. Based on the success of its initial product offerings such as WinSQL, Xeams, SynaMan and Syncrify, Synametrics continues to create and hone inn...
Smart cities have the potential to change our lives at so many levels for citizens: less pollution, reduced parking obstacles, better health, education and more energy savings. Real-time data streaming and the Internet of Things (IoT) possess the power to turn this vision into a reality. However, most organizations today are building their data infrastructure to focus solely on addressing immediate business needs vs. a platform capable of quickly adapting emerging technologies to address future ...
No hype cycles or predictions of a gazillion things here. IoT is here. You get it. You know your business and have great ideas for a business transformation strategy. What comes next? Time to make it happen. In his session at @ThingsExpo, Jay Mason, an Associate Partner of Analytics, IoT & Cybersecurity at M&S Consulting, presented a step-by-step plan to develop your technology implementation strategy. He also discussed the evaluation of communication standards and IoT messaging protocols, data...
Product connectivity goes hand and hand these days with increased use of personal data. New IoT devices are becoming more personalized than ever before. In his session at 22nd Cloud Expo | DXWorld Expo, Nicolas Fierro, CEO of MIMIR Blockchain Solutions, will discuss how in order to protect your data and privacy, IoT applications need to embrace Blockchain technology for a new level of product security never before seen - or needed.
In his session at 21st Cloud Expo, Raju Shreewastava, founder of Big Data Trunk, provided a fun and simple way to introduce Machine Leaning to anyone and everyone. He solved a machine learning problem and demonstrated an easy way to be able to do machine learning without even coding. Raju Shreewastava is the founder of Big Data Trunk (www.BigDataTrunk.com), a Big Data Training and consulting firm with offices in the United States. He previously led the data warehouse/business intelligence and B...
Cloud Expo | DXWorld Expo have announced the conference tracks for Cloud Expo 2018. Cloud Expo will be held June 5-7, 2018, at the Javits Center in New York City, and November 6-8, 2018, at the Santa Clara Convention Center, Santa Clara, CA. Digital Transformation (DX) is a major focus with the introduction of DX Expo within the program. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive ov...
A strange thing is happening along the way to the Internet of Things, namely far too many devices to work with and manage. It has become clear that we'll need much higher efficiency user experiences that can allow us to more easily and scalably work with the thousands of devices that will soon be in each of our lives. Enter the conversational interface revolution, combining bots we can literally talk with, gesture to, and even direct with our thoughts, with embedded artificial intelligence, whic...
"Evatronix provides design services to companies that need to integrate the IoT technology in their products but they don't necessarily have the expertise, knowledge and design team to do so," explained Adam Morawiec, VP of Business Development at Evatronix, in this SYS-CON.tv interview at @ThingsExpo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
Recently, REAN Cloud built a digital concierge for a North Carolina hospital that had observed that most patient call button questions were repetitive. In addition, the paper-based process used to measure patient health metrics was laborious, not in real-time and sometimes error-prone. In their session at 21st Cloud Expo, Sean Finnerty, Executive Director, Practice Lead, Health Care & Life Science at REAN Cloud, and Dr. S.P.T. Krishnan, Principal Architect at REAN Cloud, discussed how they built...
Digital Transformation (DX) is not a "one-size-fits all" strategy. Each organization needs to develop its own unique, long-term DX plan. It must do so by realizing that we now live in a data-driven age, and that technologies such as Cloud Computing, Big Data, the IoT, Cognitive Computing, and Blockchain are only tools. In her general session at 21st Cloud Expo, Rebecca Wanta explained how the strategy must focus on DX and include a commitment from top management to create great IT jobs, monitor ...
"Digital transformation - what we knew about it in the past has been redefined. Automation is going to play such a huge role in that because the culture, the technology, and the business operations are being shifted now," stated Brian Boeggeman, VP of Alliances & Partnerships at Ayehu, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
In his Opening Keynote at 21st Cloud Expo, John Considine, General Manager of IBM Cloud Infrastructure, led attendees through the exciting evolution of the cloud. He looked at this major disruption from the perspective of technology, business models, and what this means for enterprises of all sizes. John Considine is General Manager of Cloud Infrastructure Services at IBM. In that role he is responsible for leading IBM’s public cloud infrastructure including strategy, development, and offering m...
SYS-CON Events announced today that Evatronix will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place on Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. Evatronix SA offers comprehensive solutions in the design and implementation of electronic systems, in CAD / CAM deployment, and also is a designer and manufacturer of advanced 3D scanners for professional applications.
To get the most out of their data, successful companies are not focusing on queries and data lakes, they are actively integrating analytics into their operations with a data-first application development approach. Real-time adjustments to improve revenues, reduce costs, or mitigate risk rely on applications that minimize latency on a variety of data sources. In his session at @BigDataExpo, Jack Norris, Senior Vice President, Data and Applications at MapR Technologies, reviewed best practices to ...
Nordstrom is transforming the way that they do business and the cloud is the key to enabling speed and hyper personalized customer experiences. In his session at 21st Cloud Expo, Ken Schow, VP of Engineering at Nordstrom, discussed some of the key learnings and common pitfalls of large enterprises moving to the cloud. This includes strategies around choosing a cloud provider(s), architecture, and lessons learned. In addition, he covered some of the best practices for structured team migration an...
With tough new regulations coming to Europe on data privacy in May 2018, Calligo will explain why in reality the effect is global and transforms how you consider critical data. EU GDPR fundamentally rewrites the rules for cloud, Big Data and IoT. In his session at 21st Cloud Expo, Adam Ryan, Vice President and General Manager EMEA at Calligo, examined the regulations and provided insight on how it affects technology, challenges the established rules and will usher in new levels of diligence arou...
22nd International Cloud Expo, taking place June 5-7, 2018, at the Javits Center in New York City, NY, and co-located with the 1st DXWorld Expo will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud ...
22nd International Cloud Expo, taking place June 5-7, 2018, at the Javits Center in New York City, NY, and co-located with the 1st DXWorld Expo will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud ...