In addition, the enhanced SDP programme will transition to a value-based model on a pay-for-performance scale.
Developed to increase partner profitability by supporting partners in the selling and delivery of professional services and support services for Brocade networking solutions – from design to deployment – these new initiatives will enable partners to broaden the scope of their offerings to provide differentiated, highly specialised services to their customers.
“The Brocade APN programme derives its strength from its core philosophy of ‘Return on Partnership.’ We are constantly looking for ways to provide greater levels of profitability to partners and the new enhancements to the PSP and SDP programmes reflect this principle,” says Amanda Giddins, EMEA channel director, Brocade. “As customers begin to migrate towards highly virtualised, services-on-demand computing environments, resellers are increasingly focused on services-led selling. Working with Brocade, partners are prepared and well equipped to deliver valuable support and professional services solutions, and will establish themselves as the trusted advisor in the process.”
The increased demand for IT-as-a-service – coupled with the growing emphasis on the network as the critical component for the secure, reliable and efficient transport of data – has given rise to services- and solutions-led sales at all levels within the channel.
Brocade is focused on helping partners deliver these types of services across a wide range of areas, including IP network infrastructure; data protection, migration and security; and data center virtualisation. The newly augmented PSP programme will enable partners to retain revenue generated from the sale of professional services offerings to their specific accounts.
The PSP programme is open to all APN partners of Elite or Premier status who fulfill a set of programme requirements that include completion of standard industry certifications and compliance with onsite audits.
Under this new programme structure, partners will be able to participate in a comprehensive professional services delivery program that presents a compelling value proposition to derive incremental revenue, while establishing themselves as trusted advisors to their customers.
As part of the newly augmented PSP programme, Brocade has also implemented key elements designed to enable partners to effectively sell and deliver professional services solutions. Benefits such as wider access to remote labs, a dedicated team of engineers to provide technical direction with professional service implementations and step-by-step instruction from Brocade subject matter experts (SME) are available to qualified PSP partners at no cost. Brocade has introduced these programme updates to provide a comprehensive program infrastructure to better enable partners throughout the professional services selling cycle and beyond.
Designed to help partners deliver scalable support services for IP products, the SDP program enhancements provide a way for partners to increase market differentiation and deepen their customer relationships. To ensure that program resources are appropriately distributed, Brocade will select qualified APN partners to participate in the SDP program on an invitation-only basis. In addition, to better reward partners who consistently deliver top-quality support services with high customer satisfaction ratings, the revamped program has transitioned to a value-based model with simplified discount and rebate calculations that operate on a pay-for-performance scale.
Brocade has announced significant enhancements to the Brocade Alliance Partner Network (APN) Professional Services Partner (PSP) and Support Delivery Partner (SDP) programmes, a move that will see augmented PSP programme to retain all potential revenue generated from the sale of professional services offerings.