Brocade Technology alliance ParTner

Brocade
Technology
Alliance
PARTNER
Program Guide
Partnering to provide
best-in-class solutions
Technology Alliance
PARTNER PROGRAM
OVERVIEW
From enterprise data centers to the service provider core, Brocade® develops extraordinary
networking solutions that connect the world’s most important information. Delivered directly
and through global partners, these solutions help today’s data-intensive organizations
operate more efficiently and maximize the business value of their data.
As a provider of extraordinary networking solutions, Brocade recognizes the benefits that a
joint technology partnership can bring to our customers. That’s why Brocade has created
the Technology Alliance Partner Program (TAPP) with the mission of building new business
opportunities and long-term partnerships that enable us to deliver comprehensive and
proven best-of-breed technology solutions to our shared markets
The Brocade Technology Alliance Partner Program (TAPP) delivers best-in-class solutions with
industry-leading companies who, by partnering with Brocade, can:
• Offer customers a comprehensive, integrated, and simplified solution
• Extend the sales and market reach of our two organizations
• Co-market solutions through branding, awareness, and lead-generation activities
• Jointly sell solutions more effectively by facilitating strategic sales engagements
• Deliver complementary solutions validated through interoperability testing
• Build a team for Quality Assurance testing, technical liaison, and sales support
The Brocade Technology Alliance Partner Program offers extensive benefits, including:
• Joint interoperability validation
• Joint marketing opportunities
• Partner and field communications opportunities
• Technology and technical support resources
• Realization of business goals
The Brocade Technology Alliance Partner Program offers several competitive advantages.
For Our Partners
This program encourages partners’ success by combining their best-in-class products,
services, and know-how with Brocade products, services, and industry expertise. The
partnership increases business opportunities while helping partners deliver complementary
and best-of-class solutions to their customers.
For Our Customers
The partnership brings value to customers by providing complementary products, solutions,
and services. Brocade and its partners ensure the performance of solutions and validate
interoperability together. As a result, customers receive integrated solutions that deliver the
business-critical reliability they need.
For Our Developers
The partnership brings value to developers by enabling them to perform compatibility testing
with the complete portfolio of Brocade products and solutions. Together, Brocade and its
partners ensure the performance and interoperability of developer solutions.
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Technology Alliance
PARTNER PROGRAM
Table 1. Key Benefits of the Brocade
Technology Alliance Partner Program
Membership Levels
The Brocade Technology Alliance
Partner Program offers a tiered
program with three levels of alliance
membership, which differ in their
requirements and associated benefits,
and Developer Partner Program.
Brocade works closely with its partners
to determine what level of membership
best matches combined requirements
and desired commitment by both
organizations.
• Global Alliance Partners: Global
Alliance Partners share a global
relationship with Brocade, one that
spans multiple functional groups
between the two organizations. This
is the highest partnership level and
is offered by invitation only.
• Strategic Alliance Partners: Strategic
Alliance Partners have significant
market presence and a successful
track record with Brocade.
• Advantage Alliance Partners:
Advantage Alliance Partners are
new partners or those who have a
significant solution for working with
Brocade. These partnerships must
fill a technology gap or bring value to
Brocade services or solutions.
Benefit
Global
Alliance
Partner
Strategic
Alliance
Partner
Advantage
Alliance
Partner
Joint business planning sessions
Yes
Yes
By invitation
Web site presence
Yes
Yes
Yes
Technology Partner logo
Yes
Yes
Yes
Joint press releases
Yes
Yes
Negotiated
Sales support (linkage)
Via Alliance
Team
Via Alliance
Team
Via Alliance
Team
Joint marketing activities and events
Yes
Negotiated
Negotiated
Joint collateral development
Yes
Yes
Negotiated
Joint support: Allows a more formal tie between
two technical support departments
Yes
Yes
Negotiated
Partner product in Brocade lab
As needed
As needed
Negotiated
Equipment discount: (not for resale, for demo,
testing, showcase in EBC, and events)
Discount
available
Discount
available
Discount
available
Brocade instructor-led training discount
Discount
available
Discount
available
Discount
available
Marketing and Sales
Support and Education
• Developer Program: Developer
Partners have completed
compatibility testing for their
solutions. (See the Brocade
Developer Program Guide for details
about this program.)
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Technology Alliance
PARTNER PROGRAM
KEY MEMBERSHIP BENEFITS
Based on their level of commitment, participants are referred to as Global Alliance Partners,
Strategic Alliance Partners, or Advantage Alliance Partners. Each level provides an increasing
number of benefits and commitment from Brocade (see Table 1). Brocade reserves the right to
modify these benefits at its sole discretion.
Marketing and Sales
The Brocade Technology Alliance Partner Program provides multiple opportunities to engage
in joint marketing and sales activities. Through these activities, Brocade and its partners can
realize incremental revenue opportunities while maximizing the outreach of their campaigns.
By selling joint solutions to prospects, customers, and channel partners, Brocade and its
partners can capitalize on:
• Branding
• Cross-links on partner and Brocade Web sites
• Co-branding on marketing campaigns
• Use of program logos
• Joint collateral
• Awareness (Internal and External)
• Public relations
• Joint case studies
• Joint marketing activities
• Lead Generation
• Solution summits and seminars
• Industry events
• Joint demand generation
• Webinars
• Education and Training
• Internal technical education
• External
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Technology Alliance
PARTNER PROGRAM
Development
Development-related benefits include:
• Access to the Brocade Partner Network: The Partner Network is a secure site where all
Brocade Partners can access the latest firmware, software applications, product manuals,
technical documents, and sales/marketing materials pertaining to Brocade products.
Partners must complete a short online application to gain access.
• Online technical information and FAQs: All partners gain access to online technical
information, ranging from firmware downloads to how-to guides. Along with these
resources, FAQs are available to provide immediate answers to the most common program
questions.
Support, Equipment, and Education
• Support: This partnership creates a more formal tie between Brocade and its partners’
technical support departments, helping to reduce the time required to solve supportrelated issues. Each side gains a better understanding of the other’s technology and
knowledge base, as well as issues that might exist at the product-integration level.
• Education—Technical Training Courses: The Brocade training program provides a
certification process that validates each partner’s technical excellence in planning,
designing, configuring, and implementing high-performance networks for their customers.
Training courses and discounts are available as a part of the program benefits.
• Education—Sales: Sales training is provided upon request. This course provides partners
with a base proficiency for working with and positioning the Brocade solution. The goal is to
create an educated and united front with joint prospects and customers.
• Equipment: Brocade equipment is available to partners at a discounted rate for the
following uses: demo, testing, showcase in an EBC (Executive Briefing Center), and events.
Equipment discounts will be determined by the partner’s membership level and cannot be
used for resale purposes. Contact your assigned manager for more details.
• Brocade Data Center Ready (DCR) Certification: Partners are eligible to have their
products certified as Brocade Data Center Ready, an entitlement given to products
that have passed rigorous compatibility tests with a full range of Brocade solutions in a
heterogeneous enterprise data center network environment. The Brocade DCR Program is
a comprehensive testing and configuration initiative that fosters end-to-end interoperability.
It provides developers with the resources and tools to verify product compatibility in a
Brocade-based network environment. Two levels of interoperability testing are available
through the Brocade DCR Program: self-certification and Brocade Data Center Ready
certification.
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Technology Alliance
PARTNER PROGRAM
Table 2. Requirements of the Brocade
Technology Alliance Partner Program
Membership Requirements
Brocade evaluates all interested
partners to ensure that they are aligned
with the goals and vision of Brocade.
The evaluation of members is based on
factors that include, but are not limited
to, the following:
Requirement
Global
Alliance
Partner
Strategic
Alliance
Partner
Advantage
Alliance
Partner
$20,000 (by
invitation only)
$10,000
$5,000
Executive sponsorship
Assigned
VP-level
executive/
GM
Assigned
director-level
executive/
GM
Must have
sales
champion/
GM
Alliance management
Business
Alliance/
technical
representative
Business/
technical
representative
Point of
contact
Review Partner Plan
Once a quarter
Twice a year
Per account
Contractual agreements
Yes
Yes
Yes
Completion of program application
Yes
Yes
Yes
Joint customer references
Per account
plan
Negotiated
Negotiated
Partner Web site presence
Required
Required
Required
Solution collateral
Required
Required
Required
Marketing budget
Negotiated
Negotiated
NA
Demo Center
Negotiated
Negotiated
NA
Marketing and sales events
Yes
Yes
Per event
Sales solutions champions
Required
Negotiated
Negotiated
Technical Support: Each side agrees to add
infrastructure to provide adequate training,
support, and escalation procedures
Required
Required
NA
Training
Required
Required
Negotiated
Product access: To partner software and
hardware supplies
Yes
Yes
Negotiated
Testing/Certification responsibility
Shared
Shared
Partner
Roadmap: Partner technology roadmap
tie-in to Brocade
Yes
As needed
Negotiated
Membership fees due annually
• Product alignment
• Core technologies and competencies
• Previous relationships
• Revenue potential
• Mutual customers
Table 2 outlines the requirements
for the three levels of membership.
All members are required to complete
and sign a Brocade Program Agreement
and the Mutual Non-Disclosure
Agreement (NDA).
Joint Marketing and Sales
Support and Training
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Technology Alliance
PARTNER PROGRAM
Changing Membership
Depending on their previous relationship with Brocade, prospective partners need to follow
the steps described in the following sections to make changes to a Brocade Technology
Alliance Partner Program membership.
Renewing and Extending Membership
Unless otherwise notified, membership continues for one year from the date that the Brocade
Technology Alliance Partner Program Agreement is signed and fully executed. Membership
renews automatically after one year, and payment of the annual program fee is due on the
anniversary of the program agreement.
Discontinuing Membership
Members can leave the program at any time by notifying Brocade and discontinuing their use
of the Brocade TAPP logos. The complete membership terms for renewal and termination can
be found in the Brocade Program Agreement, which must be signed by all partners.
Support
Support is currently available to all Brocade Partners who have a valid service contract in
place. When possible, all discounted products sold through the Brocade Technology Alliance
Partner Program include one-year, standard-service contracts that entitle partners to phone
support (5x9), software maintenance, and hardware replacement (shipped within two days).
Learn More
For more information about the Brocade Technology Alliance Partner Program, visit
www.brocade.com/alliances or send an e-mail to [email protected]
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Technology Alliance
PARTNER PROGRAM
Corporate Headquarters
San Jose, CA USA
T: +1-408-333-8000
[email protected]
European Headquarters
Geneva, Switzerland
T: +41-22-799-56-40
[email protected]
Asia Pacific Headquarters
Singapore
T: +65-6538-4700
[email protected]
© 2009 Brocade Communications Systems, Inc. All Rights Reserved. 04/09 PA-BR-1350-00
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Notice: This document is for informational purposes only and does not set forth any warranty, expressed or implied,
concerning any equipment, equipment feature, or service offered or to be offered by Brocade. Brocade reserves the
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