Tech Data Kicks Off Program to Recruit, Train Brocade VARs

Distributor Tech Data (NASDAQ: TECD) has kicked off a new program to recruit, educate and enable networking resellers on Brocade’s (NASDAQ: BRCD) portfolio of campus-level wired and wireless solutions. The initiative spans call center support capabilities, market-based analytics, pre-sales engineering support, solutions-focused enablement and installation and servicing of the vendor’s networking equipment.

The program’s intention is to better equip Brocade resellers to boost their sales and also to up the market share of the vendor’s campus-level networking solutions moved through distribution. Owing to Tech Data’s roster of some 11,000 networking VARs in the United States, Brocade figures to see increases both in channel sales volume and the share that passes through distribution.

“The Campus initiative delivers value through comprehensive training and education on the full Brocade portfolio,” said Chuck Bartlett, Tech Data AIS Division vice president and general manager. “Through the Campus initiative, Tech Data will enable Brocade partners to accelerate their revenue and market share growth of Campus products.”

Regan McGrath, Brocade Worldwide Channel Sales and Marketing vice president, noted Brocade resellers will benefit from the Tech Data training and education.

“We are delighted that Tech Data is dedicating its resources to showcase the innovative and game-changing Brocade Campus network portfolio,” said McGrath. “The sophisticated training and education that is going into this partnership will provide our channel partners with a great set of tools and support to help them be successful in offering and implementing Brocade Campus network solutions.”

Brocade has a long history of believing in the benefits of educating partners–indeed, contending that education is a vendor responsibility—and regularly rolling out enablement and skill-building programs to help channel partners embrace new technology.

In mid-January, Brocade named Lloyd Carney, a 30-year high-tech industry veteran, as its new chief executive replacing Michael Klayko, who held the post since 2005 and whose planned resignation the company announced some four months ago as it continues to search for a suitable buyer.