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Brocade channel chief listening to partners

Brocade's recently appointed head of worldwide channels is in London to get feedback from top partners

Brocade’s recently appointed head of worldwide channels is keen to make life easier for partners as it looks for a successful year with resellers.

It has been 90 days since Pete Peterson took up the worldwide channel role at Brocade and he is in London this week to attend the first Emea partner advisory council.

Coming from a background in distribution, with many years spent at Tech Data, Peterson understands the value that the channel can deliver and is looking to ensure that in his role at Brocade he can provide the support to make its partners effective.

“In the 90 days I have been part of the team I have spent a lot of time out in the field seeing the effectiveness and what can we do better,” he added that the plans that had already been set in the business before his arrival were good ones and it was now a question of executing on them.

“What I have seen is that the existing plan is very solid. How do we effectively execute better? It is a huge area of focus to be more effective in the marketplace,” he said.

One of the initiatives that the vendor has already decided to roll out in Emea is a partner advisory council, which has strong representation from the UK channel, to gain access to feedback from those that are working closely with Brocade.

“When we do tweak programmes it comes a lot from feedback. We are going to spend some time listening to them,” said Peterson.

The Emea partner advisory council will involve 15 hand selected partners that have been invited to come to London to share their views on the vendor’s channel programmes and to hear about its future plans.

Peterson said that ideally it would aim to hold the advisory council twice a year as a face-to-face event but could also supplement that with online activities.

As well as working to make the vendor more effective the other conclusion that he has drawn in his 90 days is around channel transformation and an acknowledgement that Brocade will play a continuing role supporting those partners that are moving more towards cloud based services.

“We have seen a lot of our partners set off on that journey and we are supporting that cloud services environment,” he said.

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