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Brocade Introduces New Tapestry Line in India
By
ChannelTimes Staff
Mumbai, Jul 12, 2006
Brocade has launched its new Tapestry family as a complimentary product line offered to the end-customer exclusively through the channel.
For the new product, the vendor intends to provide added opportunities to channel partners to increase their margin by enhancing their partners' technical ability, in keeping with their strategy announced earlier this year.
Shyam Gopal, country manager for India, Brocade Communications Systems, Inc., said, "As opposed to the mature channel markets in Southeast Asia, Australia, New Zealand and Korea where there are one to two major players in the market, the Indian market consists of many regional partners. We are concentrating on having at least 10 key partners in India who can be successful within one year's time."
Brocade has also introduced Brocade Central, an initiative to increase the customer base, in India. Under Brocade Central, a telemarketing team will be employed by Brocade to directly generate customers across the country without outsourcing. Various channel partners will then be approached with the offer of a customer-on-hand.
"No amount of presentations can assure sales to a channel partner as much as a guaranteed customer. We are employing a team of channel managers who will qualify the leads that we get from the telemarketing team and thus we will provide a customer to our partners," Gopal said.
According to Gopal, with major global vendors focusing on India, along with China and Korea, as markets that are growing and having the potential for further expansion, channel partners should explore the possibility of ancillary groups deploying IT.
Amod, technical consultant, Renaissance Softech, the master reseller for Brocade, said, "This new Tapestry product line will capture the IP market because it has IP-based transmission devices. We are looking forward to a large number of channel partners."
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