Brocade APN Program Overview Guide
Brocade APN Program Overview Guide
WELCOME
Welcome to the Brocade Alliance Partner Network (APN), where you will find a wealth of resources
designed to help you enhance your solution expertise, selling skills, and business revenue.
This interactive PDF file has been designed to help you learn more about the program and its many
benefits. Click a section title below to continue.
1. Overview
2. PARTNER LEVELS
5. BROCADE REWARDS
1. Overview
Partner benefits
Additional features
2. PARTNER LEVELS
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
OVERVIEW
Additional features
A PARTNER PROGRAM
THAT PUTS YOU FIRST
Enhance your solution expertise
and selling methods
As your customers IT environments become more advanced, they are faced with
challenges such as reducing costs, managing complexity, and satisfying business
compliance requirements.
Brocade understands these challenges and has created the Brocade APN
to address them.
Take advantage of an
integrated approach to
selling complete solutions
1. Overview
Partner benefits
Additional features
2. PARTNER LEVELS
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
PARTNER BENEFITS
technical support
Brocade products to demo at
discounted prices
Featured listing on the Global Partner
Locator tool at www.brocade.com
Access to free partner
configuration tool
Enablement fund access to
get a head start on Brocade
Marketing activities
MDF*
Dedicated sales, marketing, and
discounted prices
Featured listing on the Global Partner
Locator tool at www.brocade.com
Access to free partner
configuration tool
Enablement fund access to
get a head start on Brocade
Marketing activities
MDF*
Dedicated sales support
Brocade products to demo at
configuration tool
1. Overview
Partner benefits
Additional features
2. PARTNER LEVELS
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
Additional features
TECHNICAL SUPPORT
partner portal
Brocade Rewards
compatibility matrix
and Webcasts
EDUCATION
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
5. BROCADE REWARDS
PARTNER LEVELS
In this section:
The APN is designed to meet the needs of a broad range of channel partners,
including those that purchase Brocade products through Brocade Distributors
as well as Brocade OEM partners and their distribution channels.
As an APN partner, you can access marketing resources to help you grow your
business and strengthen your relationship with Brocade. The following overview
of requirements and benefits will help define expectations.
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
5. BROCADE REWARDS
DISTRIBUTORS
Requirements
Benefits
Requirements
Business reviews
Report weekly Brocade-branded
Point of Sale (POS) and monthly
OEM-branded POS
DISTRIBUTORS
* SWN products and partners who are solely SWN certified are not eligible for MDF.
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Requirements
Benefits
Requirements
Business Reviews
Report OEM-branded POS monthly
(if applicable)
Brocade Rewards
Deal Registration Discounts
VIP eligibility*
Demo Equipment (Discounted or MDF)
Technical Certification
ELITE PARTNERS
(Discounted or MDF)
Exclusive Promotions
Access to MyBrocade Partner Portal
and APN Central
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Requirements
Benefits
Requirements
Brocade Rewards
Deal Registration Discounts
Demo Equipment (Discounted or MDF)
Technical Certification (Discounted
PREMIER PARTNERS
or MDF)
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
3. Training and Certification
4. MARKETING DEVELOPMENT FUNDS
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Requirements
Benefits
Training Requirements
and Materials
Brocade Rewards
Demo Equipment (discounted)
Access to the Marketing Hub
Access to free partner
SELECT PARTNERS
configuration tool
1. Overview
2. PARTNER LEVELS
3. Training and Certification
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Availability
Locations
Course formats
Testing
Elite Partners
Premier Partners
Select Partners
Also in this section:
Useful links
Reach new levels of capability
Boost your skills, preparation, and returns with Brocade technical training.
Brocade training offers gold standard technical content, instructors, and results
that are recognized and respected by networking professionals around the world.
Best-in-class training and education ensures that you can add real value with
highly marketable skills.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
AVAILABILITY
Brocade offers training facilities at key locations throughout the Americas, Europe,
the Middle East, and Africa, Asia Pacific and Japan, as well as online courses.
For a complete list, please visit
www.brocade.com/education/product-training/training-locations/index.page
COURSE FORMATS
eStudy
Eliminate travel time and costs with the extensive catalogue of Brocade Web-based
training. Learn at your own pace by participating in Web classes that combine
self-study activities, lectures, demos, and simulations.
Instructor-led
Access instructor-led curricular at any Brocade facility worldwide each has a
classroom and hands-on laboratory. Enrollment is open for all courses and course
sizes are limited to ensure a high level of personal attention.
Virtual Classroom
Gain exposure to new updates, prepare for certification, or revise previously learned
concepts in the Brocade virtual classroom. These learning events are shorter than
physical classroom courses, but provide all the technical training and knowledge you
need. Benefit from a live instructor and the convenience of taking the course online.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Certification
Each certification has a proctored test administered by Pearson VUE. To schedule
a test, visit the Pearson VUE Web site, or call 1-866-361-5817. The cost to take
a certification test is $150 USD per exam.
You can get your latest certification records or sign up for field certification events
in the Brocade CertMetrics database.
Accreditation
Accreditation exams are delivered through Webassessor, a test delivery system from
Kryterion. Exams are Web-based, and available from wherever there is an Internet
connection. The cost for each accreditation exam is $20 USD. You can retake the same
exam only once within any two-week period.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Requirements
APN partners are required to maintain and report a certain number of sales and technical personnel on staff and
maintain the minimum requirements as outlined by product category SAN, IP and SWN. Technical certifications
expire after 3 years.
In order to have the certification(s) and/or accreditation(s) count towards company compliance, individuals will need
to use the same company email address across the Brocade training, certification, and accreditation systems.
SAN*
BCFP
BCFD
BANAS
Elite Partner
IP Networking
BCNP
BCLP**
2
3
4
1
1
1
SOFTWARE NETWORKING*
BCVRE
BCVRP
Elite Partner
Partner Level
SAN
IP Networking
SOFTWARE NETWORKING
Brocade Certified
Network Professional
Elite Partner
Brocade Certified
Fabric Professional,
Brocade Certified Fabric Designer
AND
Brocade Accredited Network
Advisor Specialist
AND
Brocade Certified Layer 4-7
Professional*
AND
Brocade Certified vRouter
Professional
Elite page 1 of 2
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
Training and Testing
Elite Partners
Premier Partners
Select Partners
Useful links
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Registration
Elite Partners are eligible for a 50 percent discount off MSRP when registering
for a qualifying publicly scheduled Brocade University offering.
Registering is Easy
Elite page 2 of 2
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Requirements
APN partners are required to maintain and report a certain number of sales and technical personnel on staff and
maintain the minimum requirements as outlined by product category SAN, IP and SWN. Technical certifications
expire after 3 years.
In order to have the certification(s) and/or accreditation(s) count towards company compliance, individuals will need
to use the same company email address across the Brocade training, certification, and accreditation systems.
SAN*
BCFP
Premier Partner
IP Networking
BCNE
BCLE**
1
2
3
1
1
1
SOFTWARE NETWORKING*
BCVRE
Premier Partner
Partner Level
SAN
IP Networking
SOFTWARE NETWORKING
Premier Partner
Premier page 1 of 2
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Registration
Premier Partners are eligible for a 50 percent discount off MSRP when registering
for a qualifying publicly scheduled Brocade University offering.
Registering Is Easy
Premier page 2 of 2
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
Suggested Requirements
Brocade suggests that APN Select partners maintain and report a certain number of sales and technical
personnel on staff and maintain the minimum suggested requirements as outlined by product category
SAN, IP and SWN. Technical certifications expire after 3 years.
In order to have the certification(s) and/or accreditation(s) count towards company compliance,
individuals will need to use the same company email address across the Brocade training, certification,
and accreditation systems.
Partner Level
SAN
IP Networking
SOFTWARE NETWORKING
Brocade Accredited
Internetworking Specialist
Select Partner
Registration
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
USEFUL LINKS
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
8. ALLIANCE PUBLIC RELATIONS
You can register for training at any time on the iLearning Web page at
http://learning.brocade.com/ilearn/en/learner/jsp/login.jsp?site=BES
For an overview of certifications and accreditations, please visit
www.brocade.com/education/certification-accreditation/index.page
Scheduled courses:
http://community.brocade.com/docs/DOC-1845
Exam study guides:
www.brocade.com/education/certification-accreditation/index.page
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
The Brocade MDF Program is designed to support and encourage your sales and
marketing activities.
The program enables you to easily promote Brocade products and services, while
emphasizing the added value that you bring. It can also help you develop the skills of
your sales and technical personnel.
Eligibility
Brocade Distributors*
Brocade Elite Partners*
Brocade Premier Partners*
* Partners who are solely SWN certified are not eligible for MDF.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
5. BROCADE REWARDS
6. Demo Equipment Program
7. SERVICES & SUPPORT
How it works
Indirect VARs are required to report their own POS for OEM-branded products
The POS value for each qualified part number is listed on the APN
Calculation List
MDF earning percentage is 1 percent for all IP networking and .5 percent for
all SAN Brocade-branded and OEM hardware and software products
SWN products and partners who are solely SWN certified are not eligible for MDF
Partners must earn a minimum of $1,000 USD in MDF per Brocade fiscal quarter
in order for MDF for the quarter to be applied to their account
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
BROCADE REWARDS
How it works
Brocade Rewards is a worldwide program for all Value Added Reseller (VAR) sales
representatives and system engineers. When you register, you receive a rechargeable
debit card. Brocade will then add funds to it whenever you sell selected products and
claim them on the Brocade Rewards site.
All claims require:
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
BROCADE REWARDS
Switches
$25
$75
Chassis
$50
$150
*Approved net new customer deal registration is required. Net new customer is a customer who
has not purchased Brocade
IP networking products in more than 8 quarters.
Eligibility
Next steps
at www.brocaderewards.com
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1. Overview
2. PARTNER LEVELS
This program provides Brocade Partners with significant discounts off the MSRP
for Brocade Demo Equipment.
Brocade understands the impact that demo equipment can have on the generation
and closing of sales opportunities. The Brocade Demo Equipment Program provides
you with discounted equipment for marketing, demonstration labs, and testing
facilities worldwide.
How it works
Indirect Partners:
Reseller places the purchase order for the demo equipment with the following
notation: Demo Equipment Purchase 70 percent off MSRP
Direct Partners:
Partner places the purchase order for the demo equipment with the following
notation: Demo Equipment Purchase
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1. Overview
2. PARTNER LEVELS
The following worldwide Brocade Alliance Partners can benefit from the program:
Brocade Distributors
Brocade Elite Partners
Brocade Premier Partners
Brocade Select Partners
Program guidelines
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
PROFESSIONAL SERVICE
PARTNER PROGRAM
SUPPORT DELIVERY
PARTNER PROGRAM
COOPERATIVE
SUPPORT PROGRAM
The Brocade Professional Service Partner (PSP) Program is open to Elite and Premier
APN partners. It offers a full range of resources along with a dedicated
support team, to help you maximize opportunities and revenue.
As a PSP, you can leverage Brocades tools, resources and training to design,
market, and deliver your own brand of professional services.
KEY BENEFITS
All PSPs can leverage the remote Implementation Management Help Desk (IMHD)
that provides implementation planning and review assistance. The IMHD is a
dedicated team of experienced IP engineers to assist PSPs prior to Brocade product
implementations. This resource supplies partners with early feedback and problem
resolution to accelerate preparation prior to Brocade product implementations.
The PSP Program builds on this with the provision of the PSP Remote Lab. You can
schedule demos, training overviews, implementation exercises, and interoperability
tests with leading Brocade and competitor products.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
PROFESSIONAL SERVICE
PARTNER PROGRAM
SUPPORT DELIVERY
PARTNER PROGRAM
COOPERATIVE
SUPPORT PROGRAM
This program provides select partners with the opportunity to sell new IP or SAN
networking offerings and build stronger, more strategic relationships with customers.
As a Support Delivery Partner (SDP), you have the ability to define and deliver your
own support offering, based on Brocade products.
You are also responsible for account management, and selling and renewing end
user maintenance contracts.
RESOURCES AND TRAINING
All SDPs must perform on-site support and frontline support to their end user
customers. Brocade certifications obtained by key support personnel enhance
expertise and credibility. To support Brocade products, the following trainings
must be completed:
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
PROFESSIONAL SERVICE
PARTNER PROGRAM
SUPPORT DELIVERY
PARTNER PROGRAM
COOPERATIVE
SUPPORT PROGRAM
The Brocade Cooperative Support Program (CSP) for US & Canada offers leading
partners the opportunity to expand their offering to customers and grow their
businesses by providing support for Brocade IP networking products.
A CSP partner designs and defines its support offerings, response times,
and pricing for end users.
If you become a CSP partner, you will need to purchase the appropriate level
of support from Brocade, according to your tier, to ensure that all deliverables
are covered. You are also responsible for account management, and selling and
renewing end user maintenance contracts.
KEY BENEFITS
The Brocade CSP for the U.S. and Canada enables partners to reduce their overall
support costs through a robust incentive program. This program complements
long-term customer relationships and support best practices, providing enhanced
value to the CSP partners customers while increasing CSP partner profitability.
RESOURCES AND TRAINING
27
1. Overview
2. PARTNER LEVELS
3. Training and Certification
These guidelines provide an overview of how certified partners should engage with
Brocade in public relations activities and campaigns.
BASIC GUIDELINES
To request written approval for a press release and other related assets*, please
contact your regional Media Representative, see below. Any press release (news
alert, release, news announcement) that references Brocade and/or Brocade
technology must be approved by your regional Media Representative before being
made public (shared with media, analysts, customers, online)
Please note that Brocade boilerplates can only be used in press releases that are
issued by Brocade
Lauren Barnard
Lauren Barnard
Asia Pacific:
Wendy Lang
Partners must not speak on behalf of, or give the impression they are making
statements on behalf of, Brocade
*Brocade reserves the right to withhold approval of materials for press, media, online or analyst audiences.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
APR Approach:
29
1. Overview
2. PARTNER LEVELS
3. Training and Certification
MDF required*:
Proposal/plan
Press release or media alert or
selected media
Roundtable event
Seminar/workshop
Surveys/data analysis
Video testimonial (customer)**
Video testimonial (Brocade)**
Whitepaper
Advertorial/marketing support &
campaign assets
Event support
*All proposals, including themes, subject matter, spokespeople, focus, media targets and all elements of the campaign are subject to approval and agreement by Brocade.
**Video costs dependent on supplier
30
1. Overview
2. PARTNER LEVELS
3. Training and Certification
Partners can create a press release announcing that they have joined the
Brocade APN Program or secured a new APN Level, using the template provided.
For non-English language templates and approvals please contact your
Media Representative
To secure written approval of the press release please contact your regional
Media Representative and send them the completed template
NOTE: press releases announcing that a Partner has joined a vendors partner
program do not generally create press coverage. If Partners wish to send
communications to their customer base announcing that they have become a
Brocade APN Partner or have changed membership level, they are advised to
contact their Channel Marketing Representative.
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
Brocade will draft and issue press releases (announcements) and success stories
(customer references) promoting a new customer win or the benefits a solution
has delivered, following approval of the release/success story by the customer
and Brocade
Please note that Brocade will only draft releases or success stories following a
direct dialogue with the customer to ensure accuracy
Brocade may also wish to record, edit and share a video of the customer talking
about their choice of Brocade/the Partner. Where the request for a video has
come from Brocade, there will be no MDF requirement from the Partner
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1. Overview
2. PARTNER LEVELS
3. Training and Certification
SOCIAL MEDIA
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