Welcome: Partner Program Overview Guide

Partner 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
3. Training and Certification
A summary of program features and

benefits, plus a brief look at what makes
industry-leading Brocade products highly
relevant to your customers.
More in-depth information about

partner-level benefits and requirements.
A guide to technical training and

certification, including useful links
to help you start today.
4. MARKETING DEVELOPMENT FUNDS
5. BROCADE REWARDS
6. Demo Equipment Program
Find out how the Brocade Marketing

Development Fund program can support
your sales and marketing activities.
Learn more about this worldwide program

and find out how to get your reloadable
debit card.
Discover how to get significant

discounts off the MSRP of Brocade
Demo Equipment.
7. Services & Support
8. ALLIANCE PUBLIC RELATIONS
Define and deliver your IP or SAN offerings

with Brocade products.
Learn more about supporting your lead

generation activities.
1. Overview
Partner benefits
Additional features
2. PARTNER LEVELS
5. BROCADE REWARDS
7. SERVICES & SUPPORT
OVERVIEW

In this section:
Partnering for success

Distributor benefits
Elite Partner benefits
Premier Partner benefits
Select Partner benefits
Also in this section:
Additional features
A PARTNER PROGRAM
THAT PUTS YOU FIRST
Enhance your solution expertise
and selling methods
PARTNERING FOR SUCCESS
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.
Leverage Brocade resources
dedicated exclusively to partners
Take advantage of an
integrated approach to
selling complete solutions
Brocade networking solutions simplify the transition to a world where applications

and information reside anywhere. From data centers and campus networks to the
service provider core, these solutions utilize innovative technologies to deliver key
benefits such as unmatched simplicity, non-stop networking, application
optimization, and investment protection.
Through the Brocade APN program, you can tap into broad industry experience
and years of technology leadership.
You can enjoy a comprehensive set of sales and marketing tools, training, services,
and pre- and post-sales support to help you sell Brocade networking solutions.
2
1. Overview
Partner benefits
Additional features
2. PARTNER LEVELS
5. BROCADE REWARDS
PARTNER BENEFITS

DISTRIBUTOR BENEFITS
PREMIER PARTNER BENEFITS
Marketing Development Funds* (MDF)

Dedicated sales, marketing, and
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
Full list of requirements and benefits
SELECT PARTNER BENEFITS
technical support
discounted prices
Featured listing on the Global Partner
Locator tool at www.brocade.com
configuration tool
and technical support
MDF*
Dedicated sales, marketing, and
discounted prices
Featured listing on the Global Partner
Locator tool at www.brocade.com
configuration tool
Online sales, marketing,
ELITE PARTNER BENEFITS
MDF*
Dedicated sales support
configuration tool
* SWN products and partners who are solely SWN certified

are not eligible for MDF.
1. Overview
Partner benefits
Additional features
2. PARTNER LEVELS
5. BROCADE REWARDS
Additional features

SALES AND MARKETING TOOLS
TECHNICAL SUPPORT
Access to the secure MyBrocade
Brocade product documentation and
Sales incentive programs such as
Best-practices guides, technical briefs,
Deal Registration Programs

Sales guides, presentations, and
Free firmware downloads

Discounted demonstration equipment
partner portal
Brocade Rewards
new product launch kits
The Marketing Hub

Press releases, white papers,
and newsletters
compatibility matrix
and Webcasts
START NOW, ONLINE
Visit the MyBrocade partner

portal at https://my.brocade.com
EDUCATION
Free Brocade seminars and

training events
Discounts on Brocade education

and certification
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
5. BROCADE REWARDS
PARTNER LEVELS

In this section:
A full list of requirements and benefits for:

Distributors
Elite Partners
Premier Partners
Select Partners
STRONGER TOGETHER
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
5. BROCADE REWARDS
DISTRIBUTORS

Requirements
Benefits
IP Networking Partner Training
1 percent MDF for all IP networking
Requirements
24 certified technical

personnel based on
company size
4 certified sales personnel
SAN Partner Training

Requirements
2 certified technical personnel

SWN Partner Training

Requirements

Business reviews
Report weekly Brocade-branded
Point of Sale (POS) and monthly
OEM-branded POS
and .5 percent MDF for all SAN

Brocade-branded and OEM hardware
and software products, excluding
support, maintenance, professional
services, and education courses*
DISTRIBUTORS
Download your partner level

logo here.
Download the full Distributor
Participation guide here.
Proposal-based Enablement Funds

for SWN Partners
Value Incentive Program

(VIP) eligibility*
Dedicated Sales, Marketing,

and Technical Support
Demo Equipment (Discounted or MDF)

Featured listing on the Brocade Web
site and global partner locator tool

configuration tool
Best-in-class technical training

(discounted or MDF)
Free Online Sales Training

Access to MyBrocade Partner Portal
and APN Central
Enablement fund access to get
a head start on Brocade Marketing

activities (for NEW partners ONLY)
6
* 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
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
Requirements
Benefits
1 percent MDF for IP Networking
Requirements

based on company size
SAN Partner Training Requirements

SWN Partner Training Requirements
SWN Partner Revenue Requirements:
US$ 50k per Brocade fiscal year
Business Reviews
Report OEM-branded POS monthly
(if applicable)

Products and .5 percent MDF

for SAN Products*

for SWN Partners
Brocade Rewards
Deal Registration Discounts
VIP eligibility*
Technical Certification
ELITE PARTNERS

logo here.
Download the full Elite
(Discounted or MDF)

Dedicated Sales, Marketing,
and Technical Support
Exclusive Promotions
and APN Central
Sales and Marketing Tools and Materials

Partner Locator Tool Listing
Access to free partner configuration tool
Access to The Marketing Hub
Enablement funds for new partners
to get a head start on Brocade
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
Requirements
Benefits
1 percent MDF for IP Networking
Requirements

based on company size
SAN Partner Training Requirements

SWN Partner Training Requirements

SWN Partner Revenue Requirements:

US$ 25k per Brocade fiscal year

Business Reviews
Report OEM-branded POS monthly
(if applicable)

Products and .5 percent MDF

for SAN Products*

for SWN Partners
Brocade Rewards
Technical Certification (Discounted
PREMIER PARTNERS

logo here.
Download the full Premier
or MDF)

Dedicated Sales and Technical Support
and APN Central
Sales and Marketing Tools

and Materials
Partner Locator Tool Listing

Access to free partner configuration tool
Access to The Marketing Hub
Enablement funds for new partners
to get a head start on Brocade
1. Overview
2. PARTNER LEVELS
Distributors
Elite Partners
Premier Partners
Select Partners
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
Requirements
Benefits
Suggested IP Networking Partner
Online marketing and sales support

Sales and Marketing Tools
Training Requirements

Suggested SAN Partner Training

Requirements

Suggested SWN Partner Training

Requirements
and Materials
Brocade Rewards
Demo Equipment (discounted)
Access to the Marketing Hub
SELECT PARTNERS

logo here.
Download the full Select
configuration tool

Complete the Brocade APN

registration form online at
https://my.brocade.com
1. Overview
2. PARTNER LEVELS
Training and Testing

Elite Partners
Premier Partners
Select Partners
Useful links
Training and Certification
5. BROCADE REWARDS
training & testing:
Availability
Locations
Course formats
Testing
Plus details for:
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.
10
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
Training and testing
5. BROCADE REWARDS
AVAILABILITY
Courses are available year-round. For a complete list of scheduled courses,

please visit www.brocade.com/education/course-catalog/index.page
LOCATIONS
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.
Back to Training and Testing Contents
11
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
Training and testing
5. BROCADE REWARDS
Nutshell Exam Study Guides

For a complete list of exam study guides, please visit
www.brocade.com/education/certification-accreditation/index.page
Authorized Training Partners
Brocade utilizes Authorized Training Partners (ATP), who must demonstrate the highest
standards of technical excellence.
Courses are available in both English and local languages where applicable.
For a complete list of ATPs, please visit
www.brocade.com/education/product-training/authorized-training-partners/index.page
TESTING
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.
Back to Training and Testing Contents
12
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
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**
Elite Partner (1-999 Employees)

Elite Partner (1000-2000 Employees)
Elite Partner (Over 2000 Employees)
2
3
4
1
1
1
SOFTWARE NETWORKING*
BCVRE
BCVRP
Elite Partner
*Same requirements for all company sizes

**If selling Layer 4-7 products
Partner Level
SAN
IP Networking
SOFTWARE NETWORKING
Brocade Certified
Network Professional
Brocade Certified vRouter Engineer
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
*Required only if reselling Layer 4-7 products.
Elite page 1 of 2
13
1. Overview
2. PARTNER LEVELS
Elite Partners
Premier Partners
Select Partners
Useful links
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
Registration
Use your MDF

Elite resellers may use their MDF or Enablement Funds to get reimbursed for training
and certifications. Please contact your Channel Marketing Manager to get a pre
approval when using MDF.
Discounts
Elite Partners are eligible for a 50 percent discount off MSRP when registering
for a qualifying publicly scheduled Brocade University offering.
Registering is Easy
Log into your MyBrocade https://my.brocade.com account and select the

My Education tab to register for training.
For assistance with your registration please contact education@brocade.com.
Visit the APN Training page for curriculum and pre-requisite information
Elite page 2 of 2
14
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
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**
Premier Partner (1-999 Employees)

Premier Partner (1000-2000 Employees)
Premier Partner (Over 2000 Employees)
1
2
3
1
1
1
SOFTWARE NETWORKING*
BCVRE
Premier Partner
*Same requirements for all company sizes

**If selling Layer 4-7 products
Partner Level
SAN
IP Networking
SOFTWARE NETWORKING
Premier Partner
Brocade Certified Fabric

Professional
Brocade Certified Network Engineer

AND
Brocade Certified Layer 4-7 Engineer*

Engineer
* Required only if reselling Layer 4-7 products.
Premier page 1 of 2
15
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
Registration
Use your MDF

Premier resellers may use their MDF or Enablement Funds to get reimbursed for
training and certifications. Please contact your Channel Marketing Manager to get a
pre approval when using MDF.
Discounts
Premier Partners are eligible for a 50 percent discount off MSRP when registering
for a qualifying publicly scheduled Brocade University offering.
Registering Is Easy
Log into your MyBrocade https://my.brocade.com account and select the

My Education tab to register for training.
For assistance with your registration please contact education@brocade.com
Visit the APN Training page for curriculum and pre-requisite information
Premier page 2 of 2
16
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
ELITE
PREMIER
SELECT
5. BROCADE REWARDS
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

Engineer
Select Partner
Brocade Accredited Data Center

Specialist
AND
Brocade Accredited Server
Connectivity Specialist
Registration
To register for training, please visit MyBrocade https://my.brocade.com

Select Resellers are eligible for a 50 percent discount off MSRP when registering
for a publicly scheduled Brocade University offering.
For assistance with your registration, please contact education@brocade.com
17
1. Overview
2. PARTNER LEVELS

Elite Partners
Premier Partners
Select Partners
Useful links
USEFUL LINKS
5. BROCADE REWARDS
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
Scheduled courses:
http://community.brocade.com/docs/DOC-1845
Exam study guides:
18
1. Overview
2. PARTNER LEVELS

How it works and uses
5. BROCADE REWARDS
Marketing Development Funds

In this section:
About the program
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
The following worldwide Brocade Alliance Partners can benefit from

the MDF program:
Brocade Distributors*
Brocade Elite Partners*
Brocade Premier Partners*
* Partners who are solely SWN certified are not eligible for MDF.
19
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Marketing Development Funds
How it works
What it can be used for
MDF is calculated in U.S. Dollars as a percentage of IP networking and SAN POS
Equipment for labs
MDF for Brocade-branded products for indirect VARs is calculated based on
Brocade education courses

Funded head
Joint marketing and sales activities
Sales programs and promotions
from distribution and direct partners

Brocade Distributors POS
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
and solution centers
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
Earned MDF amounts will be posted quarterly in the MDF tool

Earned MDF is available for use for 180 days from the date that it was posted
Find out more
For more information please

contact your Brocade
Channel Account Manager
or e-mail channel@brocade.com
Download the full
MDF Program guidelines here
20
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
The rewards and eligibility

BROCADE REWARDS

In this section:
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:
an approved IP networking deal registration

prior to placing a product order
21
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS

BROCADE REWARDS

The rewards
PRODUCTS
Existing CUSTOMER NEW CUSTOMER

PAYOUT
PAYOUT*
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
OEM/vendor representatives and distributors are not eligible to participate

Partner sales representatives or system engineers must register
Next steps
For more information, contact your

Brocade Channel Account Manager,
e-mail: channel@brocade.com, or
visit the MyBrocade partner portal
at https://my.brocade.com
To register for Brocade Rewards,
visit www.brocaderewards.com
at www.brocaderewards.com
All claims require an approved Brocade deal registration number

Claims must be entered within 60 days of the date of sale
Proof of sale is required
Program is capped at US$ 25k per Brocade fiscal year per individual
22
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Eligibility and program guidelines
DEMO EQUIPMENT PROGRAM

In this section:
About the program
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 partner contacts a Brocade Distributor requesting verification of eligibility

to purchase demo equipment
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
23
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
DEMO EQUIPMENT PROGRAM

Eligibility
The following worldwide Brocade Alliance Partners can benefit from the program:
Brocade Distributors
Brocade Elite Partners
Brocade Premier Partners
Brocade Select Partners
Find out more

Brocade Channel Account Manager,
e-mail: channel@brocade.com, or
visit the MyBrocade partner portal
at https://my.brocade.com
Program guidelines
Each Partner may purchase up to 3 units of each product SKU

per lab location
Demo units must remain in the partner location for 6 months

After 6 months of internal service, we encourage partners to either
continue to use the equipment, or re-sell it to an end-user*
*Resale of stand-alone demo software is strictly prohibited.
24
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Professional Service Partner Program
Support Delivery Partner Program
Cooperative Support Program
PROFESSIONAL SERVICE
PARTNER PROGRAM
SUPPORT DELIVERY
PARTNER PROGRAM
COOPERATIVE
SUPPORT PROGRAM
Deliver your own brand of professional

services, using Brocade resources.
Define and deliver your IP or SAN

offerings with Brocade products.
Expand your IP networking offerings &

grow your business (US & Canada only).

ABOUT THE 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
Find out more
Contact your local Brocade

Channel Representative or email
ProfessionalServicesPartner@
brocade.com for further information.
Download the full
PSP Program guidelines here
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.
25
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
PARTNER PROGRAM
SUPPORT DELIVERY
PARTNER PROGRAM
COOPERATIVE
SUPPORT PROGRAM




ABOUT THE 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
Brocade supports your partnership by providing access to a wide range of technical

documents, How to guides, and training, along with regular Program Reviews carried
out by the service management team.
Find out more
To learn more about the Brocade IP

or SAN Support Delivery Program
and the incentives available to
you, contact your local Brocade
SupportDeliveryPartner@Brocade.com
for further information.
Download the full
SDP Program guidelines here
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:
Layer 2-3: BCNP

Layer 4-7: BCLP
Ethernet Fabrics: BCEFP
SAN: BCFP
26
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
PARTNER PROGRAM
SUPPORT DELIVERY
PARTNER PROGRAM
COOPERATIVE
SUPPORT PROGRAM




ABOUT THE 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.
Find out more
Contact your local Brocade

SupportDeliveryPartner@Brocade.com
for further information.
Download the full
CSP Program guidelines here
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
Brocade supports you with access to a wide range of technical documents,

How to guides, and training and certification programs.
27
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Basic Guidelines
ALLIANCE PUBLIC RELATIONS
Public Relations Program Overview

New Partner & Press Releases
Customer Success Stories
Brocade Executive Quotes,
Brocade References & Social Media
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
Find out more

Brocade Media Representative:
North America:
Lauren Barnard
Europe, Middle East and Africa:
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.
28
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Basic Guidelines

BROCADE ALLIANCE PUBLIC RELATIONS PROGRAM

Brocade Alliance Public Relations (APR) is designed to support specific lead

generation activities by delivering high-impact coverage in influential media
by developing joint campaigns with our Partners.
APR Program Objectives
APR Approach:
Support and supplement specific lead
On request by the Partner, confirm
generation activities through targeted

PR activities
Increase positive brand awareness
of our Partners and Brocade among

target customer audience(s)
Position Partners as experts in
implementing solutions enabled by

Brocade technology
Position Partners and Brocade as
aligned thought leaders on key

themes, issues and topics in the
network/data center/virtualization/
cloud environment
APR campaign objectives and goals
Following approval by Brocade of the

objectives and goals agreed, jointly
identify themes & topics that will
resonate with a Partners customer/
prospect base
Jointly develop the proposal, activities

and agree on roles & responsibilities
Develop & implement the campaign

Measurement/reporting results
29
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Basic Guidelines

BROCADE ALLIANCE PUBLIC RELATIONS PROGRAM

Brocade Alliance Public Relations (APR) is designed to support specific lead

generation activities by delivering high-impact coverage in influential media
by developing joint campaigns with our Partners.
APR Campaign Activities:
Included (no fee)*:
MDF required*:
Proposal/plan
Press release or media alert or
One on one interviews with
thought leadership article jointly

bylined to Partner and placed in
influencer media
Co-branded customer case study
(written/please see success story

guidelines below)
selected media
Roundtable event
Seminar/workshop
Surveys/data analysis
Video testimonial (customer)**
Video testimonial (Brocade)**
Whitepaper
Advertorial/marketing support &
campaign assets
Six Steps To Series of advisory, one

page, pdf format documents
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

5. BROCADE REWARDS
Basic Guidelines

NEW PARTNER/ NEW APN LEVEL PRESS RELEASES

Brocade offers a universal New Partner Press Release template to facilitate

drafting and approvals processes. Click here to download
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.
31
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Basic Guidelines

CUSTOMER WIN ANNOUNCEMENTS/ SUCCESS STORIES

Brocade will strive to reference Partners in releases/success stories where the

Partner has directly assisted Brocade in securing access to the customer and
customer approval
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
Please note that press releases/success stories (customer references) drafted
by Partners that reference Brocade technology/solutions require written approval

of the release/success story copy by Brocade. Please contact your regional
32
1. Overview
2. PARTNER LEVELS

5. BROCADE REWARDS
Basic Guidelines

BROCADE EXECUTIVE QUOTES/

BROCADE REFERENCES
Brocade is happy to provide quotes
from senior executives for inclusion

in partner press releases dependent
on the context and audience for
the announcement
Executive quotes must be approved

by Brocade. Partners wanting to
use an executive quote should
send the complete document, with
draft quote, to their regional Media
Representative for approval
Brocade is also happy to support
Partner events by providing

spokespeople on request, dependent
on spokespeople availability and
target audience
Brocade does not provide references
related to suppliers and third party

organizations. This is corporate policy
and unrelated to sales engagement
activities
SOCIAL MEDIA
Brocade owns a number of social
media assets; Partners wishing to

engage with Brocade social media
should contact their regional
Brocade social media assets open to

Partner contribution include our blog
The Channel
Partners are welcome to link to posts

on The Channel and other online
assets, or re-use the content on The
Channel and other social media
assets owned by Brocade on their
own sites/ social media platforms
as long as they are reproduced
in their entirety, unchanged and
unadulterated, and attributed clearly
to Brocade
Brocade Social Media

Assets include:
The Channel
Wingspan (Executive) Blog
Brocade Communities
YouTube (Corp)
YouTube (Tech)
FaceBook
Twitter
Flickr
Partners are welcome to re-tweet

posts from Brocade owned
Twitter accounts
33

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Partner Program Overview Guide

3. Training and Certification

A summary of program features and

More in-depth information about

A guide to technical training and

4. MARKETING DEVELOPMENT FUNDS

6. Demo Equipment Program

Find out how the Brocade Marketing

Learn more about this worldwide program

Discover how to get significant

7. Services & Support

8. ALLIANCE PUBLIC RELATIONS

Define and deliver your IP or SAN offerings

Learn more about supporting your lead

Partner Program Overview Guide

8. ALLIANCE PUBLIC RELATIONS

Partnering for success

PARTNERING FOR SUCCESS

Leverage Brocade resources

dedicated exclusively to partners

Brocade networking solutions simplify the transition to a world where applications

Partner Program Overview Guide

8. ALLIANCE PUBLIC RELATIONS

PREMIER PARTNER BENEFITS

Marketing Development Funds* (MDF)

Full list of requirements and benefits

Full list of requirements and benefits

SELECT PARTNER BENEFITS

Access to free partner

Full list of requirements and benefits

and technical support

Online sales, marketing,

ELITE PARTNER BENEFITS

Full list of requirements and benefits

* SWN products and partners who are solely SWN certified

Partner Program Overview Guide

8. ALLIANCE PUBLIC RELATIONS

Access to the secure MyBrocade

Brocade product documentation and

Sales incentive programs such as

Best-practices guides, technical briefs,

Deal Registration Programs

Free firmware downloads

new product launch kits

The Marketing Hub

START NOW, ONLINE

Visit the MyBrocade partner

Free Brocade seminars and

Discounts on Brocade education

Partner Program Overview Guide

6. Demo Equipment Program

A full list of requirements and benefits for:

Partner Program Overview Guide

6. Demo Equipment Program

IP Networking Partner Training

1 percent MDF for all IP networking

24 certified technical

4 certified sales personnel

SAN Partner Training

2 certified technical personnel

SWN Partner Training

2 certified technical personnel

and .5 percent MDF for all SAN

* SWN products and partners who are solely SWN certified

24 certified technical

2 certified technical personnel

2 certified technical personnel

24 certified technical personnel

13 certified technical personnel