Infotech Lead India: Brocade is planning to strengthen its channel presence in India to enhance its presence among enterprises, data centers and telecom service providers.
“We are expanding our channel presence in key markets including India. At present, we have at least 2 channel partners each to address our three business areas,” said Adrian Low, regional sales director, Application Delivery Products and Service Provider Business at Brocade.
India is one of its key targets for growth and expansion plans.
“India, thanks to huge population and investments by ICT sector, is growing faster than several other markets. We expect to expand our products and gain market share significantly,” Adrian added.
Quality of service is a thrust area for Brocade. For example, Excell Group, the UK’s largest exclusively B2B vendor to offer managed voice, data and hosted services from their own core network, has gone three years without a single network failure since deploying Brocade NetIron CER 2000 Series routers throughout its data centers and points of presence (PoPs).
“Our strategy toward innovation and quality of services are assisting us to gain market share,” said Dave Stevens, CTO of Brocade.
Brocade will continue to generate significant revenue from enterprise business. It currently focuses on Cloud based service providers, Data Centers, telecom operators, etc. In metro network, the focus of Brocade is on Ethernet services and not legacy networks.
The revenue mix will continue for some more time. In Q2, enterprise business revenue was up 2 percent y-o-y and up 21 percent q-o-q as the Brocade ICX products continue to ramp. Service provider business revenue was up slightly q-o-q and down 5 percent y-o-y.
America is the main market for Brocade, while EMEA is second and Asia Pacific comes in third position. Focus on Federal business contributes significantly to Brocade revenue. For instance, Q2 revenue growth for the Ethernet business was driven by an increase in Federal sales, which were up 40 percent y-o-y and 108 percent q-o-q.
“We focus on more existing markets for growth instead of building and spending in new markets. We are already strong in product and go to market strategies. Execution will get more focus in coming months,” said Jason Nolet, VP for Data Centre of Brocade..
Brocade competes with Cisco and Juniper Networks in several markets. Cisco does not have open flow strategy.
“We expect SP and datacenter business growing significantly. To gain market share, we have done a number of software based customization for India and other emerging markets,” said Ananda Rajagopal, senior director, Service Provider Product Management, Brocade Communications Systems.
Its recently launched VXLAN enables cloud service providers to build virtual networks on top of their existing infrastructure. VXLAN is a network virtualization technology that addresses the emerging challenges in the cloud data center.