HP Forecast Adds to IT Vendors Seeing 2010 Uptick

September 26, 2009

D.H. Kass

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Networking and telecommunications researcher Dell’Oro Group projects the market for FCoE adapters and Converged Network on Motherboard (CNOM) equipment to increase by more than 200 percent annually to about $400 million by 2013.

Ingram officials said that the arrangement with QLogic was particularly important because the vendor’s products fit well with the distributor’s data center initiatives.

“QLogic is an important relationship for us as we build out our data center and overall IT strategy,” said Scott Zahl, Ingram vice president, vendor management. “QLogic has the converged network, storage and data center solutions we want.”

QLogic, which also maintains U.S. distribution agreements with Arrow ECS, Arrow ECS’ Moca Group, Promark, Bell Microproducts, Synnex, Tech Data and Info-X, said that it was prompted by its new technology, specifically the FCoE products, to expand its distribution lineup, a move it has previously resisted.

“This comes at a good time for us with our new FCoE lines hitting the market,” said Jim Rothstein, QLogic vice president, North America sales. “When we mapped our VAR base, we found that we had only 20 percent overlap of resellers we’re already doing business with. It’s a great match for our product portfolio as it broadens.”

QLogic said that about 25 percent of its sales go through its distributors and channel partners. The remainder is generated from sales to OEMs, including Hewlett-Packard, IBM, EMC, Sun, Dell and Hitachi.

Rothstein said that QLogic advised its other distributors of its agreement with Ingram and that “nobody’s alarmed by it.”

Ingram also carries FCoE products from Emulex, a primary QLogic competitor, and Cisco Systems.

Zahl said that Ingram will recruit new resellers to the QLogic portfolio and is already providing inventives to partners to carry the vendor’s networking equipment.

IBM Opens Offshore Innovation Centers

IBM Corp. said that it has opened a new Innovation Center in Cape Town, South Africa, its third of five such planned facilities this year in emerging and growth markets.

In addition to Cape Town, the vendor also has opened new centers in Brazil and Vietnam, with plans for hubs in Poland and the Philippines by year’s end.

The Cape Town location is the seventh IBM has opened in growth markets in the last two years and is part of the vendor’s $120 million, two-year plan to expand its presence in sub-Saharan Africa.

IBM officials said that the company has spent more than $600 million for its 47 Innovation Centers worldwide. The facilities are intended to provide training, consulting services and hands-on technical assistance.

Services are aimed at local customers, business partners, start-ups, ISVs, IT professionals and members of the local academic community.

Brocade Adds Services Certification for Channel Partners

Brocade Communications Systems Inc., a provider of data center networking solutions and services, has expanded its global Alliance Partner Network to enable certified partners to resell its professional services and support packages.

The vendor, which unveiled the Alliance Partner Network in May, said that its new Professional Services Program (PSP) and its Support Delivery Program (SDP) are designed to help channel partners lift profits with additional service and support offerings.

Under the PSP, certified channel partners will be able to sell Brocade’s professional services or their own offerings under the vendor’s certification. Certified members of Brocade’s SDP will be allowed to deliver Tier 1 and Tier 2 support and the vendor’s new Assurance Limited Lifetime Warranty on select IP networking products.

Marc Randall, Brocade senior vice president of products and offerings, writing in a Brocade blog entry, said that the “programs are designed to help make our channel partners that much more profitable.”

In touting Brocade’s efforts to help partners raise their profits, Randall said that the new programs are “a no-brainer you say, sure, but it’s in direct contrast with Cisco, whose VARs have publicly raised concerns about Cisco squeezing more margins from them in both product and services.”

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