In Russia Brocade will operate under the old scheme| 04.05.2009
28 APR Brocade and Hewlett-Packard held a press briefing where he discussed the results and prospects of cooperation.
One of the reasons for collecting the press, was the release of HP hardware and software complex Blade System Matrix, which uses a new series developed by Brocade modules
Virtual Connect. Together the software and hardware are a platform, creating a pool of servers, storage, networks, which can work with applications 1 thousand servers managed in
single environment. About these technologies it is on passing this spring in Europe conference, the HP Technology at Work, the echoes of which are heard in Russia. In particular, the day press briefing at the office HP
held a partnership event Technology at Work.
However, much more than the technological aspects of new solutions at the press conference, discussed the Brocade business in Russia. According to Vladimir Bagicha (Vladimir Bajic HP/Brocade Alliance
Manager EMEA) and head of data storage systems of the Russian HP office Konstantin Parshin, the prospects for Brocade in Russia is very good. At present, our country is
in terms of sales in the EMEA region in the fourth place.
The volume of deliveries to Russia are growing much faster than European. So Russian supplies switches primary and secondary level has increased in the past year 100% (in units), while
the supply of similar equipment in Europe grew by only 55%. Thus, the reduction of the gap between France, which occupies in the partner list Brocade third place, and Russia the declining year by year.
The demand for switches of a higher class, designed for blade systems in Russia is also higher than in EMEA, but not so. Delivery to Russian customers increased by 97%, and European —
81%. Meanwhile, the sales of the senior class switches (Directors) are growing in our country as good as anywhere else. 123% annual growth, compared with 21% yoy growth in EMEA. However, despite such growth
growth in Russia is on the list of consumers “Directors” only on the sixth position.
Konstantin Parshin calculated that combines business HP and Brocade switch Junior class in 2008 increased by 100% (2007 -33,3%). Sales of switches (Brocade technology) secondary
– class blade systems last year, HP grew by 97%. In 2007, the figure was around 165%, but the growth was “almost zero”. Delivery switch-“Directors” in 2008 increased by 123%,
(2007 – 76%).
Regional Manager at Brocade, sales in Russia and CIS Nikolay Umnov said that to change the structure of sales channel, the company does not intend to. Thus, the supply in our country will continue
only through global OEM partners. In Europe Brocade acts as through OEM channel and through specialized distributors. In Russia, however, the OEMs have shown themselves so well that
the company has decided not to change the scheme of work. The exception of possibly (but not certainly) will be made only for the solutions from Foundry Networks, which Brocadeприобрела last year.
In order not to ignore the efforts of the Russian partners of the second level, Brоcade uses a special scheme. According to her, the vendor counts the number of products delivered via
one or the other partner, for example, the system integrator included in the so-called “Alliance” and provides the firm with appropriate tools to promote products. To get to the Alliance partner
need to sell for a year products to Brocade at least one million dollars. The list of these priority local partners including Brocade “LANIT”, OCS, Verysell and some other
of the company.
Interestingly, Brоcade managed to keep positive dynamics not only in the past, but in this (2009) fiscal year. For the first quarter (November, December 2008 and January 2009) the company
put it on 12% more than in the same period of fiscal year 2008. According to Mr. Umnov, half of the production is in the Telecom segment, the quarter-taking financial institutions
the rest of the public sector, transport and all other companies.
