SWITCH AND HBA DEAL REGISTRATION
OVERVIEW
Brocade's Commitment to Our Partners
 Brocade is committed to help our channel partners grow their business
 Deal Registration fairly and equitably rewards partners who actively
identify, develop, and win new business opportunities
 The Switch and Host Bus Adaptor (HBA) Deal Registration Programs
have been designed to help protect our reseller’s pre-sales investment
and drive revenue
 There are three separate programs implemented to help drive business
1. Switch Deal Registration (Stand Alone Switch Opportunities)
2. HBA Deal Registration (Stand Alone HBA Opportunities)
3. Switch & HBA Deal Registration (Switch and HBA Bundled Together
Opportunities)
 Opportunities are registered by Brocade distributors on behalf of the
reseller
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
2
SWITCH DEAL REGISTRATION PROGRAM
Brocade Switch Deal Registration Program
 Brocade Switch Deal Registration Program
– Purchase a minimum of two (2) eligible Switches must be the same SKU
– Eligible 4 Gbit/sec or 8 Gbit/sec Switches include the Brocade 300,
Brocade 5100, and Brocade 5300
 Deal Registration discounts are available to partners who are the first to
complete all presales requirements
 Register the net new opportunity, obtain approval from Brocade and
provide proof of sale once the deal is closed
 Available for BROCADE BRAND ONLY
 Brocade Communications, Inc. reserves the right, in its sole discretion, to
modify, cancel, terminate or suspend this program at any time
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
4
Brocade Switch Deal Registration Program
Product Family
Percentage Discount off MSRP for Reseller
Brocade 300 (4 Gbit/sec or 8 Gbit/sec)
7%
Brocade 5100 (4 Gbit/sec or 8 Gbit/sec)
10%
Brocade 5300(4 Gbit/sec or 8 Gbit/sec)
10%
 This program is solely for Net New Opportunities
 Minimum quantity of two (2) Brocade (same SKU) Switches is required
for each opportunity
 New business opportunities include
– New accounts
– New projects within existing accounts
– Competitive opportunities
• Discounts are off current MSRP/List prices
• Switch Deal Registration Program Expires on April 30, 2009
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
5
Switch Deal Registration
Program Requirements
1.
Brocade Branded Switches will be the only
products approved – OEM Switches are not
eligible
2.
Brocade resellers are eligible to participate
3.
Partners must register their deal via Partner
Relationship Management – Distributors can
register deals for resellers without a license key
to the Partner Relationship Management
(PRM) system
4.
Opportunity must be net new and PO must be
closed and dated within 90 days of receiving
the deal registration number
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
6
HBA DEAL REGISTRATION PROGRAM
Brocade HBA Deal Registration Program
 Brocade Fibre Channel Host Bus Adapter (HBA) Deal Registration
Program
– Resellers receive up to 53% off MSRP when purchasing five or more
4 Gbit/sec or 8 Gbit/sec Fibre Channel HBAs
 This program is solely for Net New Opportunities
 Discounts are off current MSRP/List price
 Deal Registration discounts are available to partners who are the first to
complete all presales requirements
 Register the opportunity, obtain approval from Brocade and provide proof
of sale once the deal is closed
 Available for BROCADE BRAND ONLY
 Brocade Communications, Inc. reserves the right, in its sole discretion, to
modify, cancel, terminate or suspend this program at any time
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
8
Brocade HBA Deal Registration Program
Product Family
Percentage Discount off MSRP for Reseller
Brocade 415 or 425 (4 Gbit/sec)
Up to 53%
Brocade 815 or 825 (8 Gbit/sec)
Up to 53%
 This program is solely for Net New Opportunities
 Minimum quantity of five (5) Brocade HBAs required for each opportunity
 New business opportunities include
– New accounts
– New projects within existing accounts
– Competitive opportunities
• Discounts are off current MSRP/List prices
• HBA Deal Registration Program Expires on April 30, 2009
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
9
HBA Deal Registration Program
Requirements
November 2008
1.
Brocade Branded HBAs will be the only
products approved – OEM HBAs are not
eligible
2.
Brocade resellers are eligible to participate
3.
Partners must register their deal via Partner
Relationship Management (PRM) system –
Distributors can register deals for resellers
without access to the PRM system
4.
Opportunity must be net new and PO must
be closed and dated within 90 days of
receiving the deal registration number
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
10
SWITCH & HBA BUNFLE DEAL
REGISTRAION PROGRAM
Switch & HBA Bundle Deal Registration Program Overview
Better Together: Sell the Brocade 8 Gbit/sec Switches and Host Bus
Adaptors (HBAs)! In addition to the existing deal registration discount, you’ll
receive an additional kicker for selling them together!
– Purchase Brocade branded 8 Gbit/sec Switches and HBAs and receive the
existing deal registration discounts on both the Switch and the HBA.
Additionally, receive a significant discount paid in the form of a rebate on the
HBAs (once proof of sale is provided).
– Resellers receive up to an additional $625 off on the HBAs, when purchasing
at least one (1) Switch and two (2) 8 Gbit/sec HBAs on the same Purchase
Order.
 The more HBAs purchased the greater the rebate
 Opportunities DO NOT have to be Net New – Brocade will approve the
first opportunities submitted – no duplicate approvals will be issued
 Program ID: BRO 0041
 Expiration Date: January 30, 2009
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
12
Qualifying Products
Qualifying Brocade Branded 8 Gbit/sec HBAs:


Brocade 815 HBA
Brocade 825 HBA
Part Number for Qualifying HBAs:
-
BR-815-0010
BR-825-0010
Qualifying Brocade Branded 8 Gbit/sec Switches:



Brocade 300 Switch
Brocade 5100 Switch
Brocade 5300 Switch
Part Numbers for Qualifying Switches:
November 2008
BR-320-0008
BR-340-0008
BR-360-0008
BR-5120-0008
BR-5140-0008
BR-5140-1008
BR-5320-0008
BR-5340-0008
BR-5340-1008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
13
Switch & HBA Bundle Deal Registration Program Details
 Receive the existing deal registration discounts on both the
8 Gbit/sec Switch and HBA, plus a significant discount paid in the form of
a rebate on the HBAs, once proof of sale is provided
 Products must be booked and shipped on the same invoice
 The Program ID (BRO 0041) must be included on the invoice
 This program may not be combined with other offers
– IE: Buy One Get One, Other Deal Registration Programs, Tech Refresh
 All qualifying opportunities need to be registered via the Brocade Deal
Registration Tool (PRM)
 Brocade Communications, Inc. reserves the right, in its sole discretion, to
modify, cancel, terminate or suspend this program at any time
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
14
Submitting Opportunity / Claim Process
 The Brocade Deal Registration Tool (PRM) must be utilized for all
opportunities
– Distributors may submit on behalf of the resellers or resellers with access to
the PRM may submit their own opportunity
 The existing Deal Registration process will be utilized and the approved
opportunity will be assigned a Deal Registration Approval Number for
tracking purposes
 The first deal to register and close, with proper proof will be awarded the
rebate
 All opportunities must be closed within 30 days from time of approval
 All rebates will be paid by Brocade to the reseller directly, once sale is
verified
 Brocade will use every effort to pay the rebate in a timely manner
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
15
Buy More / Save More
Products
Reseller’s Discount off Current MSRP*
Brocade 300 Switch
7%
Brocade 5100 Switch
10%
Brocade 5300 Switch
10%
Brocade 815 HBA
Up to 53%
Brocade 825 HBA
Up to 53%
# of Brocade HBAs
Reseller Rebate Amount
Reseller Rebate Amount
Per Switch
On each Brocade 815 HBA
On each Brocade 825 HBA
2-5
$100
$150
6-9
$225
$300
10+
$450
$625
*Proof of Sale must be submitted, discount/rebate amount will be paid in the form of a rebate once sale is verified.
Brocade will issue the rebate directly to the reseller; reseller will be asked to provide all tax forms necessary.
November 2008
Switch and HBA Deal Registration Overview
© 2008 Brocade Communications Systems, Inc.
All Rights Reserved.
16
THANK YOU