On the Ethernet side, there is an evolution to define a new architecture which supports the seamless interaction between widely dispersed and Virtual Machines in a data center environment. Here too Brocade has been the innovator and leader in driving the change in Ethernet networking through our unparalleled technology: Ethernet Fabrics.
CW: What are the business benefits of using fibre channel?
Dias:It is high performance. When you are doing cloud computing or if you want bulk storage to be served for the Telcos or service provider who have a lot of billing to do, you would never want a Fibre Channel over Ethernet (FCOE) storage but rather you would do a FC because FC as a protocol is ideally suited for it.
In fact you would get more complexity under FCOE. But if you want high performance block storage, no latency, SSD enabled kind of storage architecture; - you go down the path of fibre channel.
CW: How do you plan to compete against players like Cisco who provide the more widely used Ethernet networking technology?
Dias: They are not our competition at all. We are generations ahead of them in this technology. We offer nanoseconds switching capability on our storage switches while Cisco's is into milliseconds. While, we do local switching and are on 16 gig, Cisco doesn't even have one.
CW: With HyperEdge architecture, you plan to simplify the campus network. So do Juniper, HP, Cisco and Extreme Networks. Even they have their own versions of network simplicity for enterprise campuses? Isn't the pitch confusing for the channel partners?
Dias: Yes, indeed it is. But as a partner, you need to move up the platter and understand from a technology perspective, what suits you better. Campus networks have been flexible to adopt change. The pain point of a customer is that how do I make the network more manageable, automated and affordable. But what we are doing with HyperEdge is radically different from what our competition is doing. HyperEdge is not a product but a software capability that we are enabling our products with.
For channel partners who have already sold our portfolio, they will have the opportunity to go back to their customers and be able to enhance their capability with HyperEdge. That's for existing customers. But for those partners who are going to new green field accounts, this architecture will be a differentiator and they will have a unique proposition to go out and sell.
CW: In a country like India, how do you localize and customize training for your partner community in India?
Dias: We just don't spread ourselves everywhere but we focus only at certain up country markets and specialized zones. We have decided to close in on certain sectors like IT/ITES and the government sector and throw all our might and every resource possible in these segments because historically we have references of success stories in these verticals from across the globe.
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