BROCADE – Enterprise LAN & Data Center Networking
Creating Enterprise Networking Opportunities Across Germany & Switzerland through Account-Based Business Development
Project Overview
Between 2013 and 2015, Brocade partnered with B2B Galaxy to accelerate the adoption of its Enterprise LAN and Campus Networking portfolio across Germany and Switzerland.
While Brocade was already recognized as the market leader in Storage Area Networks (SAN), many enterprise organizations were still unaware of its comprehensive Ethernet Switching and Campus LAN solutions.
B2B Galaxy developed a highly targeted account-based business development program focused on enterprise organizations with more than 2,000 employees, identifying modernization opportunities and engaging senior IT decision-makers responsible for network infrastructure investments.
The objective was not only to generate qualified meetings, but also to position Brocade as a complete enterprise networking provider capable of delivering integrated SAN and LAN solutions from a single vendor.
The Challenge
During this period, enterprise organizations were modernizing campus networks, increasing virtualization and consolidating data center infrastructure.
Although Brocade had a strong reputation within Storage Networking, awareness of its Enterprise LAN portfolio remained limited.
The challenge was identifying organizations preparing network refresh projects before procurement decisions were finalized, educating decision-makers about Brocade’s complete networking capabilities and creating qualified sales opportunities for the enterprise sales organization.
Client
Brocade Communications Systems, Inc.
REGION
Germany (2013–2015)
Switzerland (2013–2015)
INDUSTRY
Enterprise Networking
LAN & Data Center Infrastructure
Services
Enterprise Market Intelligence
Decision-Maker Identification
Opportunity Qualification
Appointment Setting
Pipeline Development
CRM Management & Weekly Reporting
TEAM
1 Dedicated Business Development Specialist
Our Approach
Enterprise Network Opportunity Development
Every opportunity started with a structured enterprise account qualification process. B2B Galaxy analyzed organizations with more than 2,000 employees across Germany and Switzerland to identify companies planning network infrastructure modernization.
Our team researched existing network environments, identified senior IT decision-makers, evaluated refresh cycles and developed qualified opportunities around Brocade’s Ethernet Switching, Campus LAN and Data Center Networking portfolio, while reinforcing Brocade’s leadership in SAN infrastructure.
The objective was not only to generate meetings, but also to position Brocade as the strategic partner capable of delivering both SAN and LAN networking from a single vendor.
RESULTS DELIVERED
Between 2013 and 2015, B2B Galaxy successfully positioned Brocade as a complete enterprise networking provider across Germany and Switzerland, generating qualified opportunities for its LAN and Campus Networking portfolio while reinforcing its market leadership in SAN infrastructure.
Business Impact
During five years of collaboration, B2B Galaxy became an extension of the TRILUX sales organization.
The structured qualification process enabled the sales team to focus exclusively on high-potential industrial opportunities,
reducing unproductive visits while increasing conversion rates and accelerating revenue generation across Germany and Austria.
