The company distributes in New Zealand through Connector Systems, and works with such partners as Datacom and Asnet, while listing other integrators, such as Fujitsu, on the partner locator section of its web page.

"The challenge we have for every market, and New Zealand is included, is to be able to focus our strategy on a market segment," says Foo. "Every market has its own focus and that's something that I'm working closely with the ANZ people right now. For Australia we've identified the segment. For New Zealand it's something we are looking at. It's an SMB kind of market."

Foo says that despite this preponderance of small organisations in New Zealand, Brocade plans to launch a marketing campaign around its campus solutions, which it characterises as end-to-end LAN solutions that are more in line with larger enterprises.

According to Regan McGrath, Brocade's recently appointed global channel chief, the biggest challenge the organisation faces is brand awareness.

McGrath believe Brocade's technology speaks for itself, particularly around Ethernet fabric.