| HBS Case Collection
(Revised from original 2005 version)
Brocade: Launching the Multiprotocol Router
Brocade management is preparing for the launch of a new technology for data storage. The multiprotocol router improves on existing technology and has the potential to change the way firms design their data storage networks. Students must determine the target market for the router, how to leverage the OEM partners in convincing end customers to adopt it, and how to price the router. Forces students to understand the traditional segmentation of the data storage market and whether firms should concentrate on specific segments, as in the past. Also forces students to grapple with the willingness of end customers to adopt new solutions in the high-tech realm.
Keywords: Customer Satisfaction;
Partners and Partnerships;
Information Technology Industry;