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Brocade Plans Services Blitz

Customers of Fibre Channel specialist Brocade could get better services in 2006, according to CTO Tony Canova. But they'll have to open their wallets.

The customer views us as an objective and trusted partner,” he said. “What we have not done a very good job at is translating that into revenue.”

Speaking at a financial conference in Phoenix, Arizona, earlier today, Canova issued "a business as usual" message, even as the firm looks to emerge from a period blighted by financial controversy and fierce competition.

Brocade suffered a sales slump earlier this year, losing share to rivals Cisco Systems Inc. and McData Corp. (See Brocade Bloodied Again and Brocade Bungles Quarter.) The vendor has also faced delisting by Nasdaq for failing to file earnings reports on time; been under investigation for the way it accounted for stock options; and embroiled in trying to get out of a deal to pay CEO Greg Reyes as a consultant. (See Brocade Notified by Nasdaq , SEC Gets Formal With Brocade and Brocade Blasts 'Consultant' Reyes.)

Against this backdrop of upheaval, Brocade recently made its Q4 financial forecast. Canova admitted that services is one area with significant room for improvement -- though apparently, he sees the lack of service revenue as the problem, instead of a lack of capability to provide good service. (See Brocade Forecasts Q4.)

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