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In addition to the recurring revenue opportunities offered through this model, PCM's Lohmeyer said Enterasys' cloud Wi-Fi solution allows partners to have greater stickiness with their customers than competing solutions, given the fact that partners -- not Enterasys -- are hosting and fully managing the service.
"All the control is pushed out to PCM," Lohmeyer said.
PCM does plan to allow other Enterasys partners to resell a white-label version of its service. "We are going to work in a reseller program for other Enterasys partners in the very near future, probably in the tail end of 2013," Lohmeyer said.
Chip Thompson, general manager at LevelOne Technology, a Waco, Texas-based solution provider and Enterasys partner, said Enterasys' cloud Wi-Fi solution will give partners more ownership over the customer relationship than some other offerings on the market.
"It means we'll be in touch with our customers or clients more often, which gives us more of an opportunity to upsell or sell other products or services," Thompson said.
Enterasys said its cloud Wi-Fi solution is based on its Identifi access points and OneFabric management system.