2017 Cloud Partner Programs Guide Details

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Extreme Networks
ExtremeCloud Partner Program

U.S. Headquarters6480 Via Del Oro
San Jose, CA 95119
U.S. HQ phone number1 408-579-2800
Year Company Founded1996
CEOEd Meyercord
Worldwide Channel ChiefGordon Mackintosh
TitleSenior Director, Worldwide Partner Organization
Date Began Serving In This Role1/1/16
North American Channel ChiefGordon Mackintosh
TitleSenior Director, Worldwide Partner Organization
Date Began Serving In This Role1/1/16
North American Cloud Channel Program ManagerNatalia Vianden
TitleSenior Manager Global Partner Programs
Email Addressnvianden@extremenetworks.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2016
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.The ExtremeCloud Partner Program includes two tiers; the ExtremeCloud Specialization as well as the ExtremeCloud MSP Specialization. In order to obtain either level, you must start with an ExtremeCloud sales training, make a business plan, register 10 cloud deals in the first year, and bring customers to our ExtremeCloud webinars. To reach ExtremeCloud MSP Specialist status, there are multiple technical trainings, more deal registrations and webinars, as some support requirements that must be met. They both come with many benefits. The ExtremeCloud Specialization is great for getting partners started down the path of selling cloud, understanding how to do so, and ramping up their own expertise. The ExtremeCloud MSP Specialization, being the higher tier of the two, specifically includes benefits such as the option to white label, certification reimbursement, and increased rebates among multiple other benefits.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.ExtremeCloud MSP Specialists have the option to white label ExtremeCloud, which allows for multiple benefits to their company. Not only will this build their brand, but it also opens up the opportunity for them to start making recurring revenue through offering wireless as a service. They can also do this through open API into their current management platform. We open up multiple avenues for them to make recurring revenue and support such a business model. Special discounting as well as increased solutions rebates on ExtremeCloud are also two lucrative incentives for partners to reward their efforts. Finally, in order to assist them in getting things started, Extreme is focused on creating and making available cloud and wireless marketing materials that partners can cobrand to start marketing ExtremeCloud to their customers and prospects.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?18
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Cloud Management
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Management
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Special financing or leasing of equipment for Cloud Builders or Service Providers
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?No
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Business planning requirements
Certified/accredited sales staff
Marketing plan
Reseller certificate
Revenue commitment
Technical certification requirements
Valid website
Cloud certification or training from a related vendor’s program
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