2016 Network Connectivity Partner Programs Guide

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Extreme Networks
Extreme Partner Network

Address:145 Rio Robles
San Jose, CA
Corporate Twitter@ExtremeNetworks
Description:Extreme Networks, Inc. (EXTR) delivers software-driven networking solutions that help IT departments everywhere deliver the ultimate business outcome: stronger connections with customers, partners and employees. Wired to wireless, desktop to datacenter, we go to extreme measures for our 20,000-plus customers in more than 80 countries, delivering 100% insourced support to organizations large and small, including some of the world's leading names in business, education, government, healthcare, manufacturing and hospitality.
Top Executive:Ed Meyercord, President & CEO

1 years in position.
Category:Infrastructure Provider (deliver networking, hardware, software or other technology used to support network connectivity)
Channel Description:At Extreme we are focused on not only evolving ourselves as a company, but helping our partners evolve with us and the industry. Our continued evolution has never been more apparent having recently delved into cloud wired and wireless solutions as well as managed services. This is a crucial step for our company and one of the many goals of our partner program is to use our expertise to ensure that our partners can take this step too. It has long been a goal of ours to grow the business of our partners and be thought leaders to drive their success just as we drive our own. Our partner program is set up in a way that we can help accelerate our partners' growth as a business, while also rewarding them for their efforts. Historically, hardware was our strength as a company, and while we haven't lost a step in that aspect of our product line, software-driven networking is our core focus. With a robust product line, selling solutions is how we plan to succeed, and success with our partners is our ultimate goal.
Name of Channel Program:Extreme Partner Network
Highlights of Program:We strive to keep our program dynamic in order to give our partners what they need when they need it. Aligning our partner program with our company goals is important. This enables our partners to grow as we grow. Selling solutions beyond hardware and finding new customers are the keys to our success and we reward partners for executing in both of those areas with rebates; one example of our program becoming both more predictable and more profitable than ever before. Our program offers more ways for partners to differentiate themselves now as well, only adding to the success we hope to help bring their way. We've done this through specialization programs, business transformation tools, and other enablement benefits and rewards. As a channel-focused organization, Extreme Networks is dedicated to ensuring trusted, profitable partner relationships. Our holistic program framework engages, enables, and rewards partners at every stage of their engagement with Extreme, providing building blocks for more predictability and growth. The partner program simplifies the way we do business together and enables partners to deliver differentiated value and ensure exceptional customer experience.
Partner Program URL:http://extremenetworks.com/partners/why-epn/
Channel Program Manager:Gordon Mackintosh, Senior Director of Worldwide Partner Programs
Recurring Revenue Programs
Does your company offer training and/or certification aimed at helping solution providers sell services in a recurring revenue model?Yes
Please describe your training/certification offering:The training we offer to help in the process of selling services in a recurring revenue model comes in the form of our business transformation workshops and playbooks. Customers are consuming products and services differently than they have in the past and the pace of business is increasing exponentially. The transformation from IT products and services to a truly software-defined, services-centric business model will require overcoming some well-known challenges with partners business models, sales teams, marketing, and the services themselves. Our experts work with partners to help make this process come to fruition and change the way our partners do business.
Does your company offer advance commissions programs to help solution providers manage cash flow as they transition to a recurring revenue model?No
Please describe your advance commissions program offering:
With which of the following products and services is your company involved?
Infrastructure-as-a-Service (IaaS)
Internet Connectivity
Wireless/Mobility Services
Ethernet Services (dedicated and private line)
Networking Services (SDN, secure cloud connection services, managed WAN services)
Managed Services (PSA/IT Automation)
Managed Services Software: RMM (Remote Monitoring and Management)
Enterprise Networking Infrastructure
Network Management
Unified Communications
WAN Optimization/WAN Acceleration
How does this channel program motivate/support its resellers?
Awards for sales
Discount promotions
Eligibility to sell vendor service
Field channel account manager coverage
Financial rewards
Incentive programs
Inside channel account manager coverage
Joint marketing planning
Low-interest financing
Marketing resources
Online tools
Partner portal
Price protection plans
Product demo program
Qualified leads
Sales enablement
Which criteria must a solution provider partner meet in order to qualify for the minimum/basic tier of this partner program?
Which criteria must a solution provider partner meet in order to move from the minimum/basic tier to the next higher tier of this partner program?
Joint business plan
Sales/revenue volume
Technical skills
Solutions expertise
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Business transformation training to help partners transition their business to capture more of the services market
Information to help horizontal VARs break into vertical markets (ie Healthcare)
Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into current offerings:Which does your partner program offer to partners to help expand their businesses?
Provide training in order to simplify the concept of hosted and managed services for VARs
Eligibility to sell vendor services
Technical Training
Sales training
Sales tools
Vertical market case studies
Tools to identify selling opportunities
Marketing concierge services
Solutions selling
Post-sales services enablement training
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