2017 Network Connectivity Partner Program Guide

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Extreme Networks
Extreme Partner Network

Address6480 Via Del Oro
San Jose, California 95119, USA
Company's Role In The Network Connectivity MarketInfrastructure Provider (deliver networking, hardware, software or other technology used to support network connectivity)
Company DescriptionExtreme Networks provides end-to-end, software-driven networking solutions that help IT departments deliver stronger connections with customers, partners and employees. Our Extreme Partner Network (EPN) enables and rewards eligible channel partners through solution-selling, customer acquisition and wireless specialization rebates in addition to deal registration programs and training. Our program enables global channel partners to deliver the solutions that customers require to increase productivity, responsiveness and differentiation across a variety of vertical markets. As a channel-focused organization, the EPN reflects the company's continued efforts to deliver greater differentiated value and exceptional customer experiences through holistic program offerings. Partners' investments in selling Extreme solutions across all product families is directed to yield greater profitability based on the latest FY17 EPN incentives, including the cloud specialization program, cloud managed services program, broadened solution set, ultimate warrior program and sales acceleration and new deal registration programs. These were designed to enable partners to create new revenue streams that guarantee differentiation within the ecosystem. We continuously make enhancements to our program offering and are committed to partner profitability and product innovation. The EPN reaffirms this commitment to grow partner businesses and expand its client base.
Lead ExecutiveEd Meyercord, President and CEO
Years As Lead Executive2
Channel ChiefBob Gault, EVP, Worldwide Sales, Services, and Channels
Channel Program ManagerGordon Mackintosh, Senior Director, Worldwide Partner Organization
Significant Recent Partner Program ChangesExtreme has made significant changes to the Extreme Partner Network over the last year to help partners grow. Below are some of the most significant changes: • Cloud Specialization Program - The new program empowers partners to enhance their cloud solution skillset and provides additional incentives to deliver ExtremeCloud™ to customers. The program is open to all partners and provides them with discounts and exclusive content along with a specialization badge, giving them recognition for their expertise. This further enables global channel partners to deliver the cloud solutions customers require in order to increase productivity and responsiveness and extend applications beyond the wired network. • Cloud Managed Services Program - This new program incentivizes and rewards partners for building and selling their managed services around ExtremeCloud™ . Through this program, partners are empowered to white label ExtremeCloud™ , automate the delivery of their managed services and evolve their businesses to be better positioned for future opportunities. • Broadened Solution Set - Extreme recently acquired Zebra Technologies' WLAN business, enabling partners to sell tailored solutions to more customers under one brand. Additionally, Extreme Networks' mobility solutions are offered to all registered resellers under the EPN program, including partners and customers acquired through Zebra. The enhanced EPN further enables Extreme Networks partners to transform their business and deliver on these goals through software and services-led solutions.
Program URLhttp://www.extremenetworks.com/partners/why-epn/
Worldwide Partners3,428
North American Partners1,316
With which Market Segment Specialization products and services is your company involved?
Infrastructure-as-a-Service (IaaS)
Internet Connectivity
Wireless/Mobility Services
Ethernet Services (dedicated and private line)
Managed Services (PSA/IT Automation)
Network Management
WAN Services (WAN Optimization, managed WAN, SD-WAN)
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
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 offeringThe training we offer to sell 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. We offer a modular approach to technical certification training focused on practical, hands-on learning that's relevant to supporting and optimizing partner environments. The Extreme Certified Network Associate certification is the entry into the Extreme Networks certification program. We also offer Extreme Certified Specialist, Extreme Certified Expert and Extreme Certified Architect paths.
Does your company offer advance commissions programs to help solution providers manage cash flow as they transition to a recurring revenue model?No
:Which criteria must a solution provider partner meet in order to qualify for the minimum/basic tier of this partner program?
sign reseller T&C's
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
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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