The 'New' Extreme Networks
Extreme Networks is embarking on a major channel initiative to revamp how partners buy, sell and go to market with the networking vendor. The centerpiece is the new Extreme Partner Program, which emphasizes cross-selling, up-front discounts, simplification and aggressively attacking new verticals with end-to-end solutions.
A critical ingredient to the "new" Extreme is channel chief Gordon Mackintosh, a former top Cisco executive hired by Extreme in January 2016 to drive the vendor's partner strategy, programs, training and sales development. "It's a new Extreme," said Mackintosh, senior director of Extreme's Worldwide Partner Organization. In an interview with CRN, Mackintosh takes a deep dive into the new program and goal of driving more partner profitability.