The New Channel Program Is An Improvement
Starting Jan. 1, Extreme plans to roll out a unified partner program for solution providers from all four companies, which emphasizes cross-selling, up-front discounts, simplification and attacking new verticals. "From what I've what seen, it's by far the most attractive channel program I've seen rolled out," Huff said. "They're doing some marketing funds, and they want to make sure to invest in the right partners -- there are loyalty clauses. They're also pushing us to cross-sell, which I think is brilliant."
Huff said his firm had been "struggling" a bit with operating as both an Extreme partner and an Avaya partner. "Extreme had their programs, Avaya had their programs. I wasn't too happy with the old Extreme programs. They did things differently -- Avaya did a lot of marketing funds on the front end, while Extreme did a lot of back-end rebates that were kind of like black magic sometimes," he said. "But now they came out with a program that really takes the best of both worlds, and really puts format to that. It's good. I'm very happy."