Cross-Selling Is A Key Opportunity
As mentioned, the "new" Extreme is aiming to inspire partners to sell additional products from the broadened portfolio. For instance, a partner that's just been selling Extreme products can go back to existing customers with Avaya's fabric or Brocade's data center solutions.
"What I love about the Brocade side is that now we have a router play with Extreme," said Rudnick, whose firm has partnered with Extreme since 2001. "It wasn't an addition of products that interfere with each other. It's adding additional products."
The same goes for partners that had predominantly sold products from the acquired business units. "We're looking at this as a huge opportunity to grow. Avaya struggled with wireless, they struggled with management," Huff said. "Now we're able to go back into these customers and really expand our reach within our customers and cross-sell the portfolio."