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Extreme Networks Channel Leader On Beating Cisco And HPE Aruba On Simplicity, Profitability With New Partner Program

Matt Brown

How are the new program's tiers structured?

We moved to three tiers within the program. Avaya and Extreme used to have four. Now we have simple Authorized, Gold and Diamond levels. This program has been way more successful than we expected, and I'm a glass half-full guy. But we have Black Diamond, and what that does is challenge the partner to make a $1 million incremental revenue bet with Extreme, and to make that bet in a technology they don't sell today. If it was a traditional Extreme partner, we're asking them maybe to get into the data center. For a data center partner, maybe it's wireless or software. We've had 107 of our Diamond partners participate in that program. We've made a big investment in this quarter in training and marketing for those partners to help them achieve $1 million.

 
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