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

Matt Brown

How does the new program help Extreme go head-to-head with competitors like Cisco, HPE Aruba or Juniper?

It's a far more profitable program. We've done a profitability analysis and with our back-end rebates, our partners can generate up to 20 percent. We know that that's at least double our key competitors. We're trying to keep things simple. We don't want to be complex and [become] a behemoth like Cisco and HPE. We want to be more agile and more responsive to our partners. We've aligned our program to the technology the company sells, and we've created things like Black Diamond and the flexible MDF program so we can unlock new opportunities for our partners and do that as quickly as possible, to make time-to-revenue as quick as we can.

 
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