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Extreme Networks CEO Meyercord On The Battle Plan For Taking On Cisco And HPE Aruba

Matt Brown

How does Extreme overcome advantages larger competitors may have in pricing, or customer loyalty?

Cisco is a marketing machine, and their brand is obviously a very well-known brand. From a margin perspective and a scale perspective, we've hit a critical mass. We're over $1 billion. That was one of our objectives, to get to this size. Now that we're here, we can play on a pretty level playing field in terms of margins, in terms of supply chain and our costs. We're in a very competitive position. As it relates to our brand and how we evolve, it's about our reference accounts and leveraging our customers. When we talk about retailers like Walmart, or Kroeger, these huge retailers, they rely on Extreme. When we talk about health care organizations, Henry Ford Medical Center, and I mentioned Ascension Health, 25 percent of the NHS hospitals in the U.K. When we go through our reference accounts in each of these verticals -- in manufacturing its Volkswagen, Chrysler, Samsung, Intel, Extreme is in their network and in their data center and we're a cloud provider for that caliber of company. That's where we eliminate any kind of FUD that may come from the bigger companies.

 
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