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Extreme Networks Channel Chief On How The Aerohive Deal Will Drive More Subscription Services And Transform Partners Into MSPs

‘We want to capture the transition in the market. Subscriptions and cloud offers up the opportunity for partners to fine-tune solutions on an ongoing basis to support the customer, so we want to drive as much subscription business as possible where it makes sense,’ Extreme Networks' channel leader Gordon Mackintosh tells CRN.

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How will a combined Aerohive-Extreme give partners more choices for cloud and premises-based wired and wireless technology from a single vendor?

We are seeing excitement from both the Aerohive and Extreme partners because it really expands the portfolio for them. [Extreme] partners have been asking for SD-WAN for some time and now we'll be able to participate in that [market]. Our partners have also been asking for us to develop an MSP practice and based on [Aerohive's] HiveManager, the third-generation cloud management platform, it really gives partners actionable insight into customer networks from a very easy-to-use platform. Partners can become experts very quickly and make changes and improvements to the network through the cloud that will boost productivity of the customer's workforce and when that happens, typically stickiness with the customer goes up. So that is going to be a great opportunity for the Extreme partners.

The Aerohive partners are excited about the credibility and size of Extreme and the other technologies, like our switching platform and some of our software and data center products that they can now purchase from one manufacturer. We are doing a lot of work to introduce them to the Extreme portfolio.

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