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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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Now with the Aerohive deal complete, how is Extreme better armed to help partners transition to the MSP model?

Aerohive has had an MSP program in place for a while and partners really like it. One of the interesting things they offered [through their platform] was IT subscriptions and more partners are buying subscriptions, so the HiveManager platform itself is brilliant. It's using artificial intelligence and machine-learning to give [partners] a really deep understanding into what is going on. Partners can look across all of their customers on a map and just using a simple color-coded screen -- green or red -- they can determine if everything is well or if there are some issues they can drill into, and they are able to do that remotely.

We're really going to build on that platform and expand it into our partner base for partners who haven't already made that transformation into becoming an MSP. On HiveManager, we are going to include more of the extreme portfolio of offerings as well. So, the solution that Extreme partners are used to selling are now becoming available in a cloud platform, which brings them closer to their customers than ever before.

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