Time-Honored And Partner Approved
May 6 marks Extreme Networks’ 25th anniversary, which is no easy feat for a vendor in the networking industry where competition and consolidation run high.
A company veteran and mainstay, Extreme’s director of global channel programs, Natalia Vianden, has been with the company for 20 of its 25 years, climbing the ranks from channel sales to heading a global partner program team and launching several channel programs throughout the years in the process. In fact, she’s been instrumental in leading the integration of the Extreme Networks and Enterasys Networks Partner Program, launched in 2014, as well as program consolidations with Zebra, Brocade and the Avaya Partner Programs in 2016 and 2017. Her and her team last Fall launched a brand-new, unified global partner program for the Extreme Partner Network that is offering more financial incentives, rewards and market development funds (MDF) to make the company even more flexible and accessible to more partners, according to San Jose, Calif.-based Extreme Networks.
Vianden and her team have been hard at work motivating partners to be part of Extreme’s extended sales force, and even despite a global pandemic, the company is seeing growth in cloud and subscriptions.
Vianden sat down with CRN during the company’s silver anniversary to share her experiences in the channel over the last two decades, how the company and the channel has evolved, the trends shaping the industry, and the importance of diversity and inclusion in the development of a networking giant that can stand the test of time.
Here are excerpts from the conversation.