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Extreme Networks Targets Margins, ‘Solution-Selling’ With Partner Program Enhancements

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**Editor’s Note: Click here for a list of June’s important channel-program changes you should know.**

Extreme Networks, the software-based networking provider, is announcing several changes to its channel program designed to help partners increase their margins and find new customers.

Extreme Networks' Gordon MackintoshThe San Jose-based company is rolling out numerous rebates, including a 50 percent rebate for members of its wireless specialization program.

“There [are] going to be far higher back-end margins available for our partners when they’re selling wireless to new customers,” said Gordon Mackintosh, senior director of worldwide partner organizations.

Mackintosh said the rebates and other enhancements, such as a new deal-registration program and a new training-as-a-service model, fit into Extreme Networks’ goal of offering holistic solutions.

“We’re focusing specifically on going after solution-selling with our partners,” he told Channel Partners.{ad}

And having a complete solution means getting partners to sell both wireless and wired.

“The partner program now is absolutely dovetailed into the overall business strategy, which is to sell that that wired and wireless solution together,” he said.

Other changes to the Extreme Partner Network program include an enhanced Extreme Development Funds accrual model, which is said to give more predictability and visibility to partners. It’s a change Mackintosh said falls into the “easier-to-do-business-with” category.

Macintosh said the company is focusing on growth as it tries to sell to mid-enterprise end users. Bob Gault, who leads Extreme Networks’ worldwide channel sales, said the changes will help incentivize partner success.

“Our partners are critical to Extreme’s position in the industry and their dedication validates the success of our go-to-market strategy and leadership in the mid-market enterprise,” he said.


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