(pictured above: Extreme Networks’ Bob Gault on stage at the company’s Global Partner Summit in Orlando, Oct. 24.)
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EXTREME NETWORKS GLOBAL PARTNER SUMMIT — Extreme Networks on Tuesday unveiled a new unified partner program while executives asked partners to pursue more cross-sale and up-sale opportunities with the company and its expanded portfolio.
The announcements were made during this week’s Extreme’s Global Partner Summit in Orlando, Florida. With more than $1 billion in annual revenue, Extreme now has more than 6,000 partners, and more than 500 partners from 50 countries are attending the conference.
Bob Gault, Extreme’s chief revenue and services officer, said his company has more to offer the channel than both Cisco and Hewlett-Packard Enterprise (HPE). Extreme now is the third-largest end-to-end network vendor, with 30,000 customers in 80 countries, he said.
“Capturing new revenue streams will be a gold mine in 2018,” he said. “With the right vision, strategy, team, partners and execution, we can take this networking world by storm. We can do it — and that’s exactly what’s happening. Extreme is back and now is the time for us to take advantage of it.”
The unified partner program, which combines existing and acquired programs and technologies, is designed to expand the end-user value proposition for global channel partners, allowing them to make more money and differentiate themselves by “leveraging a broader portfolio of solutions to sell and deliver,” according to Extreme. It follows Extreme’s recent acquisitions of Zebra Technologies’ WLAN business, Avaya’s networking business and its intent to acquire Brocade Communications Systems’ data center networking business, which is expected to close by the end of this month.
Extreme’s goals for fiscal year 2018 include $1.1 billion in year-over-year revenue growth, including $488 million in the Americas, up from $327.3 million for 2017; $316 million in EMEA, up from $216.8 million; and $88 million in APJC (Asia Pacific, Japan and China), up from $54.1 million. The path to $1.1 billion includes cross-sell and up-sell, verticals, channels, services, cloud and software, Gault said.
“There is huge transformation, huge consolidation in the marketplace, and Extreme is right in the middle of it,” he said. “And as a partner, you’re right in the middle of it. It used to be that our portfolio was a bit of a challenge, but now we’re second to none in the industry. Market awareness used to be an issue … but look at all the new logos we have. We believe we’re driving disruptive change and we’re asking you to come along for the ride.”
In the new program, partners will be rewarded for their investments in software, access, campus and data center. By combining new and existing capabilities, Extreme said it is building on its channel-focused strategy of …