Extreme Networks: Customers Want Alternatives to ‘Distracted’ Cisco, HPE

Extreme Networks' Norman Rice III at the company's Global Partner Conference 2017

… out and either HPE or Extreme is going to be the replacement. Had Extreme not made all of these acquisitions and not bolstered [its] combined market and market share, we wouldn’t be in the conversation.”

In terms of Extreme’s growth through asset acquisitions, Rice said there likely will be more as “we’re completely opportunistic.” It acquired Zebra Technologies’ WLAN unit and Avaya’s networking business, and its acquisition of Brocade Communications Systems’ data center networking business is expected to close by the end of the week.

“These were asset deals, acquiring assets, which is people, customers, technology from bigger organizations,” he said. “There [are] a lot of assets that look just like those three and they’re out there; they’re in bigger companies. There’s a lot of transition going on in markets, so we’re open to bringing more. We want to continue to build on the customer base, the technology base, and I think we can create more scale as a result of that.”

Combat Networks, a Canada-based telecommunications equipment provider, has been an Avaya partner and is becoming an Extreme partner.

“Extreme is bringing us an expanded portfolio on the networking side, which is a positive,” said David Patterson, Combat’s regional vice president. “As for how are we going to sell more and enhance our revenue in 2018 with Extreme, it would be some of the enhanced products that they bring to the table that we don’t have. That could be through Extreme Management Center, which is great because it is going to allow us to not only use that for Extreme solutions, but other heterogeneous environments as well. And then with the Brocade acquisition, that’s going to open up some new markets and some new clients to pursue.”

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