Extreme Networks (NASDAQ:EXTR) has made a number of changes to its partner programme it says will help the channel in offering core to edge software-led networking products and services to their customers.
The vendor says the re-jigged Extreme Partner Network (EPN) has been adjusted to be more predictable, with expanded training opportunities and a solution-based incentive programme that it says will help partners differentiate themselves in the market.
It says the changes were driven by an increased demand for opportunities around wireless, cloud and managed services.
“These are important steps for providing our partners with the support and tools they need to capitalise on opportunities today, while also allowing them to transform their business models to deliver their own managed service in the future,” says Bob Gault, executive vice president of worldwide sales, services and channels at Extreme Networks.
Among the changes are a new rebate programme that expands beyond product sales to include solution-based selling and service renewals.
It is also touting a Business Transformation Playbook, which is designed to help partners prepare for market transitions and take advantage of cloud and managed services opportunities. There is also an enhanced new deal registration programme that rewards value selling.
The firm’s new ExtremeWorks managed services offering includes MonitoringPLUS Managed Services, which enhance customer engagement through network performance management, health, security, and expansion, and ResponsePLUS Managed Services, which offer deeper engagement with Extreme and include proactive support, semi-annual reviews, and all the MonitoringPLUS features.
The firm is also offering more extensive partner training around wireless and solutions selling, and a wireless specialisation to acknowledge partner competency and allow partners.
