Extreme Networks says it is almost doubling deal registration discounts for partners that bring it new customer logos.
Net-new customer acquisition forms one of several key priorities for Extreme's new global partner programme boss, Gordon Mackintosh.
Mackintosh also earmarked improving ease of doing business and deepening Extreme's focus on wireless networking as areas for attention, alongside cloud.
Extreme restructured its business last year to focus more on software, wireless and cloud. In its most-recent quarter, GAAP sales fell 7.9 per cent year on year to $139.3m (£99m) and GAAP net losses hit $7.2m.
Mackintosh told CRN that Extreme is aggressively targeting new customers with a new deal registration programme launching "very soon".
"The discounts will be almost double where they are today for any net new customer," said Mackintosh, who joined Extreme in the role of senior director of worldwide partner programme and sales business development from Cisco six weeks ago.
"We will also automate the process and include it in our partner portal so partners can see the deal as it moves through the approval chain."
Mackintosh added: "We are looking at the partner experience and are looking to invest heavily in new tools and portals to make partnering with Extreme as easy as possible."
Underscoring Extreme's focus on wireless, a new wireless specialisation for partners was launched yesterday, building on the partner programme the vendor introduced in October.
Meanwhile, Extreme Cloud, which has yet to be launched in the UK, will hand partners more opportunities around cloud-managed wired and wireless networking, Mackintosh added.
"We are looking to unlock new markets and revenue streams for our existing partner base without them having to invest too much upfront," Mackintosh said.
In a recent investor call, a transcript of which can be found here, Extreme CEO Ed Meyercord said Extreme is one of only three networking vendors that can deliver wired, wireless and end-to-end networking solutions to enterprises worldwide, and claimed Extreme is the only one that can do it as a single pane of glass.
Mackintosh, who spent 16 years at Cisco in various channel and commercial roles, also insisted Extreme can challenge the market's 800-pound gorilla.
"The opportunity for Extreme is around being fast and agile and easy to do business with," he said. "We are moving into software, managed services and cloud networking and Extreme has the ability to react more quickly to those market changes."
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