Extreme Networks switches to points-based partner programme
Vendor wants to give loyal VARs more incentive to grow
Extreme Networks is switching to a points-based partner programme in a move designed to give loyal VARs more incentive to grow.
Under the new system – scheduled to debut on 1 July – the networking vendor’s top-level Advanced Solution and Solution partners will accumulate points based on a range of criteria.
The plans are yet to be fine-tuned, but ideas include measuring partners’ performance against pre-set business plans and rewarding VARs’ strength with complementary vendors such as Avaya, Mitel or Juniper. VARs may also earn points for investing in extra engineering and marketing resources.
Stephen Jamieson, UK and Ireland channel director at Extreme, said: “At the moment our partners just get extra margin, so there is little incentive for them to grow. We need to hand them bigger cheques to reward loyalty.”
Jamieson said the new system would allow Extreme to keep pace with vendors that have already moved to points-based systems, such as Avaya and Microsoft.
Extreme also announced that its strategic partnership with Avaya would move forward next month when the vendor begins bundling Extreme’s networking gear with its new IP Office offering.
Gill Buley, partner relationship manager at Extreme reseller Telindus, said: “I think the change is long overdue. Extreme is now looking for partners to develop long-term business.”
Jon Murphey, product manager at Data Integration, an Extreme VAR which also specialises in Juniper, welcomed the prospect of extra rewards for selling complementary technology. “We get treated very well by Extreme, but it’s great that it has decided to bring in a formal structure,” he added.