Extreme Networks on quest for 'true hybrid' partners

Networking vendor wants to work with partners that reflect new focus on software and services

Extreme Networks is to begin rewarding resellers based on their ability to be "true hybrid partners" as part of its latest partner programme update.

At its global partner summit in Las Vegas this week, the networking vendor announced a number of tweaks to its Extreme Partner Network designed to reflect its company-wide move to focus more on software and services.

Extreme earlier this year announced plans to axe 18 per cent of its global workforce as it shifts its focus towards cloud and senior director for EMEA channels, Jeff Willis, said the vendor is looking to work with resellers that can follow its lead.

Resellers will now bag bigger rewards for selling higher-value solutions and software within Extreme's portfolio, such as its Purview analytics solution, Willis said.

Training to help partners move the conversation from technology and towards services is also being ramped up, he added.

"We are looking to reward and acknowledge partners based on their ability to be a true hybrid partner," he told CRN, explaining that this means selling not only on-premise but hybrid and cloud solutions.

In EMEA, Extreme claims to sell exclusively through the channel, working with about 110 higher-level Diamond, Platinum and Gold partners.

"We have a number of partners capable of taking this journey with us and for that to take place we are enabling them by training them on solutions sales and how to lead the conversation from an Capex to Opex discussion," said Willis.

Willis joined Extreme in July and claimed his new employer is emerging from the shadow of market giant Cisco, for whom he was a sales director for eight years.

"In some ways, we are looking for partners to view us as a half-billion start-up company that is moving beyond the wired market into cloud, so it a very exciting time for partners to differentiate Extreme from competitive solutions," he said.

"Cisco is the elephant in the room but whereas before we could only compete with them in certain areas, we now have an end-to-end solution with analytics, through a single pain of glass, which provides differentiation not only for end users but for partners," he said.

A global distribution rationalisation process is also underway, Willis revealed.

"We are looking to focus on those distributors that provide the value-added services that new profile of partner requires," he said.