Over the last year the Extreme Networks’ reseller base did grow significantly at all levels: platinum, gold and silver partners, with further plans for expansion during the coming year.
The new Channel Programme, which provides existing and new partners with more opportunities to earn market development funds, funded training and a range of other benefits, was created by Extreme Networks in response to feedback from its reseller base and was designed to assist their plans for growth in a very competitive market. It is points-based and flexible: allowing for the evolvement of new products and the chance to capitalise on emerging market opportunities, whilst maintaining a balance for channel partners between the rewards they receive and the investments they need to make.
The improved opportunities for the reseller community to increase their skills and knowledge and at the same time retain worthwhile margins, has been very well-received, particularly as Extreme Networks also ensured that the level of investment it required was considerably lower than similar programmes from its well-known competitors, such as Cisco. Confirms Mark Parrish, Managing Director of Extreme Networks’ Partner G3, “When we look at the margin we make on product sales alone, it is two to three times greater than the one we achieve with Cisco.”
“The economic downturn presents challenges to the end user community, as it faces higher user demands and decreased resources,” says Extreme Networks Channel Director for EMEA and SAM, Laurent Bourgninaud. “We have provided our Channel Partners with an opportunity to present an attractive solution to the market. By delivering products that enable businesses to do more with less at lower operational expense, combined with lower power consumption, our resellers are able to offer solutions that are not only economical, but ecological as well. Our partners drive our success, so we must assist them to achieve the best available margins.”
Adds Bourgninaud, “We want to maintain open dialogue with our channel, and work with them where possible to capitalise on opportunities in the market. Working together we can provide their customers with a true 21st century network solution. Our dedicated account management teams ensure that our partners receive the support required to win valuable business.”
“Our account management team at Extreme knows the market and its common drivers very well,” agrees Parish. “The level of support has always been exceptional, whether it is with pre-sales or account management. We have a really good relationship with Extreme Networks. When you are working in a highly competitive and demanding market, this is vital to your sales process.”