Ethernet networking provider Extreme Networks Inc. is offering its channel partners simplicity and profit potential with its new channel partner program.
Resellers who currently develop solutions around Extreme networking products as its primary brand can now benefit from partnering with the
company more than before.
John Kaiser, senior director of channel sales for Extreme, has designed a program built on loyalty and with a focus on the growing enterprise space.
“”To grow our business we want to make sure we align our channel plan in conjunction to where the business is growing. We need to provide additional resources to grow and scale the company,”” Kaiser said.
What Kaiser wants to avoid with this plan is for one partner to be competing with 15 other resellers vying for the same piece of business.
“”For those who are loyal to Extreme we can reward them selling into this market place,”” he said.
That doesn’t mean Extreme will be shutting out resellers who have an opportunity to sell Extreme on an occasional basis.
Extreme’s new plan has three tiers and those resellers who resell Extreme products a few times a year will be supported in the Extreme Reseller tier. They have to buy from distribution and work on small to medium sized businesses, he said.
The top tier is called Extreme Advanced Solution Provider and these loyal Extreme VARs are required to submit a business plan to the company and will then receive competitive discounts based on that approved plan.
The middle tier is called Extreme Solution Partner and at this level the reseller is required to have one engineer and sales representative on staff that has Extreme certification.
Overall Kaiser does want the number of channel partners to grow in each level, but he would like the top level to grow more than the other two.
“”At the top level we’ll provide a demand generation program and account team assigned to them. They will have the ability to choose either sourcing via distribution or direct from Extreme,”” Kaiser said.
He added that at the second tier, resellers will be able to leverage Extreme account teams as well as distribution and get configuration tools and an elearning program.
Extreme is also looking at positioning the program to top system integrators in Canada. One such partner is GE Capital and Kaiser said that he certainly wants to grow this particular partnership in the Canadian market place.
Extreme has a Canadian head office in Mississauga, Ont., that brought in more than $500 million in revenue last year.
The companies product line consists of Stackable Summit Switches, the Black Diamond series of Ethernet switches and the Alpine series of chassis switches.
For more on the program visit www.extremenetworks.com/channelpartners/ProgramCategories.asp.
