Extreme Networks increasing partner support

Extreme Networks is rolling out a number of enhancements to its partner programme this year in response to channel feedback.

The networking player is increasing the rewards for its top tier Diamond Black partners, providing more self assessment tools for resellers and making access to training much easier.

John Morrison, vice president of sales and services at Extreme Networks, said that it was not changing its partner programme but making some enhancements to make life simpler.

"We have a solution that takes you from the application right to the user device, managed under a single pane of glass with visibility and policy that allows you to build that solution with a view to delivering the customer experience," he said.

"We want to talk about the solution we now have and what our portfolio now allows us to deliver and that is an overall message to both customers and partners. The other message to partners is that we are focusing on our partner programmes and taking feedback on the programme as it was," he added.

"We are going to relaunch Black Diamond to really reward our top performing partners, going to launch Ultimate Warrior to get the community spirit for the partner sales people so they can feel a competitive edge and being a part of Extreme. The big focus beyond that is on automation and simplicity," he said.

For partners that means working with a clearer proposal-based MDF programme and the relaunch of the partner engage portal so inidividual resellers can get access to their own personal data to see how they are performing and how they are doing in gaining rebates.

For those that are looking to move up the partner programme tiers the launch of free online training videos should make a difference.

Morrison said that it was keen to provide education for those that did not want to opt for traditional classroom based options but still wanted to skill up staff.

"We are acquiring close to 15 to 20 resellers a week at the authorised level and that gives us more coverage in the market place," he added "Core to the EMEA strategy is the partner community. Our key strategy is to grow through scale through partners and we want to see partners able to take on real autonomy going out and finding, winning and closing deals."