ChannelLife Australia logo
Industry insider news for Australia's technology resellers
Story image

Exclusive interview: Extreme Networks on their 2017 growth and what's next

By Ben Moore
Fri 15 Dec 2017
FYI, this story is more than a year old

With three acquisitions over the last 12 months, Extreme Networks has experienced a huge boost in the A/NZ channel.

Zebra Wireless, Avaya Networking and Brocade are now all under the Extreme Networks umbrella.

We sat down with Extreme Networks A/NZ channel manager Yvette McEnearney to discuss the challenges of bringing together companies.

In your own words, what is Extreme Network’s role in the A/NZ channel?

We are an end-to-end networking provider, which includes switching, wireless and software. In fact, we are number three in the world for wired and wireless networking.

In the A/NZ region, we are 100% channel focused. We operate under a two-tier model - distributors and partners. We’ve seen a lot of growth this year, and not only due to our three acquisitions but also just organic growth in the market.

How do you think the Australian National Data Breach Act will affect Extreme Networks in 2018?  

It’s going to be a big opportunity for us. In fact, we’re in discussion with several customers already who want to make sure they are protected. We’ve also been reaching out because we have found customers who are still unaware.

One solution that we are already providing is what’s called a governance engine. It can go into a customer's network and provide automatic reporting on whether they meet compliance. It’s a solution that doesn’t require paying for monthly auditing; users can print out as many reports as they like.

What would you say were Extreme Networks’ biggest successes in the channel in 2017?

Of course, there were our three acquisitions that have helped us grow a lot over the year. But the biggest success would be the integration of the technologies that came with the acquisitions. We have had to focus on onboarding our distributors and partners and lately have been shifting our focus to enablement.

Our legacy partners have been very understanding and supportive and there has been a lot of excitement for the new technologies we are bringing together. We have even had proactive partners coming to us asking to broaden their portfolio.

What strategies have you employed to ensure that distributor and partner onboarding and enablement has been successful?

Our distribution channel has been a critical piece of making it all work. We have had our presale and channel team working together to define the differences that we are bringing to the market. For example, Avaya and Extreme have come together to see what Extreme Networks can offer that will build on Avaya’s offerings. We now have a great collection of technologies to offer that really compliment each other, so it’s really been about making sure all of our distributors and partners are aware of what we have to offer.

It has been a massive project but, in a lot of cases, we have known beforehand that it was happening and so were able to do background work to ensure we were in the best position to deliver to partners.

How are you planning on building on these successes in 2018?

First, we will be going back to our existing customers and going to our acquired customers with all our new technologies and really pushing growth around cross-sale opportunities. We are going to be focused on acquisitions and working with our partners to get access to new customers. We want our partners to be comfortable.

We are also about to launch our new partner programme. We have looked at all four of our current programmes, including our legacy programme and those from the acquisitions, and have pulled out the best from all of them. That programme will launch in January and will focus on partner protection. We want to ensure that our partners are making money, being rewarded and are differentiated.

There is going to have to be a process of rationalisation with our distributors. Through our acquisitions, we now have seven distributors and that is just too many. We want to be sure that our distributors and partners are making money and that can’t happen with things the way they are.

Could you say which distributors you might stick with?

We will have to look at who has the understanding of our products, the right investments, and what they need from Extreme Networks - it comes down to the plans that they will come back to us with, so we know what they are looking for. So in the next couple of months, we will be starting the process of working out who our go-forward distributors will be.

What other plans do you have for 2018? 

Just that 2018 is going to be an exciting time for all of us, with a great opportunity for growth. All of the technology we have now is coming together and has created a solid roadmap and opportunity for partners to grow with us and be successful.

We don’t have and aren’t planning on getting thousands of partners. We have a very loyal partner base and we want to be providing them with good margins and good rewards. It’s going to be an exciting year with a lot of potential - expect to be hearing a lot about Extreme Networks in the channel in 2018.

Related stories
Top stories
Story image
Ericsson and Ciena, Telstra enhance service capacity for Telstra's optical network
Ericsson, Telstra, and Ciena have announced new enhancements to Telstra's Next Generation Optical Network, which will increase the service capacity of Telstra's optical network to 400 GE (Gigabit per Second Ethernet).
Story image
Artificial Intelligence
Siemens expands NVIDIA partnership for industrial metaverse
Siemens is expanding its partnership with NVIDIA to enable the industrial metaverse and increase the use of AI-driven digital twin technology.
Story image
What brands can expect from Amazon Prime Day in Australia
Amazon Prime Day is the annual two-day shopping event, kicking off this year from July 12-13 and is the global online shopping platform's biggest sales event. 
Story image
Delinea’s Joseph Carson recognised with OnCon Icon Award
Delinea chief security scientist and advisory CISO Joseph Carson has been recognised as a Top 50 Information Security Professional in the 2022 OnCon Icon Awards.
Story image
Human Resources / HR
Honeywell launch third RAP in support of Reconciliation Australia
"RAPs provide a framework to leverage their structures and diverse spheres of influence to support the national reconciliation movement."
Story image
Artificial Intelligence
Eight top DevSecOps trends to support IT innovation in 2022
The use of DevSecOps practices is growing, as it is increasingly seen as the best way to produce high-quality and secure code. So what are the current trends?
Story image
Public Cloud
Public cloud services revenues top $400 billion in 2021
"For the next several years, leading cloud providers will play a critical role in helping enterprises navigate the current storms of disruption."
Story image
Hands-on review – CleanMyMac X utility for macOS
We get hands-on with a useful utility that macOS users never thought they needed but probably do.
Story image
New Relic
New Relic looks to observability market with new partner programme
New Relic has announced the availability of New Relic Partner Stack, an enhanced programme expanding New Relic’s commitment to partners.
Story image
Civil Defence
OutSystems platform chosen as part of ADF contract
"To be included in this project is a reflection of our ability to deliver secure, modern digital outcomes for defence at an incredible pace."
Story image
SAS wins Microsoft ISV 2022 Partner of the Year award
"We formed the SAS and Microsoft strategic partnership with a shared goal of making it easier for customers to drive better decisions in the cloud."
Story image
Appian unveils low-code certification program in Australia
Appian has announced a program to provide the next generation of low-code developers with access to education on the subject and certification to foster career opportunities.
Story image
Online shopping
Consumers want speed, visibility in return for brand loyalty
72% of Australian shoppers want complete online order visibility and 63% are loyal to retailers who deliver goods the fastest.
Story image
Identity and Access Management
Ping Identity named a Leader in Access Management
Ping Identity has been named a leader in the 2022 KuppingerCole Leadership Compass report for Access Management. 
Story image
Artificial Intelligence
Vectra AI named as AWS security competency partner
Threat detection and response company Vectra AI has announced that it has become an Amazon Web Services Security Competency Partner.
Story image
Adobe study finds lack of digital trust and utilisation in Australian Government agencies
New research commissioned by Adobe has revealed a significant lack of digital trust within Australian Government departments, along with the continued underutilisation of key digital processes.
Story image
Sutton Tools deploys Infor M3 CloudSuite for manufacturing
Sutton Tools has also implemented the Infor OS cloud operating platform, including Infor Intelligent Open Network and Mongoose.
Story image
Hybrid Cloud
HPE GreenLake advances hybrid cloud experience with new services
"The innovations unveiled today further build on our vision to provide the market with an unmatched platform to spur innovation and drive transformation.”
Story image
Enterprise Resource Planning / ERP
Five ways your ERP is letting you down and why its time for a change
Wiise explains while moving to a new system may seem daunting, the truth is that legacy systems could be holding your business back.
Story image
Four factors to consider when choosing the right job accounting solution
Progressive job-based businesses can achieve success by strengthening their ability to quantify every cost attributable to the delivery of an outcome for a customer.
Story image
Dicker Data
EXCLUSIVE: Why women in IT makes good business sense - Dicker Data
The Federal government wants to bolster female participation in the tech industry to at least 40% by 2030. Here's how one homegrown Australian company has already reached that goal.
Story image
Artificial Intelligence
Dynatrace extends automatic release validation capabilities
Dynatrace has extended its platform release validation capabilities to improve user experience at every stage of the software development lifecycle.
Story image
Hands-on review: Phillips Hue starter kit
The set-up was one of the simplest I have ever had to do. It is also where the products shine. I was able to connect the bridge, the three lightbulbs and the strip within 10 min.
Story image
Cloudian, Vertica to deliver on-premise data warehouse platform
"We’re enabling our customers to capitalise on a leading object storage platform and maximise the value of their digital assets.”
Story image
How New South Wales state departments achieved cloud migration success
State departments in New South Wales are heading to the cloud to achieve better workflow solutions, and one company is paving the way for their success.
Story image
Sony releases a new gaming gear brand for PC gamers
Sony has unveiled INZONETM, a new gaming gear brand for PC gamers that makes gaming more immersive and offers greater gaming ability.
Story image
The best ways to attract young talent during labour shortages
New research from Citrix reveals hybrid working and ventures into the metaverse are top of mind for Gen Z workers.
Project management
Discover the 4 crucial factors for choosing the right job-costing solution. Is your team struggling to cost jobs and keep projects running on budget?
Link image
Supply chain
Discover the 4 critical priorities for wholesale distribution businesses in FY23. Are you worried about how supply chain issues may affect your business in 2023?
Link image
Story image
Four things wholesale distributors need to consider for FY2023
In a post-pandemic world, there are many things for a distribution business to juggle. ERP solutions company Wiise narrows down what companies should focus on.
Story image
FIDO Alliance releases guidelines for optimising UX with FIDO Security Keys
The new guidelines aim to accelerate multi-factor authentication deployment and adoption with FIDO security keys.
Story image
NEC expands Open RAN ecosystem with Aspire Tech acquisition
With its agreement to acquire Aspire Technology, NEC Corporation has further increased its capacity to deliver End-to-End Open RAN ecosystems.
Story image
ASI Solutions named finalist of Microsoft Surface Partner of the Year
"ASI Solutions has a strong Microsoft focus, building value by helping customers maximise investment in modern workplace solutions."
Story image
Monitors are an excellent incentive for getting employees back
The pandemic has taught us that hybrid working is a lot easier than we would’ve thought, so how can the office be made to feel as comfortable as home? The answer could be staring you in the face right now.
Story image
Supply chain
Supply chains continue to be disrupted, enterprises embrace circular economy
“Businesses urgently need to find a solution that can help them to manage this disruption, and transition to a circular economy."
Story image
Australian consumers loyal to retailers who deliver speed and visibility
SOTI finds extensive order visibility and speed are the most important factors for turning one-off customers into loyal, long-term buyers.
Story image
Tech and data’s role in the changing face of compliance
Accenture's study found that 93% of respondents agree or strongly agree new technologies such as AI and cloud make compliance easier.
Digital Transformation
Discover the 5 signs your business is ready for a cloud-based ERP. Is your business being left behind as more of your competitors switch to the cloud?
Link image
Story image
Hybrid workforce
Why hybrid working is here to stay and how to ace it
Citrix's new report reveals hybrid workers are more productive and engaged at work than their office and completely remote counterparts.
Discover the 5 ways your ERP may be letting you down. Is your current system outdated, difficult to manage, and costing you a fortune?
Link image
Story image
Video: 10 Minute IT Jams - An update from CyberArk
Olly Stimpson joins us today to discuss the importance of MSP programmes and how MSP partners are experiencing success with CyberArk.
Story image
Mergers and Acquisitions
SAS acquires Kamakura to propel risk technology innovation
Underscoring SAS growth in the domain-specific solutions space, the acquisition will enable SAS to greatly enhance the breadth of its risk solutions portfolio. 
Story image
Digital Transformation
Google Cloud launches new Digital Accelerator bundles for Aussie SMBs
The new bundles are designed to help Australian small and medium-sized businesses embrace digital transformation and take their businesses online.
Story image
Data Protection
Five signs your business is ready to move to the cloud
Many organisations are thinking about moving to the cloud. But what are the signs you are ready, and what are the reasons to move?