Ed Meyercord (Extreme Networks)
US-headquartered networking equipment vendor Extreme Networks is reviewing its distribution partners in the region after completing three acquisitions.
Recently appointed senior manager of distribution in Asia Pacific, Japan and China, Yvette McEnearney, said that as a result of the acquisitions, the vendor had about 140 distributors across the region.
Across Australia and New Zealand (A/NZ), Extreme distributors include Arrow ECS A/NZ; Sektor; Hills; Westcon-Comstor; Vexpress; Tech Data and Connector Systems.
“Our goal is to have two or three distributors in each region that can sell the entire end-to-end portfolio,” McEnearney said. “We don’t want partners having to go to three different distributors just to get product.
"It’s really important that we’ve got very capable distributors and if we downsize with two or three in each region, we can enable them a lot faster and invest."
McEnearney added that distributors were an important extension of its business in providing training to its partner network.
“It’s a two way discussion as to whether they’re capable and do want to invest in the whole portfolio, and then we can move forward with good plans in place, looking at other products they sell and what’s complementary to our portfolio,” she said.
In January, Extreme fully launched its new partner program following the acquisitions of Zebra Technologies’ WLAN business, Avaya’s networking business and Brocade’s data centre networking business.
The program offers a broadened solution set, aiming to further enable and reward partners through new solution-selling by leading with software and delivering automation from the campus edge to the data centre.
“There’s very healthy incentives for partners, particularly those that invested in Extreme and sell the end-to-end solution,” she said. “They get access to rebates, marketing funds, training and enablement online and through authorised training partners around the region.
“We’ve invested a lot in our training and platform. We’ve now got Avaya partners selling Brocade and Extreme product, and it’s important to enable those people to sell the entire portfolio and not just what they’re used to.”
Extreme Networks CEO Ed Meyercord added that Extreme has been going through the rationalisation process on global scale too.
“The distribution model is very important and we have a consistent global partner plan, where we’re leveraging distribution to recruit and find new partners,” he said.
Meyercord said Extreme’s business in the region was previously under-represented, and since its acquisitions, it has tripled its team in Australia and invested in more resources.
“We have more resources in Australia now than ever before and a good growth opportunity,” he said. “We have new enablement platforms that we’re rolling out and new validated designs around the smart edge, automated campus, and agile data centre. We believe our differentiation in the market is in our software.”
