1. Рынок и cтратегия канала Extreme Networks
Томаш Бергманн
Менеджер канала и менеджер по развитию бизнеса в Восточной Европе и Северной Европе

2. DIGITAL TRANSFORMATION
Market Landscape
CYBER SECURITY
INTERNET OF THINGS
CLOUD
DIGITAL TRANSFORMATION
PERVASIVE WIRELESS
“How can I enhance network security?”
“How can I make IoT secure across my network?”
“How can I leverage the cloud to transform my business?”
“How can I adapt to the new wave of technologies and processes?”
“How can I meet the service expectations of our Wi-Fi users?”

3. Extreme Results That Speak For Themselves!
>20%
Revenue
growth Y/Y
FY16 - FY 17
9 for 9
Consecutive Quarters beating the Street! #3
Market Position
after acquisitions close
(#13 in 2013) #1
Ranked
Services & Support by Gartner

4. Simple ● Secure ● Intelligent ● Automated ● Adaptable
What does this mean?
Who “wins”?
Investment Protection
Best-in-class solutions for each PIN
Optimized architecture that fuels innovation
You Win!
Simple ● Secure ● Intelligent ● Automated ● Adaptable

5. Extreme’s Expanded Portfolio
Software & Services
IP Fabric
Data Center
Campus
Core
MLX Series
Workflow Composer
SLX Series
VCS Fabric
Smart Edge
VSP Series
VDX Series
S-Series
Fabric Connect
K-Series
200-Series
8000 Series X8
ERS Series
100%
Insourced Services & Support
Simple ● Secure ● Intelligent ● Automated ● Adaptable

6. Channels and Partners – Bring Value to You
Channel-Centric Organization – Engage, Enable, and Be Rewarded
Avaya/Brocade Networking Partners
Continuation of Avaya/Brocade Partner Program
Fast Track to Extreme
Ongoing Support
Extreme Networks Partners
Continuation of Extreme Partner Program
Avaya/Brocade Technical and Sales Enablement
New Unified Partner Program
Launching at Extreme’s Global Partner Summit

7. Extreme Partner Program Framework
Revenue & Training
Levels
Program Benefits
Diamond
$$$
3 Extreme Sales Specialists (Overview)
2 Specializations (x 2) required
Gold $$
2 Extreme Sales Specialists (Overview)
1 Specialization (x 2) optional
Authorized
Revenue not required
1 Extreme Sales Specialist (1 module) optional
1 Extreme Design Specialist (1 module) optional
Diamond
Growth Rebate
Solution Rebate
Net New Account Rebate
Proposal Based MDF
Deal Registration
Not for Resale Discounts
Gold
Authorized
Partner Locator (when certs completed)
Technology Specializations
- Campus EXOS / Fabric
- Access Wireless / WiNG
- Data Center Switching
- Management Center
- Extreme Control
- Data Center Software
Master Specializations
- Secure Automated Campus
- Agile Data Center

8. New Partner Certifications 2018
New Certifications for Extreme Partner Program
Type
Name
Certification
Content
Sales
Extreme Networks Sales Specialist (ESS)
ESS Overview
ESS Switching
ESS Wireless
ESS Cloud
ESS Data Center
ESS Software
Qualify and Sell
PreSales
Extreme Networks Design Specialist (EDS)
EDS Switching
EDS Fabric
EDS Wireless
EDS WiNG
EDS Data Center
EDS Software
Demo and Design
PostSales
Extreme Networks Certified Specialist (ECS)
ECS Campus EXOS Switching & R.
ECS Campus Fabric Switching & R.
ECS Access Wireless
ECS Access Wireless WiNG*
ECS Management Center**
ECS Extreme Control***
ECS Datacenter Software
ECS Datacenter Switching
ECS Cloud MSP
Deploy and Manage
* ECS WiNG includes N-Sight / **New ECS MC will include Analytics / ***New ECS Access Control will include Policy

9. Partner Specialization Tiers
Technology Specializations
Master Specializations
Campus Switching (EXOS or Fabric)
Access Wireless (Extreme or WiNG)
Management Center
Data Center Switching
Data Center Software
Secure Automated Campus
Agile Data Center

10. Register to Extreme Partner Portal

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