Extreme renews channel focus

Extreme Networks is gearing up to make a charge on the regional networking space. The vendor has undergone a period of restructuring, which has seen some management changes and a revaluation of its go-to-market strategy.

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By  Zoe Moleshead Published  September 22, 2003

Extreme Networks is gearing up to make a charge on the regional networking space. The vendor has undergone a period of restructuring, which has seen some management changes and a revaluation of its go-to-market strategy that has prompted a renewed focus on its channel.

“We have some very established existing customers and we are working on some very exciting projects for the near and long term future… [However,] the company wasn’t completely structured in line with the [regional] growth opportunities, both in terms of numbers as well the strategic focus for the region and, therefore, we decided to make some adjustments,” says Rob Pronk, director of sales, EMEA & South America.

“So we have a new regional manager and we will be building a larger team around him. We are also building and strengthening some of the alliances we have with our partners in the local market,” he continues.

Extreme is looking to bring on board some additional regional partners that can bring greater value to its existing channel and deliver high levels of customer service. As a result, the vendor says its channel will become a more visible presence in the local market.

“Extreme sells 100% through the channel, so all our operations here that actually produce business are our channel partners. We have a well established channel programme… but one of the things I will be very active doing is reviewing the existing channel and trying to improve that, as well as looking for more high quality channel partners,” says Extreme’s new regional manager for the Middle East &North Africa, Chris Moore.

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