Extreme enhances channel’s cloud savvy

Extreme Networks has pointed to a growing need to help resellers expand their skills base to help them compete in the changing technology landscape.

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Extreme enhances channel’s cloud savvy Richter: Engaging with SME channel.
By  ITP.net Staff Writer Published  October 20, 2010

Extreme Networks has pointed to a growing need to help resellers expand their skills base to help them compete in the changing technology landscape. The company says the biggest challenge facing cloud adoption outside the enterprise is that small and medium businesses (SMBs) lack the technical knowledge to implement the technology.

Resellers serving this customer base also lack understanding of how to sell and implement the technology. It is these resellers that the vendors need on board to communicate the benefits of cloud technology to these SMBs.

“If you speak to the service provider, they understand intimately what the cloud is and how it can help them, and their clients to improve the running and cost of their IT infrastructure,” says Roland Richter, Vice President of Sales for EMEA and South America. “It is the same with the large enterprises in both the government and on the commercial side. They both understand the benefits of cloud and how to take advantage of them.

“The issues that we’re seeing are when you get down to the level of SMEs and smaller businesses, where the person managing their IT infrastructure may not be as aware of the available technologies as their counterpart in a large enterprise,” he adds.

“That’s where our reseller partners come in, but at the moment, many of the non-specialist resellers are just as in the dark with what the benefits of cloud technology are.

“For some time now, cloud has been seen as an enterprise-level technology, but the reality is that small and medium sized businesses have a lot to gain from adopting the technology.”

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