Extreme Networks Capitalizes on Chaos in Networking Market

Extreme Networks is making significant gains in the networking market by providing a simpler partner program and helping partners navigate fluctuating pricing and supply chain challenges. According to Norman Rice, Executive Vice President and Chief Commercial Officer for Extreme, the company's growth strategy has been fueled by its ability to keep prices consistent, ensuring that products are available when customers need them.

Rice stated that Extreme's channel program is a key differentiator in the market, citing partner feedback as evidence of its simplicity and effectiveness. The company's DRPG (Deal Registration Price Guarantee) initiative ensures that partners can bid fixed-price projects with confidence, knowing their margins will be protected.

In addition to its simplified channel program, Extreme has also made significant strides in expanding adoption of its AI-focused Platform ONE offering. Rice noted that the company is capitalizing on uncertainty around rival channel programs, particularly from HPE and Cisco, which are struggling with channel disruption.