THE NEW 'EXPERTISE REBATE' PROGRAMME WILL REWARD PARTNERS FOR BUILDING THEIR CAPACITY
VENKATA SEETHARAMARAJU DATLA
Channel Sales Director(India & SA), Extreme Networks India Pvt. Ltd.
NEED OF A PARTNER PROGRAMME
Extreme operates as a 100% indirect business in India, which means our distribution and reseller partners are critical to our business. As a result, we focus on our Indian partners’ growth, profitability and competitiveness; and their capability to sell, implement and support Extreme’s entire cloud-driven networking portfolio. We provide our partners with sales and marketing, training and technical support.We support our partners with joint sales and marketing campaigns and MDF, and we have a robust deal registration process so that any partner who brings a new deal to Extreme is backed 100%, with additional margin support and rebates at the front end of a deal for net new logos to better compete with other alternate networking solutions.
IMPORTANCE OF A PARTNER PROGRAMME
Extreme is constantly looking at new ways to add value to our partners through innovations to our partner programme. We do this by responding to our partners’ feedback during the year, which is then incorporated into new programme features and enhancements that we roll out on an annual basis. Next year, we will be introducing a new ‘EXpertise Rebate’ programme, a backend rebate for strategic products and specialisations, to reward partners for building their capacity and resources to supporting our solutions.
MAIN CONCERNS TO ADDRESS
Ultimately, the design of our Partner Programme and any enhancements and investments we make in it have to meet our three core goals in how we work together with our partners. These goals are to increase the simplification of our programme; We have created more not-for-resale (NFR) bundled offerings, giving our partners a one-click request for quote which has made the process a lot easier for our distributors and partners. Lastly, we offer our partners marketing teams free self-service resources like Website Content Syndication, Emailand Event marketing tools and multi-language campaigns.