“The introduction of the MSP program and those services-based SKUs is any MSP’s dream,” one Extreme Networks’ partner told CRN of the company’s first MSP program.
The “modern” MSP program will include Extreme’s entire portfolio of networking, security and AI-powered offerings that partners choose from and bundle with their own offerings. The program gives partners access to multi-tenant management and the ability to scale or tailor an offering for their customers. Meanwhile, the consumption-based billing model lets MSPs pay only for licenses in use, which gives these partners more predictable costs.
“This gives our partners a ton of flexibility to pick and choose what gaps they have in their offerings that they could use Extreme to augment, or, they have access to the full suite. At a high level, this enables new routes to revenue,” said Dan Dulac, vice president of solution strategy for Extreme.
The new MSP program will be based on the recently announced Extreme Platform One. Unveiled first in December, Extreme Platform ONE brings together networking and security tools, including products from third-party networking and security vendors, such as Microsoft, with AI to radically simplify the network management experience, according to the company.
Platform ONE will give MSPs one place to manage licenses, performance, and issues. From this centralized platform, MSPs can see each client’s network health, performance, and security status. The platform, which has AI built into its core, will provide MSPs with automation capabilities and access to AI agents, which can advise administrators and reduce the time needed to resolve problems or complete complex tasks, the company said.
“An MSP partner with our Platform ONE can manage all of their customer estates under one platform. Events, alarms, workflows, licensing, all that roll up into [Extreme Platform ONE] to simplify their operations,” Dulac said. “It’s hugely beneficial for our existing MSPs [and] our to-be-signed MSP partners.”
Outside of the MSP program, Extreme Platform ONE is set for limited availability by March 31 for channel partners and will become generally available for use by end-customers by July, according to Extreme.
“Our managed services customers and those partners will be the first users, if you will, of Extreme Platform ONE,” President and CEO Ed Meyercord told CRN in a February interview.
The MSP Advantage
The MSP model is new to Extreme, so the company wanted to “cut its teeth” on a group of loyal partners. The company has more than 40 MSP partners participating in the new program, about 60 percent of which are based in Europe and 40 percent in the U.S. and Asia, Dulac said. The program, which has been invite-only up until now, has been in the works for about 18 months.
One such MSP is Logically, a Dublin, Ohio-based longtime Extreme Networks partner.
“The introduction of the MSP program and those services-based SKUs is any MSP’s dream because it allows us to grow what we are already operationalizing a portion of,” said Cara Parfitt, vice president of tech alliances for Logically.
An MSP program launch by a company that’s never had an MSP focus before can be “nerve-wracking” for partners and there are many examples of vendors that haven’t treated programs in a way that won’t spark conflict between the channel and the field sales organization, but Extreme Networks was very thoughtful in the structure of their new program, Parfitt said.
“There are a lot of other entities that have a resale business, and they have an MSP business, and the two do not play well together,” she said. “[Extreme’s MSP program structure] does not just drive adoption within their partners, but it drives adoption and acceptance within their own field sales organization to keep those relationships strong.”
The MSP model will be a great fit for midmarket customers that have a hybrid IT management structure and need IT that can scale up and down with their business needs. Such customers are increasingly looking for more flexible buying options, Parfitt said.
“Especially as people are more sensitive to tariffs and how that is going to impact the other capital expenditures they have to make, both in technology and in all kinds of other places, they’re reevaluating how they can be flexible with their budgets,” she said.
