In this conversation, Mamdouh Ismail, Regional Channel Leader for META at Extreme Networks, shares how the company is enabling channel partners to thrive in a cloud-first, subscription-based era.
How are you enabling partners to transition toward subscription-based and cloud-delivered offerings?
At Extreme, we recognize that the move toward subscription-based and cloud-delivered solutions is a journey that requires more than just new technology. It calls for new skills, new commercial strategies, and a long-term mindset. Our goal is to make that transition more manageable, more strategic, and ultimately more rewarding for partners and customers.
We’ve updated our enablement framework to reflect this evolution. That includes dedicated training on solutions like ExtremeCloud IQ – Extreme’s leading cloud management solution – and Extreme Platform ONE – the industry’s first all-in-one networking platform that integrates conversational, multimodal, and agentic AI into one unified experience, reducing the time it takes to complete manual tasks from hours to minutes.
To ensure the right partner teams have the right knowledge, we’ve introduced three on-demand content tracks: KNOW, SELL, and NEXT, which provide regular insights tailored for technical, commercial, and go-to-market roles.
We’re also connecting learning to real business value. Partners who invest in cloud certifications unlock access to exclusive incentives and programs. As an established leader in cloud networking, Extreme has the necessary knowledge and expertise to help partners succeed in an AI and cloud-driven world.
Are there any upcoming changes or enhancements to the current channel program we should watch out for?
Our channel program is constantly evolving based on partner feedback and market dynamics. One of the most exciting developments is the recent global introduction of a new top-tier designation: Diamond Elite. This tier is designed to recognize and reward our most strategic partners with enhanced rebates, access to exclusive benefits, and early involvement in go-to-market planning.
We’ve also fine-tuned our rebate structure to drive growth across our portfolio of cloud, ZTNA, and SD-WAN solutions, and have launched a dedicated rebate tied to Extreme Platform ONE.
To support these changes, we’re expanding our free training offerings to ensure partners are fully equipped to take advantage of new opportunities. Whether it’s onboarding, upskilling, or sales enablement, we’re making it easier for partners to stay agile and competitive.
How is Extreme helping partners differentiate themselves in a crowded networking and cloud infrastructure market?
Standing out in a saturated market comes down to trust, specialization, and proven capabilities. Through our training platform, Extreme Academy, we offer structured training paths across key technology domains like cloud, automation, and network security so partners can earn certifications and digital badges. These certifications are tracked in Extreme’s Partner Locator tool for customers, which helps partners with specific skill sets or expertise in specific industries stand out in their local markets. Extreme also offers specialized workshops in APIs, automation, and integration – critical skills that help partners evolve from resellers into solution architects.
Cloud has been a big focus for Extreme. How are you equipping partners to sell, support, and monetize your cloud offerings?
Our approach to cloud is built around flexibility and partner choice. With ExtremeCloud Edge, partners can offer public, private, edge, or hybrid cloud environments depending on customer needs—balancing performance, compliance, and cost-effectiveness.
We support multiple consumption models including MSP, MSSP, and Extreme Networks Subscription (ENS), giving partners the freedom to choose the go-to-market strategy that best fits their business. These models are especially valuable in the META region, where customer requirements can vary widely across sectors and geographies.
Beyond technology, we provide deep enablement. That includes commercial training, onboarding resources, and post-sales support to help partners build high-margin, recurring revenue streams from cloud services.
With managed services becoming a key channel trend, what kind of enablement or support are you providing for MSPs and MSSPs?
We see managed services as one of the most important growth drivers for the channel, which is why we’ve built a dedicated MSP/MSSP enablement framework that gives partners full access to our portfolio including ExtremeCloud, SD-WAN, and Universal ZTNA, with centralized, cloud-based dashboards that simplify service delivery and customer management. At the core is Extreme Platform ONE, designed to deliver true scalability and operational efficiency through a multi-tenant architecture, consumption-based billing and poolable licensing. This gives MSPs full visibility and control across client environments in a single platform, while eliminating upfront costs and reducing complexity.
Our program is designed to support both new customer acquisition and the migration of existing customers to managed services, helping partners sustain growth. Flexible billing models, simplified onboarding, and full technical support are all built into the experience.
We also provide dedicated training tracks that cover both technical and business aspects of managed services, ensuring partners are ready not just to operate services, but to scale them profitably. With local support teams across META, we ensure our MSPs and MSSPs have what they need, when they need it.
What investments are being made in partner training, certification, and sales enablement in the region?
Extreme offers in-region bootcamps, free certification vouchers, and partner training funds that our local partners can use year-round.
One of our flagship initiatives is the Extreme Partner Sales Exchange (EPSE), a dedicated regional event that brings partners together for hands-on workshops, product updates, and commercial strategy sessions.
We also support partners with demo and lab equipment, enabling them to test new technologies internally and deliver more confident, informed solutions to their customers. Our Demo Center, available both remotely and in person, provides guided walkthroughs and technical support from our engineering team.
How are you helping partners reduce sales friction and accelerate deal cycles
We believe the best way to speed up sales is to work as one team. Our joint go-to-market approach means that partners are never working alone. We bring in sales, presales, technical experts, marketing, and even executive sponsors where needed to build confidence and unlock decision-makers.
We also provide Try-and-Buy programs and demo kits that allow customers to experience our technology before committing. This helps to reduce hesitations and accelerate decision cycles. These tools are particularly effective in the META region, where customers often value proof of concept and hands-on experience.
What is your message to partners?
Our message is clear. We’re here to help you grow. That means better training, smarter incentives, co-selling support, and real investment in your long-term profitability.
As the industry moves toward AI-driven, cloud-first, subscription-led networks, we want you to be at the forefront of that shift. Our program is designed for partners who share our passion for innovation and put customer success at the heart of everything they do.
