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Extreme Networks Channel Chief On How The Aerohive Deal Will Drive More Subscription Services And Transform Partners Into MSPs

‘We want to capture the transition in the market. Subscriptions and cloud offers up the opportunity for partners to fine-tune solutions on an ongoing basis to support the customer, so we want to drive as much subscription business as possible where it makes sense,’ Extreme Networks' channel leader Gordon Mackintosh tells CRN.

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Now with its acquisition of Aerohive Networks under its belt, Extreme Networks is growing into a wired and wireless powerhouse bent on helping partners pivot into managed services, according to Extreme’s vice president of worldwide channels, Gordon Mackintosh.

The Aerohive-Extreme tie-up gave Extreme Networks a much-needed SD-WAN answer and a robust cloud-based network management solution. On top of that, the deal is moving nearly 30 percent of Extreme's revenue mix to that of valuable recurring revenue. Mackintosh, who is leading the channel charge for both companies, believes there is something for every partner in the newly-combined company's portfolio.

Mackintosh sat down with CRN to talk details about the Aerohive deal, the importance of subscription-based offerings and the MSP model, as well as the future of the two companies' channel strategies. What follows are excerpts from the conversation.

 
 
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