Extreme Networks Launches New Online Partner Training Program

Written by Edward Gately
October 23, 2018

Each of the four belts represent a specific aspect of Extreme Networks' business model.

Extreme Networks has launched the Extreme Dojo program, a new online training program for global partners consisting of competency-based curricula delivered in bite-sized video modules.

Each of the four levels of learning offer foundational and commercial knowledge on Extreme’s business model, its solutions portfolio, vertical positioning and solutions-selling strategies in a “modern and engaging format,” the company said. Partners who complete the free courses achieve a better understanding of Extreme’s solutions, it said.

Extreme Networks’ Bob Gault

“Our job is to set partners up for success,” said Bob Gault, Extreme’s chief revenue and services officer. “We need to arm them with innovative solutions, applicable use cases and targeted messaging so they can best help customers on their digital-transformation journey. Feedback from our beta program is that this is one of the best training platforms in the industry, giving us confidence that this is the right approach to ensure consistency in our message to customers, which will help us provide a more cohesive sales strategy and relationship with partners.”

Originally designed to train Extreme employees, Dojo extends instruction to the company’s global partner community, helping to align its go-to-market strategy across regions. The latest version includes modifications from a pilot test of the program completed by more than 100 partners.

Each of the four belts represents a specific aspect of Extreme’s business model, and within these levels are more specific trainings that align to individuals’ job profiles and responsibilities. Once each belt level is completed, partners are recognized in their network for their achievements and are eligible for incentives.

Here’s our most recent list of important channel-program changes you should know.

Program elements include:

Level 1, White Belt, which serves as the initial on-boarding, offering an overview of the company, its value proposition, partner roles and responsibilities and how to work with the company’s Global Technical Access Center (GTAC).
Level 2, Yellow Belt, which provides an overview of the Extreme Partner Program and associated benefits, including partner rebates, specialization programs, not-for-resale (NFR) programs, deal registration, the marketing development funds (MDF) program and PartnerWorks.
Level 3, Green Belt, which reviews tools that provide insight on Extreme’s product price list, implementation and branding guidelines, and Partner Marketplace offerings to support with closing deals and planning deployment timelines.
Level 4, Blue Belt, which includes solution overviews and customer-insight trainings to help partners obtain sales certifications.

Current Extreme partners are eligible to participate in Partner Dojo, effective Nov. 8.

“The Extreme Dojo platform is a great tool where you can learn at your own pace,” said Robert Oryl, account executive at MRP. “The concepts are clearly communicated in a way that is functional and will help inform my day-to-day conversations with customers who are interested in purchasing new solutions. I was even able to apply some of the language that was used in the training to help generate a lead the next day.”