August 19, 2015

The Results are in … 85% of Global Solution Providers See Managed Services as a Key Sales Trend [Infographic]


As cloud and mobile technology continue to infiltrate the enterprise, solution providers are witnessing a massive transformation. The solution providers who are able to adapt to these changes and bring increased value to their customers will be the most successful.

Extreme Networks recently completed a global survey of channel partners in order to better understand the technologies and business models that are key both today and going forward.

Sixty percent of respondents say they will offer managed services/cloud recurring revenue models by 2018 and 48 percent of respondents expect double-digit growth over the next 12 months.

Steven R. Ferry, EVP and GM, Matrix Communication said, “As a company, we have embraced Cloud and Managed Services. We made the critical transition to establish these practice areas to support our unified communications (UC) and telephony business. Today, services is a strategic revenue stream for us in the way we deliver communications technology solutions to our key vertical markets. As a longtime partner with Extreme Networks, we look forward to accelerating this business model by expanding our services offerings with Extreme’s technology solutions.”

The survey revealed the majority of resellers are aligning themselves to the future, where close consultation with their customers will be more important than ever, specifically in the areas of BYOD/mobility, security and cloud. Managed services, selling integrated solutions and vertical market specialization at the top three sales trends this year.


Technology and networking continue to change rapidly. Technical staffs are thin and applications are often centralized with the cloud, yet user demand for advanced services, like wireless, analytics and unified communications, steadily increases. With Extreme Networks solutions-based go-to-market strategy, resellers can deliver businesses, schools and agencies the technology needed to adapt quickly to meet and exceed these challenges.

According to the survey, BYOD and mobility continue to be dominant trends among solution providers, as unrelenting device proliferation, the advancement of the Internet of Things (IoT) and increased mobile application consumption continue to place heightened pressure on IT departments and networks. Additionally, as technology and networking rapidly change, user demand for advanced services is steadily increasing. As a result, a growing number of channel partners are adopting managed services/cloud recurring revenue models.

These research findings reaffirm that today’s solution providers need solutions that allow them to adapt to evolving business models and implement trends like BYOD and mobility, while protecting against mounting security threats. With our new go-to-market strategy, Extreme Networks is in a position to leverage our deep portfolio of technology, coupled with our high quality service, to enable our channel partners’ success.

About The Contributor:
Bob GaultExecutive Vice President of Worldwide Sales, Services, and Channels at Extreme Networks

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