Global Partner Program

Evolution

• Outcomes
• Channel Transformation and
Expansion
• Key Dates and High-Level Changes
• Priorities
• Levels, Requirements, and Benefits
• Partner Differentiation
• Training
• Communities
• Demand Programs
SAFE HARBOR STATEMENT
Statements during this event may include forward-looking statements within
the meaning of the "safe harbor" provisions of the Private Securities
Litigation Reform Act of 1995. These forward-looking statements speak
only as of the date made during this session.
Statements during this event may also include discussion of Extreme
Networks’ current product roadmap. All product releases will be on a when-
and-if available basis. Actual feature development and timing of releases will
be at the sole discretion of Extreme Networks. Not all features are supported
on all platforms. Presentation of the product roadmap does not create a
commitment by Extreme Networks to deliver a specific feature. Contents of
this roadmap are subject to change without notice.
There are several important factors that could cause actual events and/or the
product roadmap to differ materially from those suggested or indicated by
such forward-looking statements. These include, among others, changes
resulting from impacts of supply chain disruptions, COVID-19, or other
macroeconomic or political factors, the company's cash flows from
operations, general economic conditions, and other factors discussed under
Item 1A. "Risk Factors," in the company's Annual Report on Form 10-K,
quarterly Forms 10-Q, and other reports filed with the SEC. The company
undertakes no obligation to update any forward-looking statements, whether
as a result of new information, the occurrence of certain events or otherwise.
As a result of these risks and others, actual results and/or the product
roadmap could vary significantly from those anticipated and discussed
during the event, and the company's financial condition and results of
operations could be materially adversely affected.
© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 2
HOUSE RULES

• All participants are in listen only mode.

• If you have any questions during the presentation, please submit them anytime using the Q&A icon at the bottom of
your screen.

• We will do our best to answer as many incoming questions as we can at the end of
the presentation.

• If we don’t get to your question, we will follow-up with you directly after the webinar.

• If you experience any audio or video difficulties during today’s presentation,

please rejoin the webinar.

• This webinar will be recorded and available to you within the next 24 hours.

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 3

WHO IS HERE TO SUPPORT YOU!

Kilynn Sommer
Marketing and Programs

Erin Crofut Nancy Taha James Kemery Rohan Abey Jonas Brown
Jonathan Hooper
Channel Operations Distribution Operations Technical Enablement Global Distribution
Marketing and Programs

Hock Leong Choo

Andrea Quintero Correa Anais Dupont Liv Dieter Ian Shea Chris Dagney Paul Christian APAC Channel and
LATAM/CAN MDF and FH Program Operations Distribution Operations Technical Enablement Distribution

Carson Hockersmith Florence Duteil Inna Norvaisiene Rob Wright David Weal John Campbell
US/CAN MDF and FH Program Operations Technical Enablement EMEA Distribution

Bryan Gaines Bethaney Jones

Ryan Griffis Kate Wilson
Intelligence Enablement
EMEA/APAC Programs

Shera Johnson Bryan Koyano

Communities Programs

Aileen Van Ess Chelsey Pierce

Communications Demand Programs
© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 4
EVOLVING THE PARTNER PROGRAM

A Focus On Demonstrate Value

Outcomes
At any stage of the partner Showcase Differentiation
journey, the ExtremeIgnite Partner
Program is designed to drive new
ways that lead to better outcomes
for our partners and mutual Simplify Sales Motions
customers through these four focal
points:
Elevate Our Brand to Expand Net
New Reach

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 5

EXPANDING CHANNEL OPPORTUNITY
Building the program for growth

Different partner types and selling motions © EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 6
KEY DATES AND TIMELINE OF ACTIVITIES
• 1

• Announcing New Requirements and Changes
• Professional Training Updates
New Program Launch
July 1 • Communities Rebrand and Teaser
Driving towards Simplicity • Rebates and Incentives
• New Marketing and Program material
• New Partner Portal Interface Experience
KEY DATES
PARTNER COMMUNICATIONS AND EVENTS
o May 31
o Partner Engage Promotion
o Exclusive Webinar invite
o Partner E360 Promotion

o Week of June 6-8

o Real Time with Extreme – Geo Specific (Intro
• Communities Persona Revamp of what’s to come)
Focus on Outcomes September • PartnerWorks Program Rebrand o Internal Deep Dive
• Partner UI/UX and Operations
Better experiences • Automation
• New Dashboards o Week of June 13-15
• Cloud Activation Piece* o Partner Newsletter Promotion
• Financial Programs o To share PAC Rebate Models

Focus on Differentiation January 2024
Enablement and Growth
o June 20
o PAC only Overview
o Distributor Deep Dive
•Simplification – Ease of Doing Business
Program updates
•Expanding Industry Badges* and o July 11
associated demand programs o Partner-Only Webinar General
o Audience Program Updates

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 7

 GLOBAL PARTNER PROGRAM COMPONENTS
Direct and Indirect Program Elements

Rebates and Partner Partner Communities

Partner
andCommunities
Events and
Incentives Training/Enablement
Events

MDF, Funded Secondary Programs

Quick Quote
Resources, and Partner Portal and Dashboards
Financing/Not For Resale
Marketing

GTM Motions – Deal Registration &

Governance
Governance
Industry Badges Discounts

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 8

Ongoing changes and program enhancements throughout the FY24/FY25 years
FY24 DISTRIBUTION PRIORITIES

Authorized Partner Growth Operational Excellence

New Partner & New Logo Partner Journey to Gold

Sub-$50k Enhance customer outcomes via

upsell/refresh
© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 9
FY24 DISTRIBUTION MARKETING PRIORITIES

Below is general guidance on budget % Extreme aims to direct to each marketing category

Actual % should be determined on a local/plan-by-plan basis, depending on market conditions and highest potential
opportunities

Business / Lead Enablement Brand Awareness &

Generation Arming Distributor and Reseller Digital Demand
Targeting known individuals with the employees with the knowledge and Increasing awareness of Extreme.
intention of influencing sales competency to sell, solution and Digital content for a mass audience
evangelize

40% 40% 20%

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 10

Reseller Requirements and Benefits

Country Codes:
A: Germany and USA

B: UK, France, Italy, Spain, Canada,

Mexico, Japan, South Korea, Australia,
China, India

C: Rest of EMEA, and Caribbean,

LATAM, and APAC

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 11

Reseller Rebates

High Level Details and Changes

• Calculated on point of sale sent to Channel Mechanics
• POS includes Hardware, Software, New Subscription, New Service, PS (Professional Services), and all Renewals.
• Gold Partners included in Growth Rebate
• All Rebates now paid out every 6 months
• Net new open to all levels and expanded to first 12 months of a new customer and not just the initial purchase.
• The Expertise Rebate will effectively end June 30th, 2023, and be replaced with a new Points system that will reward enablement and engagement activities
• Min. Payout is $1000 per pay period

Rebate Component Backend Rebate Rebate Calculations Base

.5%: 110%-119.99% Y/Y Growth

Gold Growth Rebate
1%: 120%-150% Y/Y Growth
1. Rebate capped at 150% growth
2. Goal and Payout on POS for all Revenue
3. Non-Eligible Transactions: Demo, POCs, Lab Gear, Training.
1%: 110%-119.99% Y/Y Growth 4. Program achievement will be measured after the close of two consecutive quarters
Diamond Growth Rebate
2%: 120%-150% Y/Y Growth

.5%: 25% Mix

1%: 35% Mix
Non – Product Kicker Mix of non-product POS over product POS
2%: 50% Mix

New Customer – First 12 Months

Open to All Partner Program Levels
Net New Customer Rebate 5% Product, Subscription, and Services included
$50K rebate cap payout (per payout period)
No Deal Registration required

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 12

Partner Level Questions

What is the leveling process?

• FY24 leveling will occur in July 2023 and will be based on revenue and training requirements from the FY23 program. The new FY24 program will be seen as a transition year, and we will give all partners a 12-month
grace period to complete the required training of the new program.

• FY25 levelling (July 2024) will be based on FY24 revenue and training requirements.

Where can I find my level and performance information?

• FY24 Partner Performance Dashboard will display and track new FY24 Level revenue and training requirements. Quarterly partner level upgrades will still occur throughout the year.

Are the Partner level certification requirements free?

• Yes, the Solution Selling and Solution Designing Certifications are free of charge.

Do I have to have a completed and approved Business Plan to receive proposal based MDF?
• Yes, you must have completed a Business plan and it have been approved to qualify for proposal based MDF.

Are resellers able to receive a Growth Rebate as well as a New Account Rebate on the same deal?
• No, the net new win would count towards their growth goal, but only be paid on the net new rebate. So, you would not get the Growth rebate payout for that opportunity since you already claim the net new payout.

What are hard requirements vs soft requirements?

• Hard requirements are KPIs that affect the Partners level today. Soft requirements are KPIs that will slowly roll out to the Partners to get them used to seeing these new requirements that may
become hard requirements in the future.

What is the offboarding process for Partners?

• There will be an offboarding termination process apart of the dormant/re-engage process coming from Channel Ops/Legal/IT in Q1.

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 13

 Distribution Requirements and Benefits

Authorized Diamond
Revenue: Revenue:

Annual Requirements No Minimum Revenue Requirement

Certifications:
USA: $50M
Canada: $12M
1x Extreme Certified Associate – Solution Selling LATAM: $10M
1x Extreme Certified Associate – Solution Design EMEA: $12M
Business: APAC: $5M
Signed Terms and Conditions Certifications:
Logo Placement 2x Extreme Certified Professional – Solution Selling
Business and Marketing Plan Acceptance 1x Extreme Certified Professional – Solution Design
Operations: Business:
Inventory(Days on Hand) and Forecasting: 60-75 Days Signed Terms and Conditions
Point of Sale (POS) Reporting: Daily Logo Placement
Inventory reporting: Daily Business and Marketing Plan Acceptance
Reseller Backlog (Open order report): Weekly Operations:
Quarter end reports: Quarterly Inventory(Days on Hand) and Forecasting: 60-75 Days
Reporting Compliancy: 95-100% range Point of Sale (POS) Reporting: Daily
Order Processing: EDI Inventory reporting: Daily
Coverage: Reseller Backlog (Open order report): Weekly
Primary Point of Contact Reporting Compliancy: 95-100% range
High Level Details and Changes New Partner Recruitment Quarter end reports: Quarterly
On-Boarding Representative Order Processing: EDI
• 2 Levels Coverage:
Business Development Representative
• Technical Training requirements moved out of level Technical Engineering Representative Primary Point of Contact
compliancy into PW Competency and other New Partner Recruitment
On-Boarding Representative
specializations – Updates coming Sept Business Development Representative
• Business Plan and Marketing Plan combined and will Technical Engineering Representative
be enforced Note: Individuals can serve in multiple roles and actual number of individuals should align with the Distribution Partner’s ability to support and grow the Extreme Networks business.

Economic Benefits: Economic Benefits:

Program Level Discount Growth Rebate $$
Not For Resale Discounts Program Level Discount
Annual Benefits Proposal Based MDF Proposal Based MDF
Not For Resale Discounts
Enablement Benefits:
Solution Selling Certifications – Free of Charge Enablement Benefits:
Solution Design Certifications – Free of Charge Solution Selling Certifications – Free of Charge
Access to Remote Demo Lab Solution Design Certifications – Free of Charge
Sales Quoting Tools (Channel Self Service) Access to Remote Demo Lab
Technical Configuration Tools (IRIS) Sales Quoting Tools (Channel Self Service)
Roadmap Updates – Quarterly Compass Sessions Technical Configuration Tools (IRIS)
Roadmap Updates – Quarterly Compass Sessions
Engagement Benefits:
Distribution Authorization Engagement Benefits:
Partner Portal Distribution Authorization
Partner Marketplace and Campaign Center Partner Portal
Access to Remote Demo Lab Partner Marketplace
© and Campaign
EXTREME Center INC. ALL RIGHTS RESERVED.
NETWORKS, 14
Ultimate Warrior Access to Remote Demo Lab
Stock Rotation Rights: 5% Ultimate Warrior
*Designation levels are valid for a maximum of twelve (12) months.
Stock Rotation Rights: 5%
Distribution Rebates

Distribution Rebates
High Level Details and Changes
• Calculated on POS that we send to CM
• POS include Hardware, Software, New Subscription, and New Service, PS, and all Renewals
• All Rebates 6 months

Rebate
Backend Rebate Rebate Calculation Base Distribution Level
Component

Rebate paid on Net New Partner Revenue over 4 quarters as of quarter signed T&Cs. This revenue will
be excluded from the rebates below. No double payment.
Net New 5% Authorized and Diamond
2. Payout on POS for all Revenue
3. Non-Eligible Transactions: Demo, POCs, Lab Gear, Training

1. Rebate paid on All Diamond Channel Bookings*

Diamond 2. Payout on POS for all Revenue
0.50% Diamond
Partner Level 3. Non-Eligible Transactions: Demo, POCs, Lab Gear, Training

1. Rebate paid on All Gold Channel Bookings

2. Payout on POS for all Revenue
Gold Partner Level 0.75% Diamond
3. Non-Eligible Transactions: Demo, POCs, Lab Gear, Training

1.25%: ≤109.99% 1. Rebate capped at 150% growth

Authorized 2.5%: 110% - 139.99% 2. Goal and Payout on POS for all Revenue
Diamond
Partner Level 5%: 140% - 150% 3. Non-Eligible Transactions: Demo, POCs, Lab Gear, Training
4. Program achievement will be measured after the close of two consecutive quarters

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 15

Building a Value Statement with your Partner
Competency Drives Differentiation

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 16

Specializations

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 17

Specializations

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 18

©2022 EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 19
 EXTREME NETWORKS TRAINING FRAMEWORK
Engineers can choose their learning pathways

TRACKS ASSOCIATE PROFESSIONAL EXPERT

Sales and Sales Engineering

COMING 2024

Extreme Certified Associate – Extreme Certified Professional – Extreme Certified Expert –

SALES Solutions Selling
Solutions Selling Solutions Selling Solutions Selling

Extreme Certified Associate – Extreme Certified Professional – Extreme Certified Expert –

DESIGN Solutions Design
Solutions Design Solutions Design Solutions Design

Extreme Certified Associate – Extreme Certified Professional –

Extreme Switching
Extreme Switching Extreme Switching Extreme Certified Expert –
WIRED Wired
Extreme Certified Associate – Extreme Certified Professional –
Extreme Campus Fabric Extreme Campus Fabric Extreme Campus Fabric

Extreme Certified Associate – Extreme Certified Professional –

ExtremeWireless Cloud ExtremeWireless Cloud ExtremeWireless Cloud
Technical Training

Extreme Certified Expert –

WIRELESS Wireless
Extreme Certified Associate – Extreme Certified Professional –
ExtremeCloud™ IQ - Controller ExtremeCloud IQ - Controller ExtremeCloud IQ - Controller

Extreme Certified Associate – Extreme Certified Professional –

ExtremeCloud SD-WAN ExtremeCloud SD-WAN ExtremeCloud SD-WAN

Extreme Certified Associate – Extreme Certified Professional – Extreme Certified Expert –

APPLICATIONS ExtremeCloud IQ – Site Engine ExtremeCloud IQ – Site Engine ExtremeCloud IQ– Site Engine Applications

Extreme Certified Associate – Extreme Certified Professional –

Extreme Control Extreme Control Extreme Control

Additional Training Tracks:

- Data Center SLX © EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 20
- Service Provider
EXTREME NETWORKS TRAINING PROGRAM
Solutions Selling Track

ASSOCIATE PROGRAM PROFESSIONAL PROGRAM

Extreme Certified Extreme Certified

Associate in Solutions Professional in Solutions
Selling Selling

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 21

EXTREME NETWORKS TRAINING PROGRAM
Solutions Design Track

ASSOCIATE PROGRAM PROFESSIONAL PROGRAM

Extreme Certified
Extreme Certified
Professional in Solutions
Associate in Solutions
Design
Design

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 22

EXTREME NETWORKS TRAINING PROGRAM
Technical Track example

ASSOCIATE PROGRAM PROFESSIONAL PROGRAM

Extreme Certified Extreme Certified

Associate Professional

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 23

 Sales and Design Questions

Solutions Selling:

1. Where can a partner access the Solutions Selling track courses (Associate level course, 4 Knowledge Credential courses, and a final certification assessment)?
Solutions Selling courses will be available and bookable via Dojo starting from Extreme’s Q1 FY24.

2. What is the cost of the Solutions Selling track?

Both Associate and Professional training and certification are free of charge for the Solutions Selling track.

3. How are the courses in the Solutions Selling Track delivered?

They are available in a combination of on-line classes and videos.

4. When will the Solutions Selling track be available?

It will be available in Extreme’s Q1 FY24 timeframe. (Subject to change)

Solutions Design:

5. Where can a partner access the Solutions Design track courses (Associate level course, 4 Knowledge Credential courses, and a final certification assessment)?
Courses are available and bookable via Dojo.

6. What is the cost of the Solutions Design track?

Both Associate and Professional training and certification are free of charge for the Solutions Design track.

7. How are the courses in the Solutions Design Track delivered?

They are available in a combination of on-line classes and videos.

8. When will the Solutions Design track be available?

The first two Knowledge Credential courses are available now and bookable via Dojo, and the remaining will be released in Extreme’s Q1 FY24 timeframe. (subject to change)

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 24

Technical Training Questions

Where can a Partner access technical training?

Associate Level courses are available on our Welcome Series playlist on YouTube or via our video portal. Professional Level courses are bookable via Dojo.

What is the cost of an Extreme Certified Professional post-sales training course?

Professional Level Training is provided by our Authorized Training Partners (ATPs). Cost will vary depending upon factors such as: course duration, ATP, region, method of delivery and closed or public class.

How are the courses in the Technical Tracks delivered?

Associate Level courses are video based, self-paced and accessible anytime. All Knowledge Credential courses, and Extreme Certified Professional Assessments are delivered by our ecosystem of Authorized Training Partners (ATPs). Courses are delivered via virtual and on-
site classrooms.

What is the duration of an Extreme Certified Professional post-sales training course?

Each course varies in duration according to the content needed to cover that technology. The courses in the track do not need to be taken consecutively and can be spread out over time. View the Course Calendar, Dojo and course overviews on the website to see the duration
of each course.

When will the technical training tracks be available?

Most technical tracks are available now. The remaining courses will be released in Extreme’s Q1 FY24 timeframe.

How do ECS certifications transfer into the new training program?

Engineers with up-to-date ECS certifications will be grandfathered onto the relevant track to have an Installation and Configuration Knowledge Credential. They will not need to go back and do Associate level training. Their next step is either a Management,
Troubleshooting or Advanced Configuration course in that track.

What if the partner feels they already have the skills and experience to complete any of the assessments?
Please contact the Extreme Training Team to understand your options (learn@extremenetworks.com).

When do engineers need to recertify?

There is no recertification required for technical Associate level certifications. There is no recertification required for Knowledge Credentials, the only recertification required is for Extreme Certified Professional. Extreme Certified Professional, recertification will be
required every 3 years.

Further Technical Track FAQs can be found here.

General Training and Certification FAQs:

What recognition does an engineer receive after completing Associate or Professional Certifications?
Digital badges are provided via Extreme Networks Credly for each individual achievement. E.g., John Smith holds an ‘Extreme Certified Professional in Extreme Switching’ digital badge. These badges are only accessible to the individual who successfully completed the
relevant assessment. For more information on Digital Badges, click here. Certificates are available via Dojo upon successful completion of each assessment.

How can I stay up to date with the latest training information?

We would recommend following Extreme Networks Training on LinkedIn for all course release announcements and any updates.

For any training related questions not covered here, please contact learn@extrementworks.com. © EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 25
FY24 Ignite Rewards – Extreme Partner Communities
What It Looks Like Today and Where We Are Going

KPI's (Achievement Badges)

• Driving Growth
• Building Competency
• Increasing Scale
• Driving Cloud & New Logo
*Points are incentives for activities and cannot change based on $ value of activity nor tied to any
government funded opportunities

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 26

Ignite Community Questions

How does my partner contact join?

There will be a notification sent out to all primary Partner contacts requesting their approval and terms and conditions acceptance for their Partner individual's approval to join. Once the Primary
contact accepts then the individuals will be able to join through Partner Engage.

Are there requirements to join?

No, The requirements were removed since individuals will not be rewarded anything without doing the activities.

Are the activities different for each community?

No, The activities are open to all community groups. The different communities are a way for the individual to receive tailored content and training for their focus.

Are there accelerators or ways to double your incentives based on trainings?

Yes, the more the individual increases their competency through training, they will receive accelerators to get double and triple points for sales.

What are the phase 1 activities?

Certifications, Partner initiated CSS/DRs, Opportunities with cloud attach, Net New, and solution selling.

What happens with S&L business?

For phase 1, Federal, SLED, E-Rate, and Healthcare opportunities will not be included at this time until we have a better way internally to determine funding compliancy and the impacts it has on
incentives.

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 27

Net New Logo Lead Gen Programs

VR MLB Edition ExtremeNOW Testflights

• Extreme partners can now offer • Extreme partners can plan and • Showcase the capabilities and
prospective customers and execute their very own pipeline- benefits of ExtremeCloud IQ
customers an immersive virtual building, Extreme-focused event. through a hands-on virtual
reality experience. workshop covering the
operational and technical
advantages of our solution.

Areas where Extreme can support you:

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 28
Data & Data Intelligence | Tools for invites, registration, virtual platforms | Content & Branding | Speakers | MDF $ |
Agency/Concierge Service
PARTNER MARKETING AND CAMPAIGN CENTER (PMCC)
FREE ACTIVITIES TO HELP PARTNERS DRIVE DEMAND

FREE Web Plugins (Microsite) FREE Email Nurture Tracks

• Showcase the latest Extreme Networks content on your website, with a • Drive demand, build pipeline
click of a button! • Enhance your digital presence through integrated marketing campaigns ,
• Easy to nurture and convert your site visitors into leads including email campaigns, companion web plugins, social media, and
• Customize your microsite sales collateral

FREE Social Media Syndication FREE Content Library

• Build a social strategy with automated and curated Extreme
Networks content
• Establish yourself as a thought leader
• Share to LinkedIn, Facebook, and Twitter
• Customize the imagery, messaging, and post time
• Access and provide your customers with relevant, educational, and
professionally developed content
• Include co-branded content across all your marketing efforts

© EXTREME NETWORKS, INC. ALL RIGHTS RESERVED. 29