The VAR Guy

Extreme Networks isn’t a networking giant. Instead, the company quietly focuses on four core vertical markets: Higher education, government, health care and hospitality. Think about that for a minute… At a time when everybody is concerned about an IT spending slowdown, three of Extreme’s four target markets are somewhat insulated from economic turbulence. That’s a pretty compelling message for partners seeking to maintain healthy revenue pipelines.

Cisco Systems is practicing what it preaches. For the past year, the networking giant has helped partners to recruit, retain and empower employees. Find your best talent, the networking giant said, and promote it. Cisco followed that very advice when the company named its new North American channel chief, Wendy Bahr (pictured).

The VAR Guy isn’t looking for a new job. But if he were a channel expert (rather than a pretender), he’d send his resume into fast-growing open source companies that are seeking partner program expertise. Two prime examples: MySQL and SugarCRM both have open positions for channel veterans.