Extreme Networks gives D&H an expanded networking portfolio and an increased opportunity to attach new services, while Check Point provides enterprise security technology that can be sold in the midmarket and SMB.
Michelle Biase, general manager of D&H Canada
Distributor D&H Canada has expanded its portfolio by entering into two new distribution agreements. They have announced that they will carry Extreme Networks’ full catalogue of networking solutions for MSPs. These include sophisticated switches and high-density universal access points that leverage Wi-Fi 6E solutions with an emphasis on SD-WAN environments. D&H also announced they have entered into a new distribution agreement with Check Point Software Technologies, through which they will carry Check Point’s full suites of solutions including Quantum, CloudGuard, Harmony and Horizon solutions.
Extreme Networks is a long-standing player in the networking space, which in the last few years has transitioned to a cloud-first strategy, They are not cloud-only however, and D&H will carry their physical gear as well.
“They are still offering tech differentiation to their partner base, which means their hardware as well as their cloud services,” said Michelle Biase, General Manager of D&H Canada. “We are definitely going to sell their hardware.”
While Extreme Networks has been selling in Canada for many years, Biase said that their channel here has been limited in scope, something where D&H can help them grow.
“Extreme has a specialized channel in Canada,” she stated. “They have been mainly selling to MSPs. We want to expand that through VARs and additional MSPs, and will be working with them on ways to leverage their partner community.” This will include a use of D&H’s new “AIM” {Assessment, Implementation and Management] methodology focused on helping MSPs and VARs select appropriate services to attach to comprehensive, multi-vendor Modern Solutions.
Extreme Networks’ market positioning has varied over the years, but they tend to be mid-market with an enterprise presence. Biase said that the mid-market presence will be important in Canada.
“Canada is a country of mid-market and SMB organizations,” she said, “We at D&H have a long relationship with the mid-market and the SMB. The enterprise has a different sales focus. With Extreme, we will primarily focus on the mid-market and SMB spaces.” Extreme will also help D&H’s MSPs handle more top-tier infrastructure projects.
Cisco, one of Extreme’s competitors, is a long-time and important D&H partner. Biase said that offering both fits well, however, as part of a balanced portfolio.
“We are always looking to be able to offer options,” she said. “We want a broad focus of data centre partners, and are particularly interested in strengthening our mid-market play. It’s about having a broader suite of vendors.”
Extreme will also provide D&H MSPs with a competitively priced alternative in the mid-market space.
“Our conversations have been about a value proposition,” Biase said. “Price is important. We also have some partners who are interested in this because they are looking to diversify their procurement. We also want partners who offer managed services to extend their offerings around the network. Partners who come to us for things like collaboration, for example, we would like them to consider how they can do more around things like network assessment.”
D&H Canada also announced that they have signed a new distribution agreement with cybersecurity vendor Check Point Software Technologies, which serves the enterprise and midmarket spaces primarily, but has SMB offerings as well. D&H Canada will carry Check Point’s full suite of solutions including Quantum, CloudGuard, Harmony and Horizon. Check Point will play a key role in D&H’s Modern Security offerings, which is a key area of their growing Modern Solutions Business Unit.
CloudGuard, which broadened Check Point’s cloud capabilities through the 2018 acquisition of startup Dome9, is targeted mainly at the MSSP market. The Quantum line consists of next-gen firewall security gateways. Harmony is a unified security service offering, while Horizon is an XDR, MDR and events management platform.
“CloudGuard is popular and we expect it will do well with our managed services partners, but we will sell the full portfolio, because even cloud-focused customers often have hybrid requirements,” Biase said.
Check Point has used TDSYNNEX for their distribution, but D&H is looking to broaden Check Point’s partner base in Canada.
“Check Point is best known as an enterprise player, but they also sell into the midmarket, and Canada is mainly SMB and midmarket,” Biase said. “We think that we can help them in the SMB as well as the midmarket.”
Extreme Networks and Check Point will participate in D&H Canada’s upcoming Montreal THREAD Technology Conference on November 8, 2023.
