EXTREME PARTNER

PROGRAMExtreme Networks NEW Global Partner Program Guide

January 1, 2018

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Program GuideEXTREME PARTNER

PROGRAM

Executive WelcomeAt Extreme Networks, we work on building strong relationships with our partners to ensure an exceptional customer experience is always delivered.

Our mission is to engage with the best technology partners in the industry and enable our partners to deliver the only end-to-end networking solution to customers.

The New Extreme Partner Program combines existing programs and acquired technologies within one simple, unified program to offer unmatched responsiveness and support to drive business.

It is designed to increase profitability and differentiation with leading solutions that enterprises today require, and to reward partners for new solution-selling, net new customer acquisition and adding expertise through new specialization programs.

Let’s Strategize and Win Together.

I invite you to spend some time to review the New Extreme Networks Partner Program Guide to learn more about our program model which includes the financial, technical, sales and marketing resources and benefits that will be made available to you through your commitment to Extreme Networks.

Sincerely,

Ed Meyercord President and Chief Executive Officer Extreme Networks

Table of ContentsExecutive Welcome 2

The Extreme Partner Network 3

New Partner Levels 4

Global Program Requirements 6

Training Certification Program 7

Global Partner Program Benefits 9

Partner Incentive Program 10

Partner Program Compliance 11

Market Awareness 12

Enablement and Demand Center 13

Contacts and Resources 14

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The Extreme Partner Network (EPN) offers partners new programs, initiatives and incentives that reward performance, allow for greater differentiation, and increased predictability so that partners can expand their Extreme businesses in software, services and solutions. As a reseller, the award-winning Extreme Partner Program enables and rewards partners at all levels for their capabilities, performance, and for delivering an exceptional customer experience.

The Extreme Partner Network (EPN)

The Extreme Partner NetworkExtreme Partner Program Extreme Technology Specializations Go To Market Programs Reward Programs

• Black Diamond• Diamond• Gold• Authorized

• Campus EXOS / Fabric• Access Wireless / WiNG • Data Center Switching• Management Center• Extreme Control• Data Center Software

• Cloud Managed Service Provider

• PartnerWorks Partner• IoT Partner • Direct Market Reseller

• Extreme Champions• Extreme Purple Points• Ultimate Warrior

Extreme Distribution Program Master Specializations Vertical Specializations Enablement Tools

• Diamond• Authorized

• Secure Automated Campus• Agile Data Center

• Hospitality• Extreme Talk Track Tool• Extreme Demand Center

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New Partner Levels

The Extreme Partner Program features three membership levels: Diamond, Gold and Authorized. Partners qualify for a single membership level based on previous and continued contributions to and investments in Extreme.

Diamond Diamond Partners deliver the highest value to their customers and demonstrate sales and technical expertise across all Extreme solutions, consistently achieving revenue targets while attaining high levels of customer satisfaction.

Diamond level membership provides partners with the richest program benefits and Extreme sales, marketing and support resources.

Gold Gold Partners have achieved proven success in the marketplace with Extreme solutions. Gold membership level Partners have access to an array of benefits designed to enable sales and technical competency to meet the needs of our mutual customers, and to increase revenue growth.

Authorized Authorized Partners is for those who are interested in starting their partnership with Extreme. Members have signed our reseller terms and conditions.

Black DiamondBlack Diamond is a special status outside of the partner program levels. This invitation only program is designated to the top performers within the partner network who have made a commitment to cross sell across all portfolios to achieve significant incremental revenue goals in 2018.

P A R T N E R

Authorized

P A R T N E R

Gold

P A R T N E R

Diamond

P A R T N E R

Black Diamond

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Extreme Partner Program OverviewRevenue and Training Levels Program Benefits

Diamond

• Growth Rebate

• Solution Rebate

• Net New Account Rebate

• Proposal Based MDF

• Deal Registration

• Not for Resale Discounts

Gold

• Solution Rebate

• Net New Account Rebate

• Proposal Based MDF

• Deal Registration

• Not for Resale Discounts

Authorized

•A - $2m

•B - $1m

•C/ Wireless/ Brocade - $500k

• 3 Extreme Sales Specialists(Overview)

•2 Specializations (x 2) required

•A - $250k

•B - $250k

•C/ Wireless/ Brocade - $150k

• 2 Extreme Sales Specialists(Overview)

•1 Specialization (x 2) optional

•Revenue not required

• 1 Extreme Sales Specialist - Overview, optional

• 1 Extreme Design Specialist(1 module of choice), optional

• Deal Registration

• Not for Resale Discounts

• Partner Locator (when certscompleted)

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Global Partner Program Benefits & Requirements2018 Extreme Partner Program Requirements Diamond Gold Authorized

Net Annual Product and Services Revenue EMEA

Category A (Germany) $2M $250K X

Category B (UK, France, Italy, Spain) $1M $250K X

Category C (Rest of EMEA, Wireless only) $500K $150K X

Net Annual Product and Services Revenue USCAN

Category A (US) $2M $250K X

Category B (Canada) $1M $250K X

Category C ( Caribbean, Wireless only) $500K $150K X

Net Annual Product and Services Revenue LATAM

Category B (Mexico) $1M $250K X

Category C (Rest of LATAM, Wireless only) $500K $150K X

Net Annual Product and Services Revenue APJC

Category B (Japan, South Korea, Australia, China, India) $1M $250K X

Category C (Rest of APJC, Wireless only) $500K $150K X

Sales and Presales Training (online, free of charge)

Extreme Networks Sales Specialist (ESS Overview) 3 certifications 2 certifications 1 certificate

Extreme Networks Design Specialist (EDS)included in specialization

requirements1 certificate (pick one)

Specializations

2 specialization tracks (2 individuals per track) 2 1 (optional) X

Other

Contract a a a

Website content syndication or Extreme Logo on partner website a a a

2018 Extreme Partner Program Benefits Diamond Gold Authorized

Economic Benefits

Growth Rebate Program $$$ X X

Solution Rebate Program $$ $ X

Marketing Development Funds proposal based proposal based X

New Account Rebate Promotion $ $ X

Deal Registration Discount & Protection a a a

Not for Resale (NFR) Program a a a

Enablement Benefits

Sales & PreSales Training (in person or online) a a a

Access to Remote Demo Lab (only with valid EDS certificate) a a a

Specialization Programs a a a

Configuration Tool (BMI) (on request) a a X

Partner SE Power Hour a a X

Roadmap Webcast (2x year) a a X

Priority Access to Live Virtual Demos 1st priority 2nd priority 3rd priority

Engagement Benefits

Authorized to Resell all Solutions a a a

Partner Portal & Demand Center Access a a a

Partner Certificates a a a

PartnerWorks Services Program eligible eligible on request

Sales Support PAM PAM/iPAM Distribution

Partner Locator 1st priority 2nd priority 3rd priority

included in specialization

requirements

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Global Program Requirements

Extreme Partner Program OverviewPartner ContractAll participating members in the Extreme Partner Program are required to consent to Extreme’s Channel Partner Terms and Conditions, or otherwise hold a current and valid written partner agreement with Extreme. To start this process please register on the Extreme Partner Portal.

Revenue RequirementsProgram level revenue requirements are set for 12 months backwards at point of leveling and are based on the net price for hardware, software and services purchases reported through Point of Sales (POS) data provided by Extreme Networks distributors or based on net sales data collected by Extreme Networks for direct purchases by the reseller partner. Professional services revenues are excluded. Revenue requirements apply to Gold and Diamond Partners only.

Training RequirementsTo maintain your Program level and participate in Program benefits, you must complete the sales, pre-sales and post-sales technical certification requirements as defined under Program Requirements. Training compliancy will be tracked quarterly and is a prerequisite to receive partner program benefits. Grace periods may apply. Review details on the next page and also on the Training Site on Partner Portal.

Business PlanBusiness plans are mandatory for Partners that participate in either the Growth Incentive Rebate (applies to all Diamond Partners) or partners that have been invited to the Black Diamond Program. Failure to submit a business plan may result in the loss of benefits under these specific programs. The business plan should be developed and reviewed with your Partner Account Manager (PAM) in accordance with the Program requirements set forth above. Click here to access the Business Plan templates.

Marketing PlanExtreme Networks Gold and Diamond Partners who want to participate in the propsal based Marketing Development Funds (MDF) program are required to create a marketing plan jointly developed by partners and their regional channel sales & marketing teams. Approval by Extreme Regional Marketing and Channel Sales is required prior to committing to or engaging in any MDF activity. Click here for all MDF collateral.

Website Content SyndicationAll Extreme Networks Partners are required to either use website content syndication, an offer that Extreme Networks provides at no cost (click here to use the service) or to at minimum put the Extreme Logo on their company website.

Partner Training courses and certifications have been renamed and include updates on entire portfolio. You can access the Learning portal through your Partner Portal Account. The following certifications are relevant for the partner program:

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Training Certification Program

Partner Sales Certification:• Extreme Networks Sales Specialist (ESS)

This curriculum provides partners with the company,product and competitive knowledge they need toposition, qualify, and sell Extreme Networks solutions.ESS courses and exams are available online via self-paced videos through the Partner Portal or in aclassroom setting. Various modules see below.

• Sales Certificates are valid for 1 year.

Partner Pre-Sales Certification:• Extreme Networks Design Specialist (EDS)

This curriculum is intended to help partners to learnto effectively demonstrate key features and businessbenefits of Extreme Networks solutions. It will enableyou also to design Extreme Networks solutions andto build bills of materials. EDS courses and examsare available online via self-paced videos throughthe Partner Portal or in a classroom setting. Varioursmodules see below.

• PreSales Certificates are valid for 2 years.

Partner Post-Sales Certification:• Extreme Networks Certified Specialist (ECS)

• The Extreme PostSales certification requirements willallow the partner to gain knowledge

• PostSales Certificates are valid for 2 years.

Certification Details:• Certifications must be held by full-time partner

employees and must satisfy all certificationrequirements. Individuals are required to refreshtheir Program certifications prior to their certificationexpiration date.

• Certifications are based upon individual performanceand remain with the individual. In the event the certifiedindividual leaves its employer, the Partner must replacelost certifications within 30 days.

• Certifications are based upon individual performanceand remain with the individual.

All partners on each level are required to take the basic sales trainings that Extreme provides on the the company, product overviews and positioning and strategies. New in this year´s Partner Program is the focus on Specialization Programs that are available by technology. Each Specialization Program includes full training set in sales, presales and postsales in the chosen technology.New Partner Certifications 2018

Specializations Sales PreSales PostSales

Sales Certification (~2 hrs)

Extreme Networks Sales Specialist (ESS)

Extreme Networks Design Specialist (EDS)

Extreme Networks Certified Specialist (ECS)

PreSales Certification (~2 hrs)

ESS OverviewESS SwitchingESS Wireless

ESS CloudESS Data Center

ESS Software

EDS SwitchingEDS Fabric

EDS WirelessEDS WiNG

EDS Data CenterEDS Software

ECS Campus EXOS Switching & R.ECS Campus Fabric Switching & R.

ECS Access WirelessECS Access Wireless WiNG*ECS Management Center**

ECS Extreme Control***ECS Datacenter SoftwareECS Datacenter Switching

ECS Cloud MSP

PostSales Certification (4 days) Qualify and Sell Demo and Design Deploy and Manage

*ECS WiNG includes N-Sight**New ECS MC will include Analytics***New ECS Access Control will include Policy

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Training and Specialization Requirments by LevelSpecializations are mandatory for Gold and Diamond Partners as defined below. Specializations will help partners show differentiated value to customers, and receive market recognition and branding, as Extreme will recognize the partner’s technology expertise and be able to advise customers regarding the Extreme Networks Portfolio.

For a detailed description on the Specialization programs terms and conditions please review the Specialization Guide.

Authorized Partners• For Authorized partners training certifications are only

required if the partner wants to be displayed on the PartnerLocator on the Extreme Networks external website.

• Sales Training: 1 x ESS Overview

• PreSales Training: 1 x EDS module of choice

Gold Partners• Sales Training: 2 x ESS Overview

• Pre and PostSales Training: included in specialization

• Specialization Required: 1 track of choice (1.1. through4.3) - 2 individuals per track

• Gold Partners need to meet the specializationrequirements to unlock program benefits such asSolution Rebates.

Diamond Partners• Sales Training: 3 x ESS Overview

• Pre and PostSales Training: included in specialization

• Specialization Required: 2 tracks of choice (1.1. through4.3) - 2 individuals per track

• Diamond Partners need to meet the specializationrequirements to unlock program benefits such asSolution Rebates and Growth Rebate

Extreme Partner Incentive Programs

• Growth Incentive Rebate - Diamond Partners

• The Growth incentive Rebate will drive partners tomutual growth with an attractive incentive which ispaid on dollar one when partners hit more than 110%of their individually set and agreed growth target.

• Rebates between 1% and 2% on full revenue amount!Cap at 150% growth.

• Partners must be training compliant to be eligiblefor payouts.

Specializations

Campus EXOS Switching

and Routing1.1

Campus Fabric Switching

and Routing1.2

Access WirelessExtreme

2.1

Access Wireless WiNG

2.2

Data Center Switching

3

Management Center

4.1

Data CenterSoftware

4.2

Extreme Control

4.3

Certifications required

All certifications – Sales, Presales and PostSales – listed within your chosen specialization track need to be completed to receive a "specialization badge"

Sales Certification

(~2 hrs)

ESS Switching

ESS Switching

ESSWireless

ESSWireless

ESSData Center

ESSSoftware

ESSData Center

ESSSoftware

PreSales Certification

(~2 hrs)

EDSSwitching

EDSWireless

EDS WiNG

EDS Data Center

EDSSoftware

EDSSoftware

EDSSoftware

PostSales Certification

(4 days)

ECS Campus Switching EXOS

ECS Campus Switching

Fabric

ECS Access

Wireless*

ECS Access Wireless WiNG*

ECS Data Center Switching

ECS Management

Center

ECS Datacenter Software

ECS Extreme Control

EDS Fabric

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• Solution Rebate - Gold and Diamond Partners

• This rebate will motivate partners to sell specificWireless, Switching, Data Center and Software SKUsto increase cross selling efforts. Cross selling hasproven to significantly improve the overall partnermargins and revenues.

• Rebates between 3% and 5% on selected SKUs.

• Partners must be specialized to unlock the rebates.

• Rebates is only paid on revenue from registered deals.

• Net New Accounts Rebate - Gold and Diamond

• This rebate will motivate partners to sell specificWireless, Switching, Data Center and Software SKUsto increase cross selling efforts. Cross selling hasproven to significantly improve the overall partnermargins and revenues.

• 10% Back end Rebate paid on all net new accountsclosed at maximum 57% discount to reseller.

• Partners must be training compliant to be eligiblefor payouts.

• Marketing Development Funds (MDF) - Goldand Diamond

• Diamond and Gold level partners worldwide areeligible to participate in the proposal based MDFprogram. Partner must be in good standing andcompliant with the requirements of the ExtremePartner Program

• Partner needs to develop a marketing plan thatshould include strategic goals, proposed activitiesand the ROI metrics by which the activities will bemeasured. Marketing plans must be completed priorto any Prior Approval requests.

• Extreme Deal Registration Program - All Levels

• Rewards Partners for exhibiting desired salesbehaviors, bringing new customer opportunities, andproviding value-selling by educating customers andprospects about Extreme.

• Deal Registration, Rules of Engagement, Guidelines,and FAQ can be found here.

• Not for Resales (NFR) Program / Demo EquipmentProgram -All Levels

• Partners may purchase a limited amount of DemoEquipment every year.

• Demo Equipment is available for purchase at aspecial discount based upon a limited value eachyear identified below. NFR Program discounts areonly recommended; for your actual NFR discountyou must contact your authorized Extreme NetworksDistributor upon receiving your NFR discountapproval number. Please submit your NFR using theNFR request form.

Partner Program Benefits

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Program Measurement Overviews

The chart below provides an overview of all programs that are available in 2018 and how they are being measured and paid.

Program DashboardsFor improved visibility partners will have access to their invidivual rebate tracking and claim tool through the Partner Portal.

All partners will only see rebates that they are eligible for based on their program level. It will enable you to see regular, monthly revenue uploads to help you to drive to the best profitability outcome.

Programs Eligible Products Specific Terms and Conditions Measurement Payment

Program LevelNet product revenue,software & services(POS) past 12 months

At point of leveling 12months rolling backwards

Annually Not Applicable

Solution Rebate and Master Accelerator

Selected product and software part numbers in Wireless, Switching, DataCenter and Software

Reserve the right to exclude low margin deals or fulfillment deals Requires Specialization Requires Deal Registration

Quarterly Quarterly

Growth Incentive RebateNet product revenueand Software (POS)

Reserve the right toexclude low margindeals or fulfillment deals

Bi-annually Bi-annually

Black Diamond RebateNet product revenueand Software (POS)

Reserve the right toexclude low margindeals or fulfillment deals

Bi-annually Bi-annually

New Accounts Rebate Promotion

Net product revenueand Software (POS)

For deals closed at 57% maximum Reseller discount

Quarterly Quarterly

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Partner Program Compliance

Managing program compliance is important to maintain customer satisfaction. Members who are proactive in maintaining their program requirements are most productive and successful members in the Extreme Partner Network.

Extreme Networks is committed to deliver visibility with annual partner level compliance management and ongoing communication, supported by a partner dashboard that you can access through the Partner Portal.

Partner Level Upgrades / DowngradesA member’s program level usually is determined at start of the Extreme Networks Fiscal Year, and based on the prior fiscal year revenue performance, training achievement and other program requirements criteria. Partners will keep their level throughout the Extreme fiscal year. However, Extreme reserves the right to downgrade a partner, if partner doesn't meet 80% of their quarterly revenue threshold over 2 consecutive quarters.

The following requirements must be met in order to maintain each Program level and access to the associated Program benefits:

1. Partners must have a signed reseller agreement withExtreme Networks.

2. Content Syndication or Partner Website branding is aprerequisite to receive partner program benefits.

3. Business & Marketing Plans need to be submitted forspecific programs such as Growth Incentive Rebate,Black Diamond Program and access to MDF.

4. Training/Specialization compliancy will be trackedquarterly and is a prerequisite to receive partnerprogram benefits.

5. Additional requirements may apply depending uponapplicable contractual terms and conditions and/orregional practices.

Other Remarks Eligible Transactions1. Transactions closed using special discounting

(Discount Approval for Non-Standard Pricing) and lowprofitability may be deemed ineligible from Programentitlement in Extreme’s sole discretion.

2. Transactions closed that are considered fulfillmenttransactions only and have been referred by ExtremeNetworks to the partner may be deemed ineligible fromProgram entitlement in Extreme’s sole discretion.

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Brand Awareness

Partner LocatorPartners are listed on Extreme Networks’ Partner Locator accessible by end-users on our external website. Listings are prioritized by Program level. Please note, that all Program requirements must be met in order to be listed on Partner Locator.

In addition to the program level the locater will display new value badges that partners can achieve.

Specialization BadgesDiamond, Gold, and Authorized Partners can obtain Specialization accreditation by completing the specialization program requirements. If partners have successfully been assigned a specialization level, they can request badges for own branding purposes with partnerprograms@extremenetworks.com.

PartnerWorks BadgeAs PartnerWorks Certified Partner your Company will be listed with the PartnerWorks badge on the Partner Locator. How to obtain PartnerWorks accreditation, please review the PartnerWorks Program Guide.

Partner Program Level LogoAs a Diamond, Gold and Authorized Partner you have access to an Extreme Partner level logo that may be used to promote your standing as an authorized Extreme Partner. Program level logos are available here on PartnerNet.

Training LogoTraining logos are available for all trainings that are part of the partner program requirements to promote your certification. Logos are available on request, please send email to education@extremenetworks.com.

Partner Level CertificateAs Diamond, Gold and Authorized Partner you are able to download your Company Partner Program Certificate from your account on PartnerNet.

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Enablement and Demand Center

Partner Mobile Demo-Kits Available for all partner levels. Affordable, robust, mobile demo-kits to showcase Extreme Networks wired/wireless networking and security solutions. Pricing and part numbers can be found on the Partner Portal/Demo Kit.

Configuration Tool (BMI)Access to the configuration tool is available on request for all Gold and Diamond Partners. Please submit request via Partner Portal/BMI Request form.

Business Transformation PlaybookIT solution providers are actively transforming their businesses around recurring revenue- based services. End customers are understanding the advantages of consuming IT as a service and are beginning to demand these solutions from their providers. The playbook is designed to help continue the transformation from traditional IT resale, through offering managed services, and ultimately to delivery of cloud-based services. This Partner Business Transformation Playbook is intended to be a comprehensive resource to assist partners in their journey.

Extreme Partner Level DiscountsBase level discounts for hardware, software and service programs are based on your program level. For indirect orders, contact your distributor to determine the discount they will provide.

Partner Portal Access Access to Extreme Networks Partner Portal housing partner exclusive information, resources, tools, and training system.

Demand Center AccessDemand Center provides you marketing services, programs and resources that will help you drive awareness and sales demand for Extreme Networks solutions. Self-service resources like Website Content Syndication, Email and Event marketing tools and multi-language campaigns are provided at no cost! Need help with EDF marketing planning or executing campaigns and activities? Our Concierge Service is here to help! Available to all partner levels. Learn more here.

Partner Listening Programs

Extreme Networks values direct feedback from partners. We regularly hold partner round table meetings throughout the year and seek input from our channel partner community through online surveys. Global/Regional Partner Advisory council is a global group of partners who serve as advisors to Extreme Networks and serve a as the voice of the global partner community. Gold and Diamond Partners are eligible. Participation is by invitation only.

ExtremeLive WebinarExtreme Networks hosts regular partner live trainings. Available to all authorized Partners. For an overview on the event calendar please click here.

http://www.extremenetworks.com/contact Phone +1-408-579-2800

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©2018 Extreme Networks, Inc. All rights reserved. Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks, Inc. in the United States and/or other countries. All other names are the property of their respective owners. For additional information on Extreme Networks Trademarks please see http://www.extremenetworks.com/company/legal/trademarks. Specifications and product availability are subject to change without notice. 12850-0118-04

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Contact and Resources

Extreme Networks Website

PartnerNet (Partner Portal)

Training and Certification

Deal Registration

Product Information

Become a Partner

Self-Paced Trainings on Program Elements – Visit our Brainsharks!

For questions or more information on the Extreme Networks Partner Program, contact your Channel Account Manager or send an email to partnerprograms@ extremenetworks.com.

Extreme Networks reserves the right to change this Program, and the requirements of its Channel Partners, at any time, including but not limited to discounts, rebates, participation requirements, and marketing funds. All information in this document is Extreme Networks Confidential Information and subject to the confidentiality provisions of the reseller agreements.

Extreme Networks Confidential. For Authorized Extreme Networks Partners only. Not to be distributed to third parties without the express prior written consent of Extreme Networks, Inc. Specifications are subject to change without notice.

About This Program GuideThis Extreme Networks Partner Program Guide is intended for partners participating in the Partner Program. Extreme Networks may post or otherwise publish Supplements to the Program Guide, providing more information or terms on Program requirements and benefits. Some Supplements and other information may be specific to certain regions and/or partner groups. Extreme Networks reserves the right, in our sole discretion, to decide when our posted fact sheets and program information may supplement or modify this Program Guide.

Please review this Program Guide carefully. This Program Guide provides the terms of your participation in the new Extreme Networks Partner Program. Please visit PartnerNet frequently for the most updated information and version of this Program Guide. If you (on behalf of yourself or your employer) represent yourself as an Extreme Partner Network member, or if you request, access, or use any benefits under the Extreme Networks Partner Program, you are agreeing to the terms and definitions of this Program Guide under Extreme Networks then-current policies and enrollment terms.