Extreme Networks (EXTR) investor relations material

Industry trends and technology upgrades

• Enterprises are rapidly upgrading to next-generation wireless (Wi-Fi 7) and advanced antenna technologies, especially in large venues, to support higher bandwidth and more reliable connectivity.

• The shift from user-driven to agent-to-agent workflows is increasing network complexity, driving demand for automation and AI-based network management platforms.

• Wi-Fi 7 adoption is leapfrogging previous generations, with many customers upgrading directly from Wi-Fi 4 or 5, benefiting from expanded spectrum and improved user experiences at high-density events.

• Networking is expanding into new environments like retail and airports, supporting automation, security, and real-time applications such as facial recognition.

• Wi-Fi remains a cost-effective alternative to 5G for venues with sporadic high usage, with telecom operators often partnering to deploy Wi-Fi solutions.

AI, automation, and platform evolution

• AI is enabling new use cases in manufacturing, security, and automation, with network upgrades driven by both performance and security needs.

• The Platform ONE suite is evolving, with Agent ONE launching soon to enhance automation and troubleshooting, followed by Operator mode for agent-to-agent workflow automation later in the year.

• AI-driven platforms are lowering barriers for network engineers, enabling easier transitions from legacy systems and supporting both campus and data center management.

• The rollout of Agent ONE is expected to significantly reduce mean time to resolution for network issues, improving productivity and user experience.

• On-premises AI management solutions are being developed to meet regulatory and security requirements, especially for government and regulated industries.

Business model transition and financial outlook

• The company is transitioning from traditional support to SaaS-based subscription models, with Extreme Platform ONE driving a growing share of deferred revenue.

• By the end of FY27, half the customer base is expected to be on Platform ONE, with the transition largely complete by FY28, setting up for accelerated subscription revenue growth.

• Pricing power has increased due to product improvements and supply chain management, with stable discounting and strategic price guarantees supporting steady demand.

• Bundling of services is tailored to customer needs, with a focus on networking rather than unrelated add-ons, and partnerships used to deliver best-of-breed solutions.

• Supply chain advantages, especially in memory inventory, are enabling share gains as competitors face longer lead times.