Red Hat Updates North America Partner Program with Changes to Deal
Registrations and Teaming Agreements, and Additional Partner Enablement
and Training
SCOTTSDALE, Ariz.--(BUSINESS WIRE)--
Red Hat North America Partner Conference - Red Hat, Inc.
(NYSE:RHT), the world's leading provider of open source solutions, today
announced continued momentum and program enhancements for its North
America channel partner ecosystem. As businesses look for ways to build
and manage architectures to on-ramp to the open hybrid cloud, Red Hat
has made considerable efforts to enhance its partner program to provide
additional benefits and support to Red Hat partners.
Red Hat's channel ecosystem continues to grow and influence Red Hat's
total annual revenue, which came to $1.33B in fiscal year (FY) 2013.
Partners continue to be a growth driver for Red Hat, representing 60
percent of total bookings in FY2013 and 65 percent in the most recent
quarter (Q3FY14). One of the keys to Red Hat partners' success over the
years has been an open dialogue around what they need from Red Hat to
help them respond to market demands. This process has driven several
enhancements this year to Red Hat's North America Partner program,
including:
Revamped Partner Program
Red Hat unveiled their revamped North America Partner Program in
September 2013. The program features enhancements to Red Hat's Deal
Registration and Teaming Incentive programs, as well as Red Hat's Online
Partner Enablement Network (OPEN). Through the revamped North America
Partner Program, Red Hat intends to drive and build more relevant
relationships with partners, helping them differentiate themselves in
the market and be more profitable in their relationship with Red Hat.
Red Hat Deal Registration Program
Effective Sept. 1, 2013, Red Hat introduced a new Deal Registration
Program designed to provide approved Red Hat Premier, Advanced, and
Ready Business Partners with the ability to accrue additional benefits
when a partner identifies new Red Hat business opportunities and engages
in value added pre-sales activity in support of the growth of Red Hat
business. Red Hat's Deal Registration Program focuses on new business
opportunities and targeted sales initiatives where Red Hat's top
business partners have invested in identifying new customers, or have
co-invested in complimentary training around integrated Red Hat
marketing campaigns. The new deal registration benefits are 10 percent
for Red Hat Ready partners, 20 percent for Advanced partners, and 25
percent for Premier partners. Benefits to all partners include priority
resource allocation, increased margins, rewards for new business growth,
sales alignment, and support from Red Hat sales and technical resources.
A key element of this program is its multiple year renewal protection.
With it, deal registration benefits are available on the initial order
and two subsequent annual renewals.
Red Hat Teaming Incentive Program
Teaming agreements assist in engaging sales teams and act as a mechanism
for collaboration, encouraging teams to work together to develop and
drive net-new business. Through its new Teaming Incentive Program which
also took effect Sept. 1, 2013, Red Hat rewards its partners with an
incremental value incentive discount (VID) for value-add, pre-sale
activities when teaming early with Red Hat on opportunities. The value
incentive discount for approved Teaming Incentive Program deals are
unique to the partners that the Red Hat channel and account teams select
for opportunities. Under this program, eligible Red Hat Premier and
Advanced partners can receive a VID of 15 percent while eligible Red Hat
Ready partners can receive a VID of 10 percent for all approved
opportunities.
In addition to the above enhancements which are geared towards
commercial partners, Red Hat's Public Sector Partner Program continues
to offer its Preferred Pricing program. This program encourages partners
to pursue new opportunities and upsell existing renewals. While minor
changes were made effective Oct. 1, 2013, to establish a minimum deal
size ($20K MSRP), the program's core elements remain the same. Public
sector partners can email govchannel@redhat.com
for more details.
Online Partner Enablement Network (OPEN)
In addition to enhancements and changes mentioned above, Red Hat also
officially launched its Online Partner Enablement Network (OPEN) in
November 2013. OPEN is a training and accreditation platform designed to
empower partners and supply them with the reliable guidance and
technical information they need to assist customers in making sound
technology decisions. Red Hat's OPEN offering includes a technical
library, an on-line demo system, and on-line role based training. The
technical library shares white papers, reference architectures, slides,
and a variety of artifacts all tagged and current. This enables Red Hat
to share what resources we've found most useful in the field with our
trusted partners. The Red Hat Partner Demo System is available to
Advanced and Premier partners offering on-line and on-demand access to
Red Hat demo environments providing an environment for learning and
demoing our product portfolio. The on-line training provides training
across our product portfolio for sales, sales engineer, and delivery
roles with supporting individual and partner-level accreditations.
North America Partner Authorization Program
A recent addition to our partner benefits includes the North America
Partner Authorization program for our new and emerging products. The
authorization program provides early adopter access to sell and deliver
Red Hat's emerging technologies. Authorizations, including required
accreditations for middleware, cloud and storage, are meant to enhance
partner skills across sales, sales engineer, and delivery competencies.
The authorization program is designed to protect partners' investments
in sales and support activities by requiring minimum accreditations in
order to sell these new solutions.
For more information, please visit Red
Hat's Partner Center or email na-partner-helpdesk@redhat.com.
Supporting Quotes
Arun Oberoi, executive vice president, Global Sales and Services, Red
Hat
"Red Hat's richly expanded product portfolio of open hybrid cloud
solutions, are primed to help partners enable
Infrastructure-as-a-Service and Platform-as-a-Service for our customers
in an enterprise class open source development model. The increased
mainstream adoption of open source to enable next generation
infrastructure presents an exciting business momentum opportunity for
our partners."
Frank Seiferth, senior director, IIS
"The revamped Red Hat partner program has certainly raised the bar by
addressing three main areas that every partner requires for success: a
deal registration program that provides a predictable profitability
model, investment protection for identifying and actively working new
customer opportunities, and access to a relevant simple-to-use training
curriculum. Through the use of customer teaming agreements, partners are
embraced as an extension of the Red Hat sales and marketing teams into
existing accounts. These changes, plus extended deal registrations for
two additional periods, have the attention of our sales teams."
Peter Larocque, president, North America Distribution, SYNNEX
Corporation
"Through our partnership with Red Hat, SYNNEX is able to offer
strategic, game-changing services to our resellers and their customers
such as technical support and demos, proof of concepts, a fully
dedicated sales team and an expanded portfolio of open source solutions.
Together, Red Hat and SYNNEX provide resellers and their customers new
ways to differentiate themselves as the IT landscape continues to
evolve. We look forward to building upon our relationship with Red Hat
and maintaining strategic relationships with Red Hat's other partners as
they continue to gain momentum in the channel and implement innovative
program enhancements."
Additional Resources
Connect with Red Hat
About Red Hat, Inc.
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solutions, using a community-powered approach to reliable and
high-performing cloud, Linux, middleware, storage and virtualization
technologies. Red Hat also offers award-winning support, training, and
consulting services. As the connective hub in a global network of
enterprises, partners, and open source communities, Red Hat helps create
relevant, innovative technologies that liberate resources for growth and
prepare customers for the future of IT. Learn more at http://www.redhat.com.
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Emily Stancil Martinez, 919-301-3010
emartinez@redhat.com
Source: Red Hat, Inc.
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