Petra Heinrich, vice president, Partners and Alliances, EMEA, Red Hat
Red Hat, the world’s leading provider of open source solutions, today announced that it plans to build on its successful Partner Program in Europe, Middle East and Africa (EMEA) with a new program designed to focus on solution-based portfolios to sell to enterprises.
The program is arranged to encourage and reward partners to build multi-product knowledge within Red Hat’s three core partner specializations: datacenter infrastructure, middleware solutions and cloud infrastructure. Products will be categorized within each of these areas and partners will be given training in these areas and also supported by core go-to-market demand generation assets. Partners will be rewarded as they build knowledge and create go-to-market programs within each of the areas.
To help build capabilities within each specialization, Red Hat plans to give partners access to Red Hat’s new Online Partner Enablement Network (OPEN), providing virtual training, demos and access to a robust technical library, which for Advanced and Premier Partners will be free-of-charge. Additional program benefits planned include higher deal registration rebates for Premier Partners who have acquired more than the minimum required skills. Advanced and Premier Partners are expected to have the opportunity to earn access to business development funds for executing certain defined sales activities.
“In an ever-changing technology environment, where enterprises run a heterogeneous set of technologies, customers are looking for interoperable and open business solutions as opposed to individual point products that solve only a piece of a customers’ business problems. To enable our partners to make this change, we plan to make program benefits and integrated solutions training available that directly address key market plays,” said Petra Heinrich, vice president, Partners and Alliances, EMEA, Red Hat.
The evolution of the Red Hat EMEA Partner Program aims to meet both the needs of the channel business in EMEA and the expectations of Red Hat’s growing customer base in the region.
“Categorizing by solution, rather than capability or product, can be attractive to customers who want to move from siloed legacy assets to standardized open platforms. Our new program is designed to enable our partners to effectively sell across our portfolio in these new solution areas and gain new skills. The more skills a partner accumulates, the higher the benefits offered by the program. Not only will our partners benefit, but so should our customers,” continued Heinrich.
The new Red Hat EMEA Partner Program is scheduled to replace the existing partner program in May 2014. Partners can start achieving the new program requirements shortly to ensure their continued membership in Advanced or Premier levels.