Red Hat: solution-based portfolios key to new channel scheme

Red Hat redefines structure of EMEA channel partner programme to better support and enable resellers offering solution-based product sets to the market

Open source solutions specialist Red Hat has launched a new channel programme that it says will enable partners to focus on enterprise solution-based sales.

The firm’s new programme gives partners access to Red Hat’s new Online Partner Enablement Network, which will offer virtual training, demos and technical libraries – free of charge for Advanced and Premier level resellers.

Premier partners will also be able to get better deal registration rebates, as well as access to business development funds for executing certain Red Hat-defined sales activities.

Red Hat said the programme was specifically arranged to encourage and reward those that build up multi-product knowledge within its datacentre infrastructure, middleware solutions and cloud infrastructure specialisations.

““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,” said Petra Heinrich, vice president, Partners and Alliances, EMEA at Red Hat. “To enable our partners to make this change, we plan to make programme benefits and integrated solutions training available that directly address key market plays.

“Categorising by solution, rather than capability or product, can be attractive to customers who want to move from siloed legacy assets to standardised open platforms,” she continued. “Our new programme 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.”

The programme will go live in May 2014, giving Advanced and Premier partners over six months to bring their businesses in line with the new requirements.

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