| Red Hat makes major channel changes |
Mar. 13, 2007
Red Hat Inc. has announced a major expansion of its global partner programs, including new channel programs to help increase collaboration between Red Hat and its partners around the world. Red Hat's JBoss middleware products will feature largely in these greater partnerships.
For the past six months, Red Hat has been bulking up its global staff in preparation for this development. In October 2006, the company lured Mark Enzweiler, former channel leader at Lenovo, away to head up its North American Channel Sales in October 2006. Petra Heinrich left Novell to develop Red Hat’s European channel in January of this year. Former Sun executive Masatsugu Kogetsu came on board last month to lead channel development at the Red Hat Japan Team.
"We've redefined our channel strategy in close collaboration with global partners in an effort to dial partners into the rapid growth opportunities" projected for Linux, says Mark Enzweller, VP of channel sales at Red Hat. Indeed, IDC stated in a December 2005 study that the growth opportunity for Linux hardware, software, and operating system services could increase from $15 billion in 2005 to over $40 billion by the year 2010. "Customers will benefit from streamlined processes that will make open source technology" easier than ever, and will "have more choices for efficient procurement."
The broader partner channel consists of four main steps, which Red Hat says will soon be available worldwide.- With its Global Partner Program, Red Hat says it is tripling the value of its offerings to business partners around the world. These offerings include training benefits for RHCE (Red Hat Certified Engineer) and RHCA (Red Hat Certified Architect), participation in MDF (Marketing Development Funds) programs for demand generation, and leads for qualified partners.
- The Certified Service Provider Program (CSP), first announced in January of this year, is an invitation-only global service. Red Hat hopes the CSP will increase the use of open source through collaboration with Red Hat Global Professional Services, its resources and expertise.
- Red Hat said it will be making its Partner Portal services available in Spanish, German, Japanese, Chinese, and French. According to the company, the Partner Portal, established in 2003, enables easier global business interaction with Red Hat. For instance, partners can access leads, obtain technical certifications, and communicate with Red Hat "easily and seamlessly" via the portal.
- The Red Hat Subscription Center should make it easier for partners to renew customer subscriptions. The Center will keep partners apprised of such renewals, Red Hat claims, which it says will give partners the chance to participate in the annuity business.
Some current channel partners have spoken strongly in favor of these new offerings. Senior Vice President of U.S. Marketing Bob O'Malley of Tech Data Corp. said approvingly: "Red Hat is demonstrating its commitment to the channel by investing in resources, infrastructure, and programs designed to help resellers grow their business."
"Red Hat's CSP provides [us] with incremental services revenue and new business opportunities," said Bert Condensa, Helio Solutions' executive VP of sales. "We have experienced a measurable increase in the value we receive from Red Hat based on their enhanced focus on the channel.”
See Red Hat’s channel Web site for more information on the company’s new channel strategy and programs.
-- Rachel Schmutter
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