Red Hat
EMEA PARTNER MANUAL
RED HAT CLOUDFORMS OPENSHIFT BY RED HAT RED HAT OPENSTACK RED HAT ENTERPRISE LINUX RED HAT ENTERPRISE VIRTUALIZATION RED HAT JBOSS MIDDLEWARE RED HAT STORAGEPetra Heinrich
Vice President Partner & Alliances EMEA
Red Hat PaRtneRsHiP
WHAT IS IN IT FOR ME?
The software market is going open source. You know it. We know it. The industry knows it. The only questions are: ‘How fast?’ and ‘Who will win?’
As a Red Hat partner, the answers to both these questions are in your hands:
• The demand for open source solutions is already there.
• We have the products and the support tools to help you meet it. • You have the customers, the skills and the experience to succeed.
Above all, it is a partnership based on ensuring commitment to active participation,
competence in advising customers, and contribution to revenue and reference generation.
The result: rapid growth that means we both win. The open source revolution is already in full swing. Make the most of your chance to profit from it, with Red Hat.
For Red Hat, the partner ecosystem is key - that is why we are listening to you
and looking for innovative approaches to provide a first class partner program.
Start working with us now, and let’s win together.
Welcome
Red Hat Partnership: What is in it for me? 01 oPPoRtunity
Open Source - Why should I care? 04
Red Hat is best? Prove it. 07
What is the business model? 08 PRoducts
What are Red Hat’s core solutions? 12
What are my basic benefits? 15
Are there different partnership levels? 16
Benefits
How will you help me sell? 20
What marketing support do I get? 22
How do we develop our skills? 24
What other support do I get? 26 develoPment
I want more - what is next? 30
The new Partner Program. More skills. More solutions. 32
How do I get there? 34
ResouRces
How do I get help from Red Hat? 38
When should I contact the Partner Help Desk? 40
What does the online Partner Center do for me? 42 RequiRements
What do I need to do next? 46
How do I become the best? 49
Can you give me a summary? 50 faqs
oPPoRtunity
Opp
O
r
oPen souRce
WHY SHOULD I CARE?
estaBlisHed tecHnology.
incReasing demand.
PRofitaBle gRoWtH.
Everyone in IT is talking about open source – but it is not new any more and it is not a fad. It is tried and tested mainstream technology in the enterprise environment. Before too long, all software will be built this way. In the meantime, it’s still a high-growth opportunity.
For Solution Providers, Integrators and Developers like you, this makes for a profitable opportunity to generate revenue right now, and for a long time to come.
Established
Open source technologies are mature and proven in the enterprise.
Growing
More enterprises are looking to expand their use of open source.
Cost-effective
Low cost of entry across hardware, administration and software.
Secure
Red Hat is Best?
PROVE IT.
We can give you 6 Reasons (at least!)
Customers trust us
More than any other open source provider.
You get the right products and business model
With the leading Linux and open source technology, sold via subscription. This means value for customers and recurring revenue opportunities for you.
We are open and engaged
Our processes, knowledge and ideas are open to all. Our experts are involved in open source outside of Red Hat.
The technology works
Outstanding audited performance, security, scalability and availability. That is proven across enterprise classes and industries.
We are always available
For you and your customers with expert support, training and consultancy.
We want to work with you and them
Collaboration is at the heart of everything we do, with our partners and the big names you know, such as such as HP, IBM and others.
Business requirements and the technology that supports them are evolving quicker than ever. That is why a subscription model makes so much sense for everyone. Organizations get updates more regularly and without additional cost, so satisfaction is high. It is what we call low cost, high value computing. And as a partner, you get recurring business opportunities and closer relationships with your customers.
Subscription - the easy sale
A subscription is an easy sale to customers when compared with expensive and inflexible proprietary solutions. It gives them low, predictable costs plus seamless support, updates and maintenance. As well as subscription renewals that give you a long-term,
recurring revenue stream.
renew and repeat
The renewal process keeps you in touch with your customers and also gives you a great opportunity to cross- and up-sell as their requirements change. We are here to help you make the most of the opportunity. Red Hat‘s Renewals Program provides two layers of support to our EMEA partners, to help with managing subscription renewals.
• A dedicated renewals team, to provide you with information, advice and assistance.
• An easy to use web portal, allowing you to see your current renewal opportunities and manage them quickly and easily. Accessible for Red Hat Advanced and Premier Partners only.
WHat is tHe
BUSINESS MODEL?
suBscRiPtion and ReneWals
Visit the portal now at
redhat.connectpartnerportal.com
Opp
O
r
red Hat JBoss Middleware –
More value and choice on-premise or in the cloud.
With Red Hat JBoss Middleware you can do more. For much less. Cost-effectively develop, deploy and manage applications. Update business processes faster, integrate more services and data either on-premise or in the cloud.
red Hat Cloud Computing – real clouds. today.
Red Hat delivers the infrastructure needed for reliable, agile and cost-effective cloud computing. Red Hat‘s open source approach ensures maximum interoperability, so customers can build clouds from the components they already have. No ‘rip and replace’ requirement means an easier sale for you too.
Learn more
www.redhat.com
red Hat Enterprise Linux -
More reliable. More open. More comprehensive.
Red Hat Enterprise Linux sets new standards for open source software in flexibility, efficiency and control. It works across a broad range of hardware architectures, hypervisors and clouds. It gives your customers the freedom to focus on growing their business, knowing they have a technology platform.
red Hat Enterprise Virtualization –
One platform for virtual servers and desktops.
Red Hat Enterprise Virtualization provides leading performance and scalability for enterprise applications. That‘s because it’s built on Red Hat Enterprise Linux, a platform that is trusted by thousands of organizations running millions of systems around the world. Your customers can have complete confidence in it.
red Hat Storage Server – Smarter Enterprise storage.
Red Hat Storage Server helps you to manage the the explosion of big, semi-structured and unstructured data growth within your customer environments. While maintaining the storage performance, capacity and availability your customer needs to meet their most demanding enterprise storage requirements.
WHat aRe
RED HAT´S
CORE SOLUTIONS?
Red Hat enteRPRise linuX – enteRPRise viRtualiZation –
stoRage - middleWaRe – cloud comPuting
WHat aRe my
BASIC BENEFITS?
ResouRces to HelP you succeed WitH us
Red Hat products and solutions power the growth of your business by enabling you to solve your customers’ technology and business challenges. And we will support you every step of the way.Key benefits* for Red Hat Partners:
Marketing and Sales
Access to Red Hat product and solution materials as well as the Red Hat Sales/Marketing Team to support the sales of your own Red Hat-based offerings.
Partner Center
Your one-stop online information resource and management tool for all aspects of your partnership with Red Hat.
Visibility on the Red Hat Website
Your listing within the Red Hat Partner Locator on our website will help prospective customers find you easily.
www.redhat.com/wapps/partnerlocator
Training and Education
Participation in Red Hat‘s highly respected free and paid-for training courses, onsite or online. You may also be eligible for exclusive partner discounts on paid-for training.
Joint Lead Generation Activities
To work with us, using MDF, joint campaigns and events, is one of the most effective ways for you to win new customers.
* = Access to certain benefits depends on the partnership level.
aRe tHeRe diffeRent
PARTNERSHIP LEVELS?
yes! WoRK WitH us youR Way.
The Red Hat Partner Program has three levels. It’s a simple structure that still gives you the flexibility to work with us in the way that makes most sense for your business. It also gives you the opportunity to access additional benefits in return for increasing your Red Hat skills and commitment to selling our products and solutions.
Red Hat Advanced and Premier Business Partners will must specialize in one of three core areas - Red Hat Data Center Infrastructure,
Red Hat Enterprise Middleware Solutions or Red Hat Cloud Infrastructure. Doing so will make your particular expertise more visible to your prospects and customers. It also gives you access to additional product/solution specific benefits
such as technical support and discounts, depending on your specialization and partner level.
red Hat ready partner
Entry level into the Partner Program or for partners with an opportunity-driven Red Hat business.
red Hat Advanced partner
Qualified partners with Red Hat certified expertise and a track record of completing successful Red Hat projects.
red Hat premier partners
Premier
Red Hat Partner demo system
Demo effectively with pre-configured demos
Access to Red Hat Sales Teams
Work directly with us to close deals
Lead Distribution (preferred)
Proactive lead distribution
Demand-generation Campaign Participation Eligibility
Access to Red Hat campaigns
Partner Manager
Personalized account management to maximize your success
Red Hat Deal Registration Program
Register your deals and receive higher discounts for selling Red Hat
Special Bid Request
Special pricing to help close large deals
Access to Transactional
Discounts Program for customers
Tiered discount model based on transaction size
Business Development Fund Eligibility
For selected sales activities
Advanced
Red Hat Partner demo system
Demo effectively with pre-configured demos
Access to Red Hat Sales Teams
Work directly with us to close deals
Lead Distribution
Proactive lead distribution
Demand-generation Campaign Participation Eligibility
Access to Red Hat campaigns
Red Hat Deal Registration Program
Register your deals and receive higher discounts for selling Red Hat
Special Bid Request
Special pricing to help close large deals
Access to Transactional
Discounts Program for customers
Tiered discount model based on transaction size
Business Development Fund Eligibility
For selected sales activities
Ready
Renewals annuity business
Annual subscriptions provide recurring revenue and up/cross-selling opportunities
Red Hat Partner
Sales Benefits
HoW Will you
HELP ME SELL?
tHRougH close collaBoRation and sales suPPoRt
Red Hat works with you to help generate leads and close deals.
WHat
maRKeting
suPPoRt
DO I GET?
Premier
Free Demo Subscriptions – Not For Resale
For training, testing and customer demos
Campaign Template Guidelines
Customizable demand generation materials
Partner Program Logo Usage
Partner level-specific logos for customer communication pieces
Red Hat Website Listing
Online promotion in the Red Hat Partner Locator
Partner Program Certificate
For onsite promotion of partner status
Market Development Funds eligibility per Annual Business Plan
Marketing funds provided based on alignment with Red Hat strategy
Advanced
Free Demo Subscriptions – Not For Resale
For training, testing and customer demos
Campaign Template Guidelines
Customizable demand generation materials
Partner Program Logo Usage
Partner level-specific logos for customer communication pieces
Red Hat Website Listing
Online promotion in the Red Hat Partner Locator
Partner Program Certificate
For onsite promotion of partner status
Ready
Free Demo Subscriptions – Not For Resale
For training, testing and customer demos
Campaign Template Guidelines
Customizable demand generation materials
Partner Program Logo Usage
Partner level-specific logos for customer communication pieces
Red Hat Website Listing
Online promotion in the Red Hat Partner Locator
Red Hat Partner
Marketing Benefits
logos, collateRal and mucH, mucH moRe.
You will have access to a comprehensive range of tools and assets that help you differentiate your offering.
HoW do
We develoP
OUR SKILLS?
Premier
Sales and Technical Partner Seminars
Seminars held at Red Hat or partner premises
Web-based Product Training
Regular product-specific webinars
Online Sales Training
Web-based sales training modules
Technical Training Discount (30%)
Partner level-specific discounts for Red Hat Training classes
Online Technical Training
Web-based technical training
modules for all required accreditations
Advanced
Sales and Technical Partner Seminars
Seminars held at Red Hat or partner premises
Web-based Product Training
Regular product-specific webinars
Online Sales Training
Web-based sales training modules
Technical Training Discount (25%)
Partner level-specific discounts for Red Hat Training classes
Online Technical Training
Web-based technical training
modules for all required accreditations
Ready
Sales and Technical Partner Seminars
Seminars held at Red Hat or partner premises
Web-based Product Training
Regular online product-specific webinars
Online Sales Training
Web-based sales training modules
Red Hat Partner
Training Benefits
seminaRs, WeBinaRs and tRainings
Whatever your partner level, we have all the tools and resources you need to maximize your organization’s expertise in Red Hat solutions.
WHat otHeR
suPPoRt
dO i GEt?
Premier
Knowledgebase Access Comprehensive online technical resources Technical Library Up-to-date technical content on Partner CenterDiscount on Red Hat Professional Services (10%)
Partner level-dependent discount
Developer Support
For middleware partners
Technical Pre-sales Support (web-based)
Online pre-sales support with 48-hour response time
Onsite Pre-sales Engagements
Support from Red Hat pre-sales teams for high profile projects
Co-engagement with
Red Hat Consulting* (preferred)
Support from Red Hat specialists on complex projects
Advanced
Knowledgebase Access Comprehensive online technical resources Technical Library Up-to-date technical content on Partner CenterDiscount on Red Hat Professional Services (10%)
Partner level-dependent discount
Developer Support
For middleware partners
Technical Pre-sales Support (web-based)
Online pre-sales support with 48-hour response time
Onsite Pre-sales Engagements
Support from Red Hat pre-sales teams for high profile projects
Co-engagement with Red Hat Consulting*
Support from Red Hat specialists on complex projects
Ready
Knowledgebase Access Comprehensive online technical resources Technical Library Up-to-date technical content on Partner CenterRed Hat Partner
Technical Support Benefits
* = based on participation rules
KnoWledge and engagement
Technical support benefits help you sell and market Red Hat solutions as effectively as possible.
For more information
i Want moRe
WHAT IS NEXT?
tRaining, ceRtification and sPecialiZation
As a Red Hat Partner, you can earn and learn at the same time. There are lots of collateral pieces, tools and software to help you along the way. But with a little effort, there’s even more value available. By completing Red Hat Training and Certification, you can achieve one of the following:
Ready Partner Level
Once you‘ve started doing business with us, staff training and certification is an important step in growing successfully with Red Hat and moving up to the Advanced Partner Level.
Advanced Partner Level
With trained staff, you’ll have access to enhanced benefits and additional business-building resources.
Premier Partner Level
Build a strategic relationship with Red Hat. Closer involvement also means
higher visibility for your business.
As a Red Hat Advanced or Premier Partner, you can specialize in
Data Center Infrastructure
Enterprise Middleware Solutions or
Cloud Infrastructure
Each specialization gives you access to additional tools and an exclusive logo that highlights your skills and differentiates your business.
Free online courses are available via the Partner Center for Advanced and Premier Partners for all specializations.
tHe neW
PaRtneR PRogRam.
MORE SKILLS.
MORE SOLUTIONS.
Red Hat PaRtneR sPecialiZations
There are three Red Hat Partner Specialization tracks that will reflect your core business activity. Each track requires a base skill in order to upgrade to the Advanced Partner level.
For the Premier Partner level additional skills are required.
Base/Entry Skills
Optional, additional skills
platform Platform Migration Virtualization Storage data Center infrastructure Application development Middleware Migration
Middleware Integration Services Business Process Automation
HoW do i
GET THERE?
Red Hat PaRtneR sPecialiZation
A Specialization track consists of various skills. A Specialization can be granted upon the completion of the requirements of the base skill. Each skill consists of role based accreditations. Three roles will have to be achieved for a full approval of a skill.
The three roles that comprise a skill are:
Red Hat Sales Specialist
Red Hat Sales Engineer Specialist Red Hat Delivery Specialist
An individual may hold more than one accreditation. The training modules for all accreditations are available online for Red Hat Partners.
For more information on whether additional certification requirements may apply, please consult the Partner Program website at www.europe.redhat.com/partners/
HoW do i get HelP
FROM RED HAT?
use ouR PaRtneR HelP desK!
We’re proud of the close and constructive relationship that we have with our partners. They are central to our mutual success and improvement of Red Hat’s offerings. That’s why we do all we can to support you in marketing, selling and deploying Red Hat solutions successfully.
There are two main channels for access to Red Hat support and resources:
The Red Hat Partner Help Desk
Just call us with your questions, feedback and suggestions.
We speak English, German, French, Italian, Spanish, Russian and Polish.
The Red Hat Partner Center
This is your constantly updated online source for Red Hat News, Information, Events, Training, Sales and Marketing tools. It is available for you at www.partner.redhat.com.
Red Hat EMEA Partner Help Desk
Telephone 00800 73 34 28 88
(English, German, French, Italian, Spanish, Russian and Polish) Email: [email protected]
So, if there’s one thing you can be sure of, it is this:
As a Red Hat Partner, you are never on your own.
WHen sHould i contact
THE PARTNER HELP DESK?
WHeneveR you need to!
The Red Hat Partner Help Desk service is available to answer your email and telephone queries in seven European languages.
The typical reasons for contacting us include:
Questions about the Partner Program
Whatever it is you’re not sure about, just call us to talk it through.
Questions about the Products
From the Red Hat and JBoss product portfolio, to our Virtualization, Storage and Cloud technologies, even our Consulting and Education Services – ask us anything and we’ll get you the answer.
Advice on Sales
Want to know more about our Demand Generation Programs, how you can sell more, or what to offer a particular customer? Call us.
Partnering Opportunities
If you’re interested in working more closely with Red Hat, call the Partner Help Desk to learn more about collaboration opportunities.
Feedback and Suggestions
Whether you’re delighted or disappointed, we want to hear about it. Calling the Partner Help Desk is the best way to make sure you get heard.
Technical Pre-sales Support
Need technical assistance within the sales process? The Partner Help Desk can put you in touch with our Pre-sales Specialist team.
WHat does tHe online
PaRtneR centeR DO FOR ME?
it Puts you in contRol.
As a Red Hat Partner, you automatically get access to the Red Hat Partner Center,
our online content repository and Partnership Management tool. Using the Red Hat Partner Center is the best way to tailor your participation in the Red Hat Partner Program to suit your needs. partner Center Area
Our Content
Home
News Summary, Key Documents and Account Management options.
Sales
White Papers, Price Lists, Sales Guides, Presentations for customers, Success Stories and Sales resources.
Marketing
Product Information, Presentations and Collateral around current Campaigns and Promotions.
training
Technical and Sales online training for all Specializations required in the Red Hat Partner Program.
news & Events
Latest Announcements and Events, plus Newsletter and Webinar sign-up.
partner toolbox
NFR subscriptions, Reference Nominations, Partner Certifications and a Partner Community area for your ideas.
tech Support
Access to Manuals, Product Support Documents, Knowledge Archives, Download Area and the Technical Partner Help Desk.
Learn more
www.partner.redhat.com
The Red Hat Partner Center puts you in control of your relationship with us. It also provides the information, resources and tools you need to maximize your Red Hat open source revenue opportunities. The ‘Benefits’ section of this manual contains additional information on what’s available.
your Benefit Fast access to all the latest Red Hat information and resources; easy management of your company profile.
Close Sales easily with essential collateral.
Ready-to-use tools and co-branded material to increase awareness and support your lead generation.
Get your Sales and Technical team trained and accredited whenever they are available. Save money and time.
Stay informed to take
advantage of new opportunities.
Easy access to tools for managing your Certifications, Reference Customers and Partner Level.
Support your customers and ensure solution quality with comprehensive technical information. Get the latest Red Hat Enterprise Software.
WHat do i need
TO DO NEXT?
it’s uP to you!
You’ve already fulfilled the basic requirements for Red Hat Ready Partner status. You can start selling Red Hat solutions right now if you want. But to really make the most of the Red Hat Partner Program, and to maximize your revenue opportunities, you should consider:
By achieving a specialization in Red Hat Data Center Infrastructure, Red Hat Enterprise Middleware Solutions or Red Hat Cloud Infrastructure you can become an Advanced Business Partner to access additional benefits and resources that help you grow your open source business.
Finally, you can become a Premier Business Partner by building a strategic relationship with us and achieving the highest level of partner visibility.
Red Hat supports the entire partner ecosystem including Solution Providers, Corporate Resellers, Independent Software Vendors (ISVs), Systems Integrators (SIs), Training and Hosting companies.
Red Hat has a broad ecosystem of Independent Software Vendor (ISV) partners with thousands of applications that are enabled to run on Red Hat Enterprise Virtualization through our “certify once, deploy anywhere“ partner pledge. This ecosystem enables our customers to benefit from new technologies and cost savings driven by open source virtualization.
Visit the Red Hat Partner Program homepage to identify the right program track for you: www.europe.redhat.com/partners/
HoW do i
BECOME THE BEST?
By giving us 5!
To make the most of your partnership with Red Hat, you need to give us
your best in 5 key areas. Rest assured, we’ll be there to help, every step of the way.
Technical Expertise
Train and certify your engineers and architects with Red Hat Training to build and maintain expertise.
Sales Skills
Maximize the credibility of your sales staff via Red Hat Sales Training and Events.
Customer Focus
Show your customers how Red Hat’s open source solutions meet their needs with reliability, performance and cost-effectiveness.
Proof of Competence
Promote your partner status and expertise to work with us to produce case studies.
Active Commitment
Define revenue targets in a business plan and forecast, participate in joint marketing campaigns and secure a Specialization.
rE
quir
EME
nt
can you give
ME A SUMMARY?
yes We can!
The table opposite is a quick guide to the requirements for each partner level.
You can find a more detailed version online at www.europe.redhat.com/partners/
Premier
Specialization
Choose at least one out of: Data Center Infrastructure, Enterprise Middleware Solutions, Cloud Infrastructure Fee Yes Red Hat Sales Specialists* 4
Red Hat Sales Engineer Specialists* 4 Red Hat Delivery Specialists* 4 Business Plan with revenue targets
Annual Sales Forecast Quarterly Success Stories 2
Advanced
SpecializationChoose at least one out of: Data Center Infrastructure, Enterprise Middleware Solutions, Cloud Infrastructure Fee Yes Red Hat Sales Specialists* 2
Red Hat Sales Engineer Specialists* 2 Red Hat Delivery Specialists* 2 Business Plan with revenue targets
Optional Sales Forecast No Success Stories 1
Ready
Specialization N/A Fee No Red Hat Sales Specialists* 1Red Hat Sales Engineer Specialists* 0 Red Hat Delivery Specialists* 0 Business Plan with revenue targets
No
Sales Forecast
No
Success Stories
No
* = One individual can hold multiple accreditations.
Please note; additional certifications may be required at the Advanced and Premier Partner Level. Please see the Red Hat Partner Program Guide for more information.
faqs
WHat did i
FORGET TO ASK?
PeRHaPs some of tHe fRequently asKed questions
If your questions are not among those listed, we are happy to answeryour specific questions through the Partner Help Desk anytime.
How do i request evaluations for end-customer projects?
Send an email to
[email protected] with a project description and details including Company Name, Contact Person, Email Address, RHN Login and evaluation duration.
How do i find red Hat partner Logos? Please send an email to
Visit the Red Hat Partner Center to download logo usage guidelines. Please contact Customer Service to resolve any entitlement problems.
How do i request a ‘not For resale’ (nFr) subscription?
The NFR process is automatic. Once you have completed your Partner Profile and agreed to the Red Hat Partner Acceptance Document online, you will have access to the NFR subscription within 7 working days.
How do i download nFrS?
Visit https://access.redhat.com and log in to the Red Hat Network using the details provided below:
• Click on the ‘Downloads‘ tab in the black bar at the top of the page.
• You will see all available products on this page.
• Choose the appropriate product offering and then click the blue ‘Download Software‘ button.
• Now you will see a list of available products and architectures.
• Select those you require.
How do i renew my nFr subscriptions?
The NFR renewal process is not automatic. If you discover your NFR has expired, please send an email to
[email protected] and provide the following information: Subject: Renew NFR
Company Name RHN Login ID
Where can i find the latest pricing information?
You can find the latest EMEA Channel Price Book at the online Red Hat Partner Center.
How can i access previous versions of red Hat Enterprise Linux products?
A Red Hat Enterprise Linux subscription provides you with access to all current and previous versions.
The ISO download images for all current and previous versions can be found in the ‘Downloads‘ section of Red Hat Network.
Where do i find the list of official red Hat distributors in my region?
The complete list can be found online at
www.europe.redhat.com/shop/distributors.php How do i get access to supported
marketing funds?
RED HAT CLOUDFORMS OPENSHIFT BY RED HAT RED HAT OPENSTACK RED HAT ENTERPRISE LINUX RED HAT ENTERPRISE VIRTUALIZATION RED HAT JBOSS MIDDLEWARE RED HAT STORAGE
Red Hat is the world’s leading provider of open source solutions,
using a community-powered approach to provide reliable and
high-performance Cloud, Virtualization, Storage, Linux and
Middleware Technologies. Red Hat also offers award-winning
Support, Training, and Consulting Services.
RED HAT
EMEA PARTNER MANUAL
Version 3
