TABLE OF CONTENTS RED HAT GLOBAL SYSTEMS INTEGRATOR (GSI) PARTNER PROGRAM GUIDE

Transcription

1 RED HAT GLOBAL SYSTEMS INTEGRATOR (GSI) PARTNER PROGRAM GUIDE TABLE OF CONTENTS INTRODUCTION 2 PARTNERSHIP LEVELS 2 GLOBAL SYSTEMS INTEGRATOR LINES OF BUSINESS 2 Reselling Rights for Global Systems Integrators 3 Service Provider 3 Embedded Software 3 Business Consulting 3 RED HAT GSI PARTNER PROGRAM BENEFITS 3 General Partner Program Benefits 4 Training Benefits 4 Sales Benefits 4 Marketing Benefits 4 Pre-Sales Benefits 5 Technical Support Benefits 5 Technology Partnership Benefits 5 Partner Assistance Reward (PAR) Program 5 PROGRAM BENEFIT DESCRIPTIONS 5 RED HAT CENTERS OF EXCELLENCE 9 RED HAT GSI PARTNER PROGRAM REQUIREMENTS 11 PROGRAM REQUIREMENT DESCRIPTIONS 11 HOW TO JOIN THE RED HAT GSI PARTNER PROGRAM 12 1

2 Red Hat Global Systems Integrator (GSI) Partner Program Guide INTRODUCTION A systems integrator specializes in combining component subsystems into a whole and ensuring that those subsystems function together, a practice known as systems integration. Red Hat's Global Systems Integrator (GSI) Partner Program is designed for partners who demonstrate leadership, unique capabilities and commercial relationships with global enterprise customers. The Red Hat Global Systems Integrator Program can accommodate those partners who also provide managed services, cloud services and consulting. Candidates for membership in the Red Hat Global Systems Integrator Partner Program must have: a minimum annual revenue of $2,000,000,000 USD or equivalent in foreign currency. a multinational presence on at least 2 continents. a classic systems integrator business profile, as described above. PARTNERSHIP LEVELS The Red Hat Global Systems Integrator Partner Program consists of three membership levels, with specific requirements and benefits corresponding to each level. The table below describes the characteristics for each membership level. Partner Level Premier Premier partners have a global, strategic relationship with Red Hat and other strategic Red Hat partners (e.g. ISVs, cloud providers), engaging with Red Hat across multiple geographic regions. Premier partners have the highest level of visibility in the marketplace and within Red Hat. Advanced Advanced partners consistently meet business plan targets and expectations as defined in this program guide, and maintain an active business relationship with Red Hat in one or more geographic regions. Ready Ready membership enables partners to extend their Red Hat competency. Ready partners have access to a variety of marketing collateral, tools, software, online sales training, product webinars, and Red Hat partner events and seminars. GLOBAL SYSTEMS INTEGRATOR LINES OF BUSINESS For Advanced or Premier partners, if there is mutual agreement to expand the partnership with Red Hat to include one or more of the following lines of business, Red Hat can provide the appropriate contract appendix. Appendices are available for the following business lines: Reseller Service Provider Cloud and/or Managed Services Embedded Software Business Consulting Red Hat may change or add other lines of business to the Red Hat GSI Partner Program in the future. 2

3 RESELLING RIGHTS FOR GLOBAL SYSTEMS INTEGRATORS This line of business entitles partners to purchase Red Hat subscriptions or services via authorized Red Hat distributors, for resale. SERVICE PROVIDER Red Hat Certified Service Providers are able to offer the advantages of Red Hat technologies in a cloud and/or managed service environment for their customers. When in the role of a managed service provider (MSP), partners who come under agreement and certification with Red Hat are entitled to purchase, use and maintain Red Hat subscriptions as part of the managed services offerings that they maintain and support to and for their customers. Red Hat Certified Cloud Providers (CCPs) offer a trusted destination for Red Hat customers, independent software vendors (ISVs), and partners to use Red Hat technologies on public clouds. Cloud infrastructure can include both multi-tenant and dedicated customer environments. CCPs meet stringent testing and certification requirements so that customers get a safe, scalable, supported, and consistent environment for their enterprise cloud deployments. EMBEDDED SOFTWARE Red Hat offers a full range of embedded technology for systems integrators. By embedding Red Hat technology into software applications, systems integrator partners have the ability to build and distribute integrated, secure end-to-end solutions. Red Hat offers individualized business terms, flexible distribution rights and robust partner resources so partners can focus on building better applications, meeting customer needs as well as getting to market more quickly. For enterprises building the commercial internet of things, Red Hat provides solutions that meet technology requirements throughout the entire architecture-from device, to field controllers, to the datacenter-allowing partners to connect all things reliably and securely move data. More than just transporting data, Red Hat helps enterprises rapidly transform, process, and act on the data. Red Hat s flexible infrastructure and elastic solutions mean that partners can bring the Internet of Things to market faster and more cost-effectively. BUSINESS CONSULTING This line of business supports companies that specialize in consulting, but does not include buying and selling technology. For approved Premier level partners who include Red Hat products in a consulting practice, Red Hat will deposit a percentage of any net new Red Hat technology or service sale into a Marketing and Training Development Fund for the partner organization s use. RED HAT GSI PARTNER PROGRAM BENEFITS The Red Hat GSI Partner Program offers benefits designed to assist in developing open source practices around Red Hat Enterprise Linux, Red Hat JBoss Middleware, Red Hat Storage, Red Hat Enterprise Linux OpenStack Platform, Red Hat Cloud Infrastructure, Red Hat CloudForms, and OpenShift Enterprise by Red Hat. Ready partners receive access to marketing and training resources tailored to assist in building open source success stories. Advanced partners, demonstrating increased dedication to Red Hat Enterprise Linux, Red Hat JBoss Middleware and other Red Hat offerings, will receive enhanced benefits. Premier partners receive all of the benefits offered to Ready and Advanced partners, as well as additional benefits representing their highest-level strategic relationship with Red Hat. The table below summarizes the benefits available to partners at each membership level. 3

4 Program Benefits Overview Red Hat GSI Partner Program Benefits Ready Advanced Premier General Benefits Red Hat Connect for Business Partners portal access Yes Yes Yes Red Hat Connect Partner Program directory listing and search Yes Yes Yes End customer Open Source Assurance Yes Yes Yes Training Benefits Sales and technical partner seminars / events No Yes Yes Web-based product webinars Yes Yes Yes Online sales training Yes Yes Yes Online technical training and elabs No Yes Yes Access to the Red Hat partner demo systems 1 No Yes Yes Red Hat training and certification credential discounted price No Yes (10%) Yes (20%) Sales Benefits Renewals annuity business Yes Yes Yes Red Hat GSI Partner Manager No Yes Yes Deal registration participation eligibility 2 Yes Yes Yes Teaming agreement No Yes Yes Additional partnership agreement: Certified Managed Service Provider; Certified Cloud Provider; Embedded Software No Yes eligible Yes eligible Marketing Benefits Partner program logo Ready logo Advanced logo Premier logo Access to Red Hat marketing collateral and campaign material for use in partner marketing activities Yes Yes Yes Success stories published by Red Hat Yes Yes Yes Joint marketing activity planning No As agreed Yes Partner program certificate Yes Yes Yes Joint press announcement Red Hat Red Hat sup- Joint press release or 1Currently available only in the North America and EMEA geographies 2 Deal registration terms are per the regional Red Hat Deal Registration Program where the order is issued from the partner. U.S. Public Sector partners not eligible. 4

5 supported quote ported quote or press blog press blog Pre-sales Benefits Requirements analysis, high level architecture, and solution design Yes Yes Yes Enablement Fee Based (Sales enablement is free of charge) Options: 1: Fee Based 2: Free through OPEN Options: 1: Fee Based 2: Free through OPEN Proof of Concept support Fee Based Upon Approval Upon Approval Demo support No Yes Yes Professional Services assistance Fee Based Discounted (5%) Discounted (10%) RFP or RFI support Upon Approval Yes Yes Technical Support Benefits Knowledgebase access Yes Yes Yes Not for Resale (NFR) subscriptions for demo purposes Yes Yes Yes JBoss Developer subscriptions, SI Version Discounted Yes- No Charge Yes No Charge Technology Partnership Benefits Product roadmap briefings No No Yes Partner Assistance Reward (PAR) Program 3 PAR Program participation No No Eligible upon approval PROGRAM BENEFIT DESCRIPTIONS These benefits are designed to provide the resources needed to develop and maintain a strong knowledge of Red Hat and the Red Hat product portfolio. GENERAL BENEFITS RED HAT CONNECT FOR BUSINESS PARTNERS PORTAL ACCESS Membership in the Red Hat Partner Program includes access to the Red Hat Connect for Business Partners portal. The portal is an online content repository and partnership management tool with an array of partner-ready program, product, marketing, and sales resources. The portal serves as the primary source of Red Hat business information, product offerings and marketing campaigns. Partners can also manage various aspects of their Red Hat relationships through the portal. 3 U.S. Public Sector partners are not eligible. 5

6 PARTNER DIRECTORY LISTING AND SEARCH A listing in the Red Hat Partner Directory allows partners to gain exposure on Potential customers looking to engage Red Hat partners may search based on geography and other criteria. END CUSTOMER OPEN SOURCE ASSURANCE Red Hat views the protection of our customers as one of our most important priorities, so we developed the Open Source Assurance program. Partners within the Red Hat Global Systems Integration Program can convey to their customers that they will be safeguarded under this program when developing and deploying open source solutions provided by Red Hat. The Open Source Assurance program provides certain assurances to customers in the event that there is an intellectual property issue with Red Hat Enterprise Linux, Red Hat JBoss Middleware or any other Red Hat branded subscription product. These assurances include (i) replacing the infringing portion of the software, (ii) modifying the software so that its use becomes non-infringing, or (iii) obtaining the rights necessary for a customer to continue its use of the software without interruption. As an additional protection, Red Hat also provides indemnification in its Open Source Assurance program. All customers with valid Red Hat subscriptions are eligible for the Open Source Assurance program. The terms of the Open Source Assurance program are contained in the Open Source Assurance Agreement that is available to Red Hat customers via the customer portal. TRAINING BENEFITS Training benefits provide multiple resources to increase overall knowledge of Red Hat and the Red Hat product portfolio with a full curriculum of product, sales and technical training. SALES AND TECHNICAL PARTNER SEMINARS Red Hat sales seminars for partners cover topics such as sales best practices and product positioning. GSI partners may also request on-site sales training seminars from Red Hat. WEB-BASED PRODUCT TRAINING Red Hat offers a wide variety of online training courses through its Online Partner Enablement Network (OPEN), available through the Red Hat Connect for Business Partners portal: OPEN Sales track The OPEN sales track offers detailed Red Hat product training for partner salespeople. This series of computer-based training modules provides an understanding of the Red Hat portfolio, competitive positioning of Red Hat products, and advice on overcoming objections in the sales cycle. OPEN technical tracks The OPEN technical training tracks consist of self-paced e-learning and e-labs designed for sales engineers, solution architects and consultants. The Sales Engineer technical pre-sales tracks cover competitive positioning, objection handling and demo competency, delving deeply into Red Hat product architecture. The Delivery tracks provide product implementation and usage methodologies for developers and consultants. ACCESS TO THE RED HAT PARTNER DEMO SYSTEM Advance and Premier Partner levels will get access to Red Hat's Partner Demo System. The Partner Demo System provides live instances of Red Hat products and solutions for customer demonstrations. This benefit is currently available in North America and EMEA. 6

7 RED HAT CERTIFICATION & TRAINING DISCOUNT All partner levels are eligible for all Red Hat Certification & Training as listed on the training section of our website: When purchased directly from Red Hat, Advance (10%) and Premier (20%) Partner consultant and pre-sales staff are eligible to receive a discount for Red Hat Certification Training (training discount does not apply to internal IT staff training). SALES BENEFITS Sales benefits are sales enablement and revenue generating features to assist in developing a successful ongoing open source business with Red Hat. RENEWALS ANNUITY BUSINESS Red Hat products are sold on a subscription basis. As a partner, every subscription sold is eligible for subscription renewal revenue upon expiration. This provides an excellent opportunity to engage deeper with customers on a periodic basis and to build a business based on recurring revenue. RED HAT GSI PARTNER MANAGER Advanced and Premier partners receive access to a Red Hat GSI Partner Manager who acts as the point of contact with Red Hat. Red Hat GSI Partner Managers conduct business planning with partners and help them take full advantage of the partner program benefits. DEAL REGISTRATION PROGRAM ELIGIBILITY Red Hat s Deal Registration Program allows partners to accrue additional benefits when they identify net new Red Hat business opportunities and engage in value-added pre-sales activity that leads to a Red Hat sale. Red Hat partner sales management will work to ensure that each business opportunity meets Red Hat s criteria. For more information see the Deal Registration Guidelines on the Red Hat Connect for Business Partners portal. 4 TEAMING AGREEMENT Red Hat's Teaming Agreement documents the agreement between the partner and Red Hat to jointly pursue a specific opportunity, specifying each company's role and responsibilities. ADDITIONAL PARTNERSHIP AGREEMENT Red Hat offers GSI program contract addenda to partners wishing to become Red Hat Managed Service Providers or Red Hat Certified Cloud Providers. Partners may also sign a subcontracting agreement to utilize Red Hat Consulting Services expert resources on projects. MARKETING BENEFITS Red Hat offers partners tools and resources to promote their Red Hat relationships, solutions and marketing programs. PARTNER PROGRAM LOGO Red Hat partners are eligible to use a logo corresponding to their specific partnership track. Logo use is managed through Red Hat trademark usage; for more information, please visit relations/trademark.html. Logos are available from the Red Hat regional Partner Help Desk. 4 Deal registration terms are per the regional Red Hat Deal Registration Program where the order is issued from the partner. U.S. Public Sector partners are not eligible. 7

8 PRODUCT MARKETING COLLATERAL AND DEMAND-GENERATION CAMPAIGNS Red Hat publishes partner-ready versions of its corporate campaigns to allow partners to promote their work with Red Hat. The Red Hat Connect for Business Partners portal includes Partner Marketing On Demand co-brand able templates for presentations, solution briefs, event invitations, signs, graphics and more for use in developing Red Hat-focused marketing activities. SUCCESS STORY HIGHLIGHTS ELIGIBILITY Red Hat encourages partners to share Red Hat success stories by submitting proposals via the Red Hat Connect for Business Partners portal. Submissions require approval for publication and promotion from the partner and the customer being profiled. Red Hat will fund and manage publication of accepted success stories. Advanced and Premier partnership levels require success story submissions; see Red Hat GSI Partner Program Requirements for the minimum number of customer stories to be submitted annually. JOINT MARKETING ACTIVITY PLANNING Advanced or Premier Systems Integrator Business Partners are eligible to participate in joint marketing activity planning. Marketing planning and execution will be part of the partner business plan. PARTNER PROGRAM CERTIFICATE Partners may use a Red Hat certificate to market their open source expertise and Red Hat relationship. Certificates are available by contacting a Red Hat regional Partner Help Desk. JOINT PRESS ANNOUNCEMENT Red Hat will participate in press activity with partners of all levels who want to announce their relationship with Red Hat, joint initiatives and/or customer wins. For partners of all levels, Red Hat will provide an executive quote for partner press releases. For Advanced and Premier partners, Red Hat may also publish a press blog entry and/or joint press announcement. PRE-SALES BENEFITS REQUIREMENTS ANALYSIS, HIGH LEVEL ARCHITECTURE, AND SOLUTION DESIGN Red Hat Pre-sales Solution Architects will provide assistance with requirements analysis, high level architecture and solution design in support of prospective client engagements. ENABLEMENT Pre-sales enablement resources are available across Red Hat's Platform, Middleware, Virtualization, Cloud and Storage product solution areas. Resources include product demos, technical content, as well as training and accreditation for sales engineers and architects. PROOF OF CONCEPT (POC), DEMO SUPPORT Red Hat will provide technical expertise to support pilots, demonstrations, proof of concepts, evaluations, and benchmarks. PROFESSIONAL SERVICES ASSISTANCE Advance and Premier partners are eligible for a certain discount for Professional Services Assistance while Ready Partners need to pay a fee. Please refer to the GSI Partner Program Requirements table for details on the discounts. RFP OR RFI SUPPORT Red Hat pre-sales teams will offer assistance with Request for Proposal (RFP) or Request for Information responses. TECHNICAL SUPPORT BENEFITS 8

9 KNOWLEDGEBASE ACCESS Red Hat Global Systems Integrator partners have access to the Red Hat knowledge base through the Red Hat Customer Portal to research answers and view technical solutions. The knowledgebase is located at NOT FOR RESALE (NFR) SUBSCRIPTIONS FOR DEMO PURPOSES Red Hat Global Systems Integrator partners are granted access to NFRs to demonstrate Red Hat products for the purpose of sales and marketing activities. NFRs can also be used to train partner staff. A set number of NFR subscriptions are provided at no cost, as a Red Hat Partner Program benefit. NFRs cannot be used in production environments, or resold to any other party. Varying Support levels for NFR subscriptions are available on a product-by-product basis. There are options for: SELF-support, STANDARD support, and DEVELOPER support. Partners may request NFRs through the Red Hat Connect for Business Partners site. JBOSS PARTNER DEVELOPER SUBSCRIPTIONS, SI VERSION JBoss Partner Developer Subscriptions are designed for partner developers who are deploying application(s) on Red Hat JBoss Middleware. Developer subscriptions include support for JBoss Enterprise Products and Red Hat Enterprise Linux. The subscriptions include 5 named support contacts, a forty-eight hour service level agreement (SLA) during standard business hours, unlimited incidents, and up to 1,000 development entitlements. The software entitlements can be used for development purposes only outlined in the requisite Red Hat subscription agreement. Where a JBoss Middleware Partner Developer Support Subscription provides JBoss software and associated technical support for application development using JBoss products, Not-for-resale (NFR) demonstration subscriptions to Red Hat products are intended for purposes of training, testing, and demonstrating to potential customers. TECHNOLOGY PARTNERSHIP BENEFITS PRODUCT ROADMAP BRIEFINGS Upon request, Premier partners will be invited to participate in product roadmap briefings. PARTNER ASSISTANCE REWARD (PAR) PROGRAM 5 Premier partners 5 are eligible to participate in Red Hat's GSI Partner Assistance Reward (PAR) Program by signing the Red Hat PAR Appendix. Partners participating in the PAR program may register deals with Red Hat. When the deals close, a percentage of the sale is accrued for the partner as Market Development Funds (MDF), to be used for various partnership-building activities. RED HAT CENTERS OF EXCELLENCE In addition to the above benefits, by bringing together the various components into a single pack, Red Hat makes it easy for global systems integrators to create Red Hat Centers of Excellence. A Center of Excellence showcases a partner's Red Hatpowered solutions, and is supported by Red Hat-accredited technical staff, delivering significant value to potential and existing clients. The number of accredited staff is agreed to in the joint partner/red Hat business plan. Accreditation training is provided through the OPEN Training Program (see Training Benefits in the Red Hat GSI Partner Program Benefits Overview table). Center of Excellence Pack This package provides components needed to build a center of excellence with Red Hat technology. 5 U.S. Public Sector partners are not eligible for the PAR Program. 9

10 Full (not for resale) software package, with plenty of subscription entitlements Access to reference architectures for many solution scenarios Access to the Red Hat Partner Demo System Technical enablement through Red Hat OPEN at no additional charge Knowledgebase access Developer subscription Proof of Concept support (fee based) Software Solution Creation Pack This package provides the components needed to build Red Hat technology-based solutions/assets. Full (not for resale) software package, with plenty of subscription entitlements Access to reference architectures for many solution scenarios Free of charge sales, sales engineer and delivery technical training through Red Hat OPEN Knowledgebase access Developer subscriptions Requirements analysis and high level architecture/solution design Advanced technical training in multiple delivery formats from Red Hat Global Learning Services, at special discounted prices Red Hat certification credential, at special discounted price Catalog of certified hardware and software Solution catalog entry Open Source Assurance 10

11 RED HAT GSI PARTNER PROGRAM REQUIREMENTS Requirements Overview Program Requirements Ready Advanced Premier Acceptance of Red Hat Partner Program agreement Y Y Y Acceptance of Red Hat GSI Partner Program Appendix N/A Y Y Portfolio adoption (offering Red Hat products part of available assets) Center of Excellence, supported by partner's accredited Red Hat sales engineer or delivery technical staff Minimum number of Red Hat accredited technical staff *see Training Benefits for accreditation description Y Y Y Annual business plan, including mutual business targets N Y Y Minimum number of customer stories submitted annually recommended 2 2 New software solutions developed using Red Hat technologies 0 Per Business Plan Per Business Plan Designated alliance manager, and specified points of contact in each geographic region (North America, EMEA, APAC, Latin America) N Y Y Minimum annual revenue and global points of service $2,000,000,000 USD revenue (or equivalent foreign currency) $2,000,000,000 USD revenue (or equivalent foreign currency), 2 continents $2,000,000,00 0 USD revenue (or equivalent foreign currency), 3+ continents PROGRAM REQUIREMENT DESCRIPTIONS The following is a brief description of each Red Hat Global Systems Integrator Partner Program requirement. ACCEPTANCE OF RED HAT PARTNER PROGRAM AGREEMENT As part of the Red Hat GSI Partner Program enrollment process, partners must agree to the terms of the Red Hat Partner Agreement, available online via the Red Hat Connect for Business Partners portal at Partners must maintain compliance with the Partner Agreement throughout their partner relationship with Red Hat. ACCEPTANCE OF RED HAT SYSTEMS INTEGRATOR PARTNER PROGRAM APPENDIX This Partner Agreement appendix defines any unique terms between the global systems integrator partner and Red Hat. Terms such as territory, staffing, fulfillment, MDF, marketing and sales targets, are typically included in the Global Systems Integrator Partner Program Agreement Appendix. 11

12 PORTFOLIO ADOPTION Portfolio adoption includes offering one or more Red Hat products or service offerings in the partner's list of available assets or practices. CENTERS OF EXCELLENCE A Center of Excellence is a physical or online facility for showcasing a partner's Red Hat-powered solutions, and is supported by Red Hat-accredited technical staff. Advanced and Premier partners are required to host Red Hat Centers of Excellence, to demonstrate their depth of commitment to the technology and partnership. Red Hat supplies the necessary software, support and training to help partners launch their Centers of Excellence. Please refer to the Red Hat Centers of Excellence section the Red Hat GSI Partner Program Guide. RED HAT ACCREDITATIONS Through a variety of training resources. Red Hat helps partners obtain important accreditations. Red Hat requires these staffing levels to ensure that partners are empowered to reach the partnership sales goals. No.of Accreditations* *Unique individuals. Accreditations can be any mix across Platform, Middleware or Cloud specializations. ANNUAL BUSINESS PLAN, INCLUDING MUTUAL BUSINESS TARGETS An annual business plan is required for both Advanced and Premier partners. Plans are jointly developed with Red Hat GSI partner managers, and include mutually agreed-upon sales and marketing goals and desired business outcomes for each geographic region, as well as business and technical resources to be committed. MINIMUM NUMBER OF CUSTOMER STORIES SUBMITTED ANNUALLY Advanced and Premier GSI partners are expected to submit customer case studies each year, to help Red Hat promote the relationship and the partner's unique or specialized capabilities.. NEW SOFTWARE SOLUTIONS DEVELOPED USING RED HAT TECHNOLOGIES Advanced and Premier partners will identify with their Red Hat GSI Partner Managers new solutions to be built and delivered using Red Hat technologies and/or service offerings. DESIGNATED ALLIANCE MANAGER AT PARTNER Each Advanced and Premier partner must designate an alliance manager to be the key focal point in building and managing business plans with their Red Hat GSI Partner Manager counterpart, and offer specifed points of contact in each geographic region (North America, EMEA, APAC, Latin America). MINIMUM ANNUAL REVENUE AND GLOBAL POINTS OF SERVICE Red Hat assigns minimum revenue and service-point targets to each level of partnership. See Requirements Table Minimum annual revenue and global points of service for details. HOW TO JOIN THE RED HAT GSI PARTNER PROGRAM For more information, or to start the process of joining the Red Hat Global Systems Integrator Partner Program, please contact your Red Hat representative or regional Red Hat Partner Help Desk ( Copyright 2014 Red Hat, Inc. Red Hat, Red Hat Enterprise Linux, the Shadowman logo, and JBoss are trademarks of Red Hat, Inc., registered in other countries. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. 12