RED HAT ISV PROGRAM GUIDE NORTH AMERICA BROCHURE TABLE OF CONTENTS 1 INTRODUCTION 2 WHY JOIN? 3 EVERYTHING YOU NEED TO SUCCEED 3 GROW YOUR BENEFITS AS YOU GROW YOUR BUSINESS 3 PROGRAM MEMBERSHIP LEVELS INCLUDE: 4 JUMPSTART SaaS DEVELOPMENT WITH OPENSHIFT 4 CHOOSE FROM FLEXIBLE GO-TO-MARKET OPTIONS 5 WHY RED HAT? 5 JOIN NOW 6 PROGRAM BENEFITS SUMMARY Financial Sales Marketing Development and Support Partner Relationship 8 PROGRAM BENEFITS GLOSSARY INTRODUCTION The Red Hat Independent Software Vendor (ISV) Partner Program gives you everything you need to build and sell your solutions and stand out in the market. At Red Hat, we re proud of the close and constructive relationships we have with our ISV partners. You play an integral role in our technology development and go-to-market strategies and are central to our mutual success. This guide provides an overview of the Red Hat ISV Partner Program and its benefits, and explains how you can grow revenues, improve your competitive position, and tap into the massive cloud and SaaS markets by taking advantage of the industry s largest ecosystem of open source solutions. A complete list of program benefits is included. redhat.com
WHY JOIN? The Red Hat ISV Partner Program helps you grow your business and improve your bottom line. By certifying your solutions and joining the partner program you can: BE SEEN IN THE MARKETPLACE Showcase your solutions in the Red Hat Marketplace and the OpenShift Marketplace, the premiere online markets for Red Hat ecosystem partners. Improve awareness for your company and products. Generate leads and boost sales. The Marketplace is the ideal place to show off your solutions and services. ENJOY SPECIAL PARTNER RESOURCES Membership in the Red Hat Partner Program will give you access to the Red Hat Partner Center, our online content repository and partnership management tool. In the Red Hat Partner Center, you will find a wide array of program, product, marketing, and sales resources along with tools for administering your membership and managing your benefits. Generate more leads through Red Hat Marketplace and OpenShift Marketplace membership and Red Hat partner locator listings. Expand sales opportunities by gaining access to the world s leading open source operating system and the world s largest ecosystem for commercial OpenStack deployments. Accelerate time to market for all your enterprise and SaaS applications by developing on OpenShift, Red Hat s Platform-as-a-Service (PaaS). Increase margins with reseller discounts, market development funds, no-cost software licenses for demonstrations and evaluations, and training discounts. Improve sales with coordinated account management, joint customer calling, and pre-sales technical support for qualified partners. Improve product quality and customer satisfaction with optional expert developer assistance and technical support Stay ahead of the competition with extensive development, support, sales, and marketing training. Improve business planning and time-to-market with product roadmap and technology updates and beta releases. ISV PROGRAM JOURNEY Select your partnership path with Red Hat BUNDLED RESELL REVENUE DEVELOP CERTIFY INFLUENCE PROMOTE ACCESS RESOURCES RED HAT READY MARKET EX- PANSION GO-TO-MARKET EMBEDDED RESELL NEW REVENUE + MARGIN 2
EVERYTHING YOU NEED TO SUCCEED EARN PARTNER ASSISTANCE REWARDS As an Advanced Business Partner or Premier Business Partner you may be eligible to receive market development funds when you register and close new sales opportunities. Redeem partner assistance rewards: Red Hat education Trade shows and conferences Red Hat professional services Marketing events Proof of concept expenses Certifying your applications to run on Red Hat is where our relationship starts. But it is only the beginning. We will help you promote your solutions so you can generate more leads and drive sales. We provide special training and support resources to help you enhance your products, plan your business, and improve customer satisfaction. And best of all, we recognize your commitment with financial rewards. Program benefits include: 1 Financial rewards Reseller discounts, special pricing, market development funds, no-cost demo/ trial licenses, event and training discounts. Sales advantages Cooperative sales planning and joint customer calling, sales training, pre-sales technical support, and sales operations tools. Marketing benefit Placement in Red Hat Marketplace and partner locator listings, logo usage, cobranded marketing materials, promotions, campaigns, and events. Development and support advantages Technical assistance, beta releases, product training, and online technical resources and communities. Special partner resources and privileges Assigned channel account managers, dedicated marketing and sales specialists, partner portal, and partner advisory board and executive leadership program participation. Learn more: See the complete list of program benefits. GROW YOUR BENEFITS AS YOU GROW YOUR BUSINESS The ISV program is open to any ISV using Red Hat Enterprise Linux, Red Hat Enterprise Virtualization, Red Hat JBoss Middleware, Red Hat Enterprise Linux OpenStack Platform, Red Hat Storage Server, or OpenShift by Red Hat. Whether you are building traditional software applications or developing new cloud-based services, the Red Hat ISV program can help you promote your products and jumpstart your success. Our flexible partner program offers multiple levels of participation, so you can decide how involved you want to be. As you grow your business you can advance membership levels and receive additional benefits. PREMIER BUSINESS PARTNER ADVANCED BUSINESS PARTNER MEMBERSHIP LEVELS PROGRAM MEMBERSHIP LEVELS INCLUDE: READY PARTNER Entry-level membership gives you access to a wide array of marketing materials, sales tools, and online support and training resources. READY PARTNER 1 Benefits vary by membership level 3
ADVANCED BUSINESS PARTNER Intermediate membership adds pricing discounts, an assigned channel account manager, access to product roadmaps and beta software, partner assistance rewards, and additional pre-sales and technical support services. ISV REVENUE OPPORTUNITIES Whether you are a traditional software vendor, a SaaS provider, or a combination of the two, the Red Hat ISV Partner Program can help you grow your business and tap new revenue streams: Cloud hosting efficiently develop and sell SaaS offerings on OpenShift Technology platforms resell Red Hat Enterprise Linux and Red Hat Storage Server products with your solutions Middleware solutions embed and resell Red Hat JBoss components with your products PREMIER BUSINESS PARTNER Advanced ISVs with an increasing strategic technical and partnership will be considered for promotion to the Premier Business Partner level. Our premium membership adds a dedicated pre-sales support specialist and dedicated marketing contact, Red Hat champion funding, and Red Hat leadership team access. Promotions are considered on an annual basis. Learn more: Explore ISV revenue opportunities and go-tomarket options. JUMPSTART SaaS DEVELOPMENT WITH OPENSHIFT OpenShift Red Hat s Platform-as-a-Service (PaaS) lets you quickly develop, host, and scale applications in a cloud environment. The flexible platform gives you a choice of offerings, including online, on-premise, and open source project options. Ideal for SaaS developers, OpenShift automates the provisioning, management, and scaling of applications so you can focus on writing code. The platform supports a wide variety of programming languages and includes a complete set of developer tools to help you increase developer productivity and accelerate time-to-market. CHOOSE FROM FLEXIBLE GO-TO-MARKET OPTIONS Red Hat offers flexible integration and distribution options for our ISV partners. By adopting Red Hat products as part of your application stack, you can reduce your customers costs for proprietary operating system, middleware, and other solution components. Choose the go-to-market strategy that best meets your specific business model and market execution plans: EMBEDDED Red Hat technology is embedded into your solution, often in a manner transparent to your customers. You provide the first line of customer support and are responsible for distributing Red Hat updates to your customers. You receive significant reseller discounts in return for annual revenue commitments. Sign up to join the Red Hat Embedded Program to receive customized partnership benefits and speed your time to market. BUNDLED RESELL Red Hat technology is loosely coupled with your solution typically via a separate installation procedure. Red Hat provides the first line of customer support and is responsible for distributing updates to your customers. You receive generous reseller discounts without making revenue commitments. CERTIFIED INFLUENCE PARTNER You certify your solution and recommend Red Hat technology. Your customers procure Red Hat solutions and support directly from Red Hat or an authorized Red Hat partner. 4
WHY RED HAT? The Red Hat ISV Partner Program opens the door to new market opportunities. When you join the program you gain access to the world s largest community of open source solutions. Red Hat has more than 2,500 ISV partners and more than 5,000 certified applications. Red Hat is the world s leading provider of open source solutions. We are changing the world one solution at a time, using a community-powered approach to reliable and high-performing cloud, Linux, middleware, storage, and virtualization technologies. Red Hat technologies provide you with revenue opportunities from platform to complete hosting solutions. TECHNOLOGY SUPPORT FROM RED HAT Runtime OpenShift Online Docker Cartridges Red Hat CloudForms Integration Development and support JBoss Red Hat tools Red Hat ecosystem tools and community OpenShift Online Platform Red Hat Enterprise Linux 7 Red Hat Storage Server OpenShift by Red Hat redefines the PaaS market by providing a new level of choice in languages, frameworks, and clouds for developers to build, test, run, and manage their applications. For ISVs, OpenShift can help you accelerate cloud development and jumpstart your SaaS business. JOIN NOW Accelerate your success by joining the world s largest ecosystem of open source solutions today. Learn more: Visit the Red Hat ISV home page Register: Apply online to become a Red Hat ISV Partner For more information: Contact the partner help desk Additional partner resources are available both through Red Hat Connect for Business Partners and Red Hat Connect for Technology Partners. Red Hat Connect for Business Partners lets you manage your business, access resources, build skills and explore your options. Red Hat Connect for Technology Partners includes the Technology Adoption Program, Early Access Program and Certification Program. Achieve certification. Gain access to technical support and Red Hat product experts. Learn how to align your solutions with Red Hat products. Get started and apply today. 5
PROGRAM BENEFITS SUMMARY FINANCIAL READY ADVANCED PREMIER Special bid pricing eligible Click or tap blue text to for Program Benefits definitions Bid assignment program eligible Deal registration program eligible Renewals annuity business Red Hat renewals program eligible 2 Value-based pricing Funded Red Hat champion eligible Partner assistance rewards eligible Technical training discounts 20% 25% 30% SALES READY ADVANCED PREMIER Online sales training Demo/trial subscriptions not for resale TCO/ROI/migration cost calculators Joint customer calls Live sales training Red Hat lead pass eligible Pre-sales solution architect support Co-operative solution development eligible Dedicated pre-sales solution architect MARKETING READY ADVANCED PREMIER Partner locator listing Marketplace membership Case studies/white papers/ product literature Featured partner success story highlights Marketing plan assistance/resources Red Hat content syndication tool Market development fund eligible Dedicated marketing contact 2 Requires minimum revenue commitments 6
PROGRAM BENEFITS SUMMARY DEVELOPMENT AND SUPPORT READY ADVANCED PREMIER Knowledgebase access Click or tap blue text to for Program Benefits definitions Technical seminars, forums, networks, etc. Joint technology customer support Web support (basic SLA) Access to beta products Phone support (standard SLA) Developer support (professional SLA) PARTNER RELATIONSHIP READY ADVANCED PREMIER Partner website/partner Center access Partner advisory board participation eligible Partner communications Partner conference and event participation Assigned inside channel account manager Assigned channel account manager Partner relationship manager tool Partner executive program participation 7
PROGRAM BENEFITS GLOSSARY Click or tap blue text to return to program benefits FINANCIAL Special bid pricing: Partners may request special bid pricing on large sales opportunities when engaged in joint sales activities with Red Hat. Bid assignment program: Eliminates channel conflicts by ensuring partner receives special bid pricing when selected by a named end-customer. Deal registration program: Partners may be eligible to receive market development funds when they register and close new sales opportunities. Renewals annuity business: Partners can earn revenues by selling Red Hat subscription renewals. Red Hat renewals program: Program for automating and managing subscription renewals. Value-based pricing: Qualified partners are entitled to receive reseller discounts on Red Hat technologies. Funded Red Hat champion: Partners who hire a dedicated Red Hat sales and marketing evangelist may be entitled to receive compensation. Partner assistance rewards: Partners may be eligible to receive market development funds when they register and close new opportunities. Technical training discounts: All partners are entitled to discounts on Red Hat technical training courses. SALES Sales training: Computer-based training modules review the Red Hat product portfolio, competitive positioning, and how to overcome sales objectives. Demo/trial subscriptions not for resale: Not-for-resale demonstration subscriptions to Red Hat products for training, testing, and demonstration to potential customers. TCO/ROI/migration cost calculators: Tools for quantifying the business value of migrating from a UNIX infrastructure to a Red Hat Enterprise Linux-based solution. Joint customer calls: Advanced and Premier Business Partners are encouraged to develop engagement plans to work with the Red Hat sales teams as part of their business planning process. Live sales training: Advanced and Premier Business Partners may attend in-person courses that focus on selling techniques, best practices, and product sales tips from Red Hat experts. Red Hat lead pass: Advanced and Premier Business Partners may be eligible to receive sales leads from Red Hat. Pre-sales solution architect support: Advanced and Premier Business Partners have access to Red Hat solution architects for pre-sales technical assistance with proofs of concept, lab installations, product roadmaps, and client inquiries. 8
Co-operative solution development eligible: Red Hat will help Advanced and Premier Business Partners develop marketing collateral and promote solutions to the rest of our partner ecosystem. Dedicated pre-sales solution architect: Premier Business Partners are assigned a named Red Hat Solution Architect for pre-sales technical assistance. MARKETING Partner locator listing: All ISV partners are listed in the partner locator on redhat.com. Marketplace membership: Partners can showcase their solutions online in the Red Hat Marketplace. Case studies/white papers/product literature: Partners have access to Red Hat sales and marketing collateral. Featured partner success story highlights: Partners can submit customer success stories to Red Hat. Selected stories will be published and promoted by Red Hat. Marketing plan assistance/resources: Tools for developing go-to-market programs and marketing initiatives. Red Hat content syndication tool: Automation tools to create and execute ready-made marketing campaigns. Market development funds: Advanced and Premier Business Partners may request market development funds for activities that drive brand awareness, lead generation, and sales opportunities. Dedicated marketing contact: Premier Business Partners are assigned a channel marketing specialist who can assist with developing demand generation campaigns, events, programs, and other marketing initiatives. DEVELOPMENT AND SUPPORT Knowledgebase access: Online Red Hat technical support database. Technical seminars, forums, networks: Partners may participate in Red Hat-sponsored technical events including seminars, forums, and networks Joint technology customer support: Red Hat will provide coordinated customer support when required. Web support (basic SLA): All partners are entitled to unlimited web-based support during standard business hours, with a 48-hour response time and following Red Hat s production support scope of coverage. Beta products: Advanced and Premier Business Partners are entitled to beta software releases to preview and evaluate new features and products Phone support (standard SLA): Advanced and Premier Business Partners receive unlimited phonebased support during standard business hours with a four-hour response time and following Red Hat s production support scope of coverage. 9
Developer support (professional SLA): Premier Business Partners are entitled to expert technical advice such as product architecture, design, configuration, optimization, and tuning recommendations. ABOUT RED HAT Red Hat is the world s lead ing provider of open source solutions, using a communitypowered approach to provide reliable and high-performing cloud, virtualization, storage, Linux, and middleware technologies. Red Hat also offers award-winning support training, and consulting services. Red Hat is an S&P company with more than 70 offices span ning the globe, empowering its customers businesses. NORTH AMERICA 1 888 REDHAT1 EUROPE, MIDDLE EAST AND AFRICA 00800 7334 2835 europe@redhat.com ASIA PACIFIC +65 6490 4200 apac@redhat.com LATIN AMERICA +54 11 4329 7300 info-latam@redhat.com PARTNER RELATIONSHIP Partner website/partner Center access: This partner membership portal provides access to sales, marketing, and technical content and tools for administering program benefits and account settings. Partner advisory board: Partners have an opportunity to meet with Red Hat leadership and have a specific voice in our channel strategies and programs. Partner communications: Keep up on the latest news from Red Hat through our monthly partnerfocused communications. Receive key information about new products, upcoming campaigns, Red Hat resources, success stories, and more. Partner conference and event participation: Take part in Red Hat conferences and industry events to promote your company and generate sales leads. Assigned inside channel account manager: All Partners have access to a Red Hat inside partner manager who acts as a point of contact with Red Hat, conducts business planning with the partner, and helps the partner to make the most of the partnership. Assigned outside channel account manager: Advanced and Premier Business Partners are assigned a Red Hat outside partner manager who acts as a point of contact with Red Hat, conducts business planning with the partner, and assists the partner to make the most of the Partner Program benefits and of the partnership. Partner relationship manager tool: Advanced and Premier Business Partners can manage opportunities, register deals, administer market development funds and implementing business plans with this convenient online tool. Partner executive program: Premier partners can meet with the Red Hat leadership team to gain insight into Red Hat s corporate strategy and vision, and explore ways to overcome business challenges and improve mutual success. facebook.com/redhatinc @redhatnews linkedin.com/company/red-hat Copyright 2014 Red Hat, Inc. Red Hat, Red Hat Enterprise Linux, the Shadowman logo, and JBoss are trademarks of Red Hat, Inc., registered in the U.S. and other countries. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. redhat.com #0000000_0514 BROCHURE Red Hat ISV Program Guide North America 10