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Partner Program Overview
Our goal is to offer a program that helps our partners develop successful and profitable open source practices.
The Red Hat Partner Program helps partners:
- Grow business with a full portfolio of open source software and services;
- Deliver results that maximize loyalty and satisfaction;
- Build an annuity income stream;
- Develop additional sales and consulting opportunities through the up-sale and cross-sale of Red Hat partner solutions;
- Get staff up-to-speed quickly and easily with comprehensive sales and technical training courses and certifications;
- Manage the partnership through the Red Hat Partner Center;
- Gain access to Red Hat solutions and support, including access to the global Red Hat sales team.
Program Levels
The North American (NA) Partner Program is flexible, designed to meet the needs of the partner's individual business model. You decide what areas of our business best align with your own and achieve specializations in those areas. As you obtain specializations, you have the opportunity to ascend to higher partnership levels. All partners begin at the Red Hat Ready Partner level.
- Red Hat Ready Partner - Entry level partners with opportunity-driven Red Hat or JBoss business.
- Red Hat Advanced Business Partner - Qualified partners with Red Hat certified expertise and a track record of successful Red Hat or JBoss projects.
- Red Hat Premier Business Partner - Expert business partners with a significant focus on Red Hat or JBoss related projects. Red Hat Premier Business Partners are well-trained and highly committed to working closely with Red Hat on business opportunities. They lead with top-level services and customer satisfaction.
For a more detailed description of our North America Partner Program, download the NA Partner Program Guide (pdf).
Specializations
Specializations define your areas of expertise, help position you as a trusted advisor to your customers, and help your recognition in the marketplace. They are not required at the Ready partner level, but are essential for promotion to the Advanced or Premier levels within the Red Hat Partner Program.
The two types of specializations are Core and Featured.
- Core Specializations are focused on Red Hat's key offerings:
- Featured Specializations spotlight partner competency and innovation:
- Solutions
New specializations will be added as Red Hat continues to expand its portfolio and support for partner business models.
The Red Hat Partner Program is based on benefits and requirements for each level of partnership. As partners demonstrate more commitment and experience greater success, more benefits will be made available. With the three-tiered program structure, partners can gradually add skills and business contributions as their Red Hat or JBoss business grows.
See the North America Requirements table and the North America Benefits table for summaries of each membership level.
North America Requirements Table
| Ready | Advanced | Premier | |
|---|---|---|---|
| Requirements | |||
| Completion of Red Hat program application and profile | Yes | Yes | Yes |
| Acceptance of Red Hat Partner Agreement | Yes | Yes | Yes |
| Specialization achievement | 1 | 2 | |
| Minimum number of trained sales people | 1 | 2 | 2 |
| Minimum number of trained technical people | 1 | 1 | |
| Red Hat Renewals Program participation | Yes | Yes | Yes |
| Active participation in marketing programs | As Available | Yes | Yes |
| Customer success story submissions | 1 | 2 | |
| Approved 12-month Business Plan | Yes | Yes | |
| Annual revenue target achievement | Yes, by business plan | Yes, by business plan | |
| New business targets | Yes, by business plan | Yes, by business plan | |
| Engagement plans | Yes, by business plan | Yes, by business plan | |
North America Benefits Table
| Ready | Advanced | Premier | |
|---|---|---|---|
| Economic Benefits | |||
| Value-Based Pricing | Yes | Yes | Yes |
| Special Bid Pricing eligible | Yes | Yes | Yes |
| Bid Assignment Program eligible | Yes | Yes | Yes |
| Deal Registration Program eligible | Yes | Yes | Yes |
| Renewals annuity business | Yes | Yes | Yes |
| Red Hat Renewals Program eligible | Yes | Yes | Yes |
| Funded Red Hat Champion eligible | Yes | ||
| Technical Training Discounts | Yes (20%) | Yes* (25%) | Yes* (30%) |
| Relationship Benefits | |||
| Partner Advisory Board participation eligible | Yes | Yes | Yes |
| Partner Executive Program (PEP) participation | Yes | ||
| Participation in partner conferences and events | Yes | Yes | Yes |
| Assigned Channel Account Manager | Yes | Yes | |
| Assigned Inside Channel Account Manager | Yes | Yes | Yes |
| Partner communications | Yes | Yes | Yes |
| Sales Benefits | |||
| Partner Program/Specialization Welcome Kit | Yes | Yes | |
| Web listing/Partner Locater | Yes | Yes | Yes |
| Access to sales training | Yes | Yes | Yes |
| Partner website/Partner Center access | Yes | Yes | Yes |
| Product roadmap updates | Yes | Yes | |
| Access to Partner Relationship Management (PRM) tool | Yes | Yes | |
| Demo/Trial subscriptions - not for resale | Yes | Yes | Yes |
| Red Hat lead pass eligible | Yes | Yes | Yes |
| Pre-sales (Solution Architect) Support Program | Yes | Yes | |
| Dedicated Pre-sales (Solution Architect) Support Program | Yes | ||
| Co-operative solution development eligible | Yes | Yes | |
| TCO/ROI/Migration Cost Calculators | Yes | Yes | Yes |
| Marketing Benefits | |||
| Program logo usage | Yes | Yes | Yes |
| Featured partner success story highlights | Yes | Yes | |
| Case studies/whitepapers/product literature | Yes | Yes | Yes |
| Customizable campaign materials | Yes | Yes | Yes |
| Marketing plan assistance/resources | Yes | Yes | |
| Dedicated marketing contact | Yes | ||
| Market Development Funds (MDF) eligible | Yes | Yes | |
| Co-Marketing eligible (events, webinars, etc.) | Yes | Yes | Yes |
| Red Hat content syndication tool | Yes | Yes | Yes |
| Technical Benefits | |||
| Knowledgebase access | Yes | Yes | Yes |
| Web support (Basic SLA) | Yes | Yes | Yes |
| Phone support (Standard SLA) | Yes | Yes | |
| Pre-sales (Solution Achitect) Support Program | Yes | Yes | Yes |
| Dedicated pre-sales (Solution Achitect) Support Program | Yes | ||
| Partner listed as a customer support contact | Yes | Yes | |
| Pre-sales (Solution Achitect) training and tools availability | Yes | Yes | |
| Participation in technical seminars, forums, networks, blogs, etc. | Yes | Yes | Yes |
| Access to technical community site | Yes | Yes | Yes |
| Access to beta products (or beta program participation) | Yes | Yes | |
| Developer support (Professional SLA) | Yes | Yes | |
| Joint technology customer support (TSANet, other) | Yes | Yes | Yes |
FAQs
Where can I learn more about the program, specializations, benefits, and requirements?
Please review the Red Hat Partner Program Guide for this information.
How do I get access to the partner portal?
The Partner Center can be found at http://www.redhat.com/partners/. You must be a member of the Red Hat Partner Program to get access to the resources and tools available there.
Do I have to return a signed contract to Red Hat, or is the on-line partner agreement, site terms, and export control agreement sufficient?
There is no written contract to sign. All forms are located on-line.
How do I become a Red Hat Advanced or Premier Business Partner?
Every partner starts out as a Red Hat Ready partner. In order to move to Advanced status, you need to achieve one core specialization and complete an approved business plan. For Premier status, you have to achieve one core specialization plus an additional specialization (Core or Featured), and complete an approved business plan. Program level is also a function of revenue. For more details, please reference the NA Partner Program Guide.
How do I get a specialization?
Core Specializations require two salespeople to complete the sales training certifications, and one technical person to complete the related technical certification (e.g., Red Hat Certified Technician for Infrastructure) . The requirements for Featured Specializations will vary according to the type of specialization. Please see the Partner Program Guide for more details.
How do I meet the sales certification requirements for Advanced and Premier Business Partners?
Sales certification is achieved by completing one of two training programs:
Red Hat Partner Platform Certified Salesperson
The modules in the Platform Certification are designed to provide the skills needed to sell the infrastructure solutions Red Hat offers. Please see the guide located in the Training section of the Partner Center.
Red Hat Partner Middleware Certified Salesperson
The modules in the Middleware Certification assist you with the skills you need to sell the middleware solutions, JBoss, a division of Red Hat, offers. Please see the guide located in the training section of the Partner Center.
After sales certification, you will be able to pitch and sell the appropriate products to solve your customer's problems.
How can I attend sales and technical training from Red Hat and JBoss?
You can participate in Red Hat sales and technical training via:
- Webinars
Red Hat offers both sales and technical webinars on topics ranging from virtualization to network management to a variety of JBoss topics - Partner Sales training sessions
These sessions are the same classroom training that we provide to Red Hat direct sales representitives at the start of their career. This is product training from the "how do you sell it" point-of-view, given in two day-long sessions. The first day focuses on Red Hat infrastructure products, and includes the Red Hat value proposition and Red Hat Enterprise Linux. The second day focuses on JBoss Enterprise Middleware, Metamatrix, and Service Oriented Architecture (SOA) strategy. To register, contact your Channel Account Manager or send an email to na-partner-helpdesk@redhat.com. - Global Learning Services (GLS)-Award-wining technical training
Partners have access to discounted GLS training. Please see the Program Guide for details. Choose from infrastructure and middleware courses that will help your people learn how to increase sales with these offerings.
See the 2009 technical training schedule.
What is the Red Hat Partner Customer Reference Program?
The Red Hat Customer Reference Program enables partners to submit customers for sales and marketing activities such as case studies, videos, webinars, press releases, awards and speaking opportunities. These sales and marketing opportunities will showcase your work with Red Hat and JBoss to potential customers, promote open source solutions, build brand awareness, and help generate new sales.
What is the process for submitting a customer for a customer reference?
- There are two ways to submit a customer reference.
- Through Partner Center, complete the Customer Reference Submission Form
- Email communications@redhat.com
- Information is submitted to a Red Hat Customer Reference Manager
- Information is reviewed by Red Hat and a call is scheduled to discuss joint activities
- Red Hat conducts success story interviews: One with partner, one with partner and customer
- Red Hat drafts the joint success story/press release/award nomination/speaking abstract
- Partner and customer review initial drafts of materials and sends edits/revisions/changes to Red Hat
- Red Hat incorporates changes/publishes/and discusses joint marketing plan with partner
For questions, please email communications@redhat.com.
How can I become a Red Hat or JBoss ISV Partner?
If you wish to become a Red Hat ISV Partner, please review the Red Hat ISV program.
Where do I apply to become a Red Hat Training delivery partner?
To become a Red Hat Training Partner, please contact training_reseller@redhat.com. If you have questions, please contact the North America Partner Helpdesk at na-partner-helpdesk@redhat.com.
Questions? Contact us.
