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More than half of Red Hat's sales in its most recent quarter went through the channel. It's a big turnaround from where the Raleigh, N.C., company was four years ago, when more than 90 percent of its sales were direct.
As Red Hat's North American channel chief, Mark Enzweiler helped organize a Big Bang program overhaul this spring, with significantly expanded lead-generation initiatives, market development funds and training programs.
Partners like what they're seeing from the new efforts. Until this year, Red Hat lacked some basic channel amenities like an effective partner Web portal. The Red Hat Partner Center site that the company launched in November to fill that gap pleased Troy Webb, a managing partner of Morrisville, N.C., Red Hat partner InCentric Solutions. Webb recalls spending hours searching for product specs and marketing materials, a task that now takes seconds on the streamlined new portal.
Solution providers say a strong Red Hat channel is increasingly important as more and more clients turn to open-source software for their IT infrastructures.
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