Red Hat Conference Full Of Welcome Surprises For Partners

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"That's two years," Lumpkin said. "That's almost unheard of in the channel. Now when a deal is registered, the partner has benefits extended for a longer period so no one can come in, bid low and steal the business."

One solution provider, who requested anonymity, called the extended deal registration significant, although Red Hat had yet to provide partners with the details.
"If it's true, that's great," the solution provider said. "I hope VMware hears about it and matches it."

Lumpkin said Red Hat also increased the margins it offers partners on teaming agreements, although he declined to provide actual numbers. Such teaming agreements come into play when Red Hat or a solution provider sees an opportunity and brings the other team into that potential deal, he said.

"Our focus is to foster a new strategic relationship between Red Hat and our partners," Lumpkin said. "We want to give partners the opportunity to work with a new suite of products they can use to upsell customers."

Caroline Hinton, vice president of software product marketing for Insight, a Tempe, Ariz.-based solution provider and Red Hat partner, said she has watched Red Hat working on updating its channel program for the last year, and likes what she sees.

"What we really like is how Red Hat not only increased the opportunity for deal registration and teaming, but also the enabling piece so we can get up to speed," Hinton said. "The company is showing real maturity in how it goes to market."


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