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Red Hat Chairman Paul Cormier: ‘Even A Direct Account Will Be With Partners’

Wade Tyler Millward

‘We pared down by two-thirds the number of accounts we’re going to call on directly—and even a direct account will be with partners. But everything else will be even directly serviced by our partners,’ says Red Hat Chairman Paul Cormier.

How do you view Red Hat’s relationship with the hyperscalers?

The hyperscalers, I mean, if a customer wants to go all in on one hyperscaler with all of their options—if that’s what they want to do, then we’re probably not the right solution for them.

I don’t think that’s a big part of the market, to tell you the truth. That’s not what we see.

Having said that, the hyperscalers, we have a great partnership with them because we bring workloads to them. But … I don’t see in the future that they’re going to be able to work well across each other. It’s like putting a Dell part in an HP box.

And I don’t think you’re going to see them come on-premises for the applications. … We sort of, kind of compete, but not really. We’re more partners that compete. I think the only one that was trying to do a similar thing to us was VMware.

But they’re going through their own time right now. We’ll see what end of the pipe they come out on.

We have a unique, great relationship with the hyperscalers. We bring business to each other.

Wade Tyler Millward

Wade Tyler Millward is an associate editor covering cloud computing and the channel partner programs of Microsoft, IBM, Red Hat, Oracle, Salesforce, Citrix and other cloud vendors. He can be reached at

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