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.
Does Red Hat continues to hire?
We continue to hire. We’ve got an eye on it. … One of the things that we’ve done not just coming out of Summit, but we’re tweaking the model on the go-to-market side as well.
So more emphasis on the partners, the ecosystem, etc. More emphasis on accounts we don’t cover directly. So that has shifted some of the type of hiring as well.
Is IT spending holding in this economy?
Similar thing through COVID.
A lot of our customers told us, ‘Look, we can’t stop here. This is about getting efficiency and moving to a hybrid architecture.’
So that’s why I think you saw a lot of software companies’ business continue and grow through COVID. Similar thing. If we stop now, we’re going to come out of the other end of this thing behind.