Winning with Partners Winning with Partners Christoph Stoica Vice - - PowerPoint PPT Presentation

Winning with Partners

Winning with Partners

Christoph Stoica Vice President, Channel & Inside Sales International

Our Sponsors

Diamond Platinum Gold Silver Exhibitor

432

Partners

60+

Countries Represented

129

Sessions

60

Demos

01.

Winning with partners Mike O’Neill

02. 03.

Teaming for success Jorge Dinares, Daniel Timmer and Sharon Eilon

Agenda

04.

Certifications Matter Maria Thun Closing comments Christoph Stoica

Winning with Partners

Winning with Partners

Mike O’Neill

Design Principles

1

Make it easy to do business with Micro Focus

Partner Membership Tiers

Authorized Partner Gold Partner Platinum Partner

Design Principles

Recognize and reward in-depth product expertise

1

Make it easy to do business with Micro Focus

2

Micro Focus Product Groups & Portfolios

6 product groups form the basis to specialism within the Partner Program

Micro Focus COBOL Mainframe Solutions Host Connectivity Performance Testing Lifecycle & Portfolio Management Functional Testing Data Center Automation Hybrid Cloud Management Service Management Automation Data Protection Operations Bridge & Analytics Network Operations Management Identity & Access Management Security Operations Application Security Data Security Unified Endpoint Management Collaboration Solutions Archiving & Risk Management Secure Content Management Connected IDOL Vertica

5

Design Principles

Recognize and reward in-depth product expertise Drive growth and deliver predictable Partner profitability

1

Make it easy to do business with Micro Focus

2 3

Easier and simpler to work with us Additional upsell opportunities across our broad portfolio MDF investment to drive demand generation and sales opportunities

Accelerating Partner Profitability

Teaming for success

Jorge Dinares

President International

Daniel Timmer

Senior Director Maintenance Renewals International

Sharon Eilon

VP Alliance Channel Partners & WW Education

Certifications Matter

Maria Thun Director Global Partner Enablement & Certification

Why Certification is Relevant

Demonstrates skills and knowledge Establish Credibility Partner Program

• Right Business conversations
• Trusted technical consulting company
• Effective demonstrations, POCs, end-to-end delivery
• Certifications are testaments to company proficiency
• Display Portfolio Expert program marks
• Distinguish your company from others
• Making it easier to do business with Micro Focus
• Recognizing Partner value and rewarding in-depth

product specialization

• Driving growth and delivering predictable partner

profitability

Why Certification is Relevant

44%

performing work faster

23%

deploying more efficiently

1

month earlier

15%

longer

65%

positive impact on image/ reputation

Sales Certifications (SCs) Technical Certifications (TCs) Advanced Technical Certification

Certifications Available

• 6 different Sales

Certifications

• 1 per Product Group
• Free of charge
• 31 Technical

Certifications

• Across 23 Product

Portfolios

• Free of charge
• 21 Advanced Technical

Certifications

• Selected Product

Portfolios

• Micro Focus Education

End-to-End Certification Program across the whole product portfolio Required for Micro Focus Partner Program Accepted for meeting Micro Focus Partner Program requirements

Enablement & Certifications for the Partner Program

New certifications and new portal page

23

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