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Winning with Partners
Winning with Partners
Winning with PartnersChristoph StoicaVice President, Channel & Inside Sales International
Our SponsorsDiamond Platinum Gold Silver Exhibitor
432 Partners
60+ Countries Represented
129 Sessions
60 Demos
01.Winning with partnersMike O’Neill
02.
03.
Teaming for successJorge Dinares, Daniel Timmer and Sharon Eilon
Agenda
04.
Certifications MatterMaria Thun
Closing commentsChristoph Stoica
Winning with Partners
Winning with PartnersMike 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 & Portfolios6 product groups form the basis to specialism within the Partner Program
Micro FocusCOBOL
MainframeSolutions
Host Connectivity
Performance Testing
Lifecycle & PortfolioManagement
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 DinaresPresident International
Daniel TimmerSenior Director
Maintenance Renewals International
Sharon EilonVP Alliance
Channel Partners & WW Education
Certifications MatterMaria ThunDirector 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 ProgramNew certifications and new portal page
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