Transcription
Micro FocusPartnerProgramFor Resellers
ContentsMicro Focus TodayAbout Micro FocusOur solutions for digital transformationProducts and SolutionsProgram Membership TiersBecome a Portfolio ExpertEnablement & CertificationPartner Program BenefitsMarket Development Funds34567, 89101112
Micro Focus TodayBuilt on stability, innovation and delivering a robustportfolio of enterprise grade software40YEARS3
4AboutMicro FocusPowering Digital TransformationMicro Focus helps organizations run their business andtransform it. Our software provides the critical tools theyneed to build, operate, secure, and analyze their enterprise.By design, these tools bridge the gap between existing andemerging technologies – enabling faster innovation, withless risk, in the race to digital transformation.1976YearestablishedDigitalization has changed everything. Organizations areunleashing the power of IT to supercharge innovation. Thinkspeed up or become obsolete. But as you respond to thedemands of digitally empowered customers, you also needto keep your business running smoothly.HQ 4B300 Annual revenue40,000 4,000 EnterprisecustomersPartners worldwide14,000 Employees in43 countriesNewbury, UK & Sunnyvale, CABusiness-criticalsoftware products4,800 Softwareengineers
5Our solutions fordigital transformationEnterpriseDevOpsHybrid ITManagementSecurity Risk& GovernancePredictiveAnalyticsIn the digital economy, winningthe high-speed race to innovaterequires a high-speed approach.With our solutions, you canunleash the power of DevOpsacross your hybrid IT landscape –quickly bringing innovative ideasto life at the pace your businessdemands. Now speed and qualitycan go hand in hand.Hybrid IT is a sprawling, volatile,siloed place that jeopardizesyour ability to compete. With oursolutions, you can master hybridIT with new agility – bridgingtraditional and transformationalIT services from mainframe tomobile, from corporate to cloud.Embracing the future does notmean replacing the past.Cyber threats are escalating.Aging apps and processes(along with new ones) are full ofunforeseen risks. Privacy andcompliance requirements aremounting. And point solutionsdon’t offer the scope, vision, orcross-silo analytics needed forthese company-wide challenges.With our solutions, you can take aholistic, analytics-driven approachto securing what matters most –identities, applications,and data.Lakes of data are valuable onlyif you can surface the insightshidden within their depths. Withour solutions, you can leveragemachine learning to transformunlimited volumes of data intoaccurate, actionable, automatedinsights – at the speed of yourbusiness. Now you’re ready tomake predictions and influencebusiness outcomes.
6Productsand SolutionsThe Micro Focus portfolio is organized into six Product Groupswhich form the basis to specialism within the Partner Program.6Product Groups23Product PortfoliosApplicationModernization& ConnectivityApplicationDeliveryManagementIT OperationsManagementSecurityInformationManagement& GovernanceMicro FocusCOBOLPerformanceTestingData CenterAutomationIdentity and utionsLifecycle & PortfolioManagementHybrid CloudManagementSecurityOperationsArchiving & RiskManagementHost ConnectivityFunctional itySecure ContentManagementData ProtectionData SecurityConnectedOperations Bridge& AnalyticsUnified EndpointManagementIDOLNetwork OperationsManagementVerticaVertica
7ProgramMembershipTiersOur Partner Program offers three membership levels: AuthorizedTo become an Authorized Partner requires a formal contractwith Micro Focus. Once registered you’ll gain free access toour Partner Portal and our on-demand sales and technicaltraining and certification.No revenue requirements. GoldAuthorized Partners can achieve Gold status by completing2 sales 2 technical certifications within one of the 6Product Groups.No revenue requirements. PlatinumTo achieve Platinum status, partners must meet Gold Partnerrequirements by Product Group plus achieve 1M USD inannual new business sales across all Product Groups.
AuthorizedPartnerPartner benefitsRequirements A formal partner agreementwith Micro Focus Gold PartnerFront-end partner discountAccess to Partner PortalOnline sales & technicalenablementAccess to Micro Focusknowledgebase8Partner benefitsRequirements Authorized PartnerDeal registration rebatesAssigned partner managerInstructor led trainingMarketing support and MDF50 support request entitlements2 x Sales Certificationsin a given product groupGold PartnerSecurity2 x Technical Certificationsin a given product groupPlatinum PartnerPartner benefitsRequirements Gold PartnerAdditional financial benefitsAdvanced techincal trainingJoint Go To Market engagementFree access to Micro Focus eventsPartner Advisory Council 1M Annual Bookingsrequired in total new business saleswith Micro FocusPlatinum PartnerSecurity
9Become aPortfolio ExpertShowcase your deep product knowledgeWe recognize and reward your in-depth product specialism knowledge. Each of our 6product groups include multiple product portfolios providing you with significant crosssell opportunity.Complete two Technical Certifications for each portfolio you specialize in and earn yourPortfolio Expert accreditation. These will be highlighted within the Micro Focus PartnerLocator and can be listed on your website.Gold PartnerGold PartnerorPlatinum PartnerIT OperationsManagement2 x Technical Certificationsin the same product portfolio,e.g. Data ProtectionPlatinum PartnerorIT OperationsManagementPortfolio ExpertPortfolio ExpertData ProtectionData Protection
10Enablement& CertificationAccess to quality Enablement is key in providing you withthe knowledge and skills you need to be able to presentand demonstrate our solutions with confidence.We support you at every stage of your Micro Focus journey.As a partner, you will have the same access to the broad range ofEnablement as our direct sales force. Choose from study optionsto suit your preferred learning style, including: On-demand web based trainingVirtual or Classroom instructor-led trainingGet On BoardGet ngIf you are a new hire, or new to theMicro Focus portfolio, sign up forour On Boarding program toreceive all the product training,program information and toolsyou need to succeed.Micro Focus Sales and Technicalcertifications equip you with theknowledge and skills you needin a given product portfolio. You’llearn the certificate to prove it andensure your company gains thevaluable benefits due to allcertified partners. Certificationsare free of charge and available onthe Partner Portal.Being a certified partner providesyou with more advanced technicaltraining from authorized instructorsor our Professional Services teams.You’ll receive invitations to technicalBootcamps and/or Lab weeks whereyou will learn how to demo, install,configure or lead a technical Proof ofConcept with your customers.We provide quarterly updatesto ensure you always havethe latest information aroundour products, solutions andtechnologies. Choose fromself-paced learning modules orlive training events categorizedby product group, role (Sales /Technical) and training type.
Partner Program BenefitsSales11AuthorizedGoldPlatinumPriority 3Priority 2Priority 1At a 10% discountAt a 30% discountAt a 50% discountMicro Focus Partner PortalSales & GTM CollateralPartner Discount through Distribution / ContractualInternal use software licenses (Demo & training purposes only)Sales SupportSelf serve access to create quotes and place ordersSupport Entitlement(50 Service Requests per Product Group)Joint GTM planning with assigned Partner Business ManagerQualified leadsDeal Registration and Referral RebatesAccess to Demo SystemsMarketingInclusion in Partner LocatorPartner Program Marks & Portfolio Expert badgesCo-Branded Partner Marketing Tools / Co-Marketing servicesMDF: Market Development Funds eligibilityEnablementSales and Technical Training (on-demand)Sales & Pre-Sales Technical Certifications ExamsPublic Technical Training (VILT/ILT)Sales and Technical Boot CampsBy Invitation
12MarketDevelopmentFundsExtending a partner’s market reachand accelerating growthMarketing Development Funds (MDF) are provided to eligiblepartners to subsidize their marketing and sales activitieswhich generate awareness and drive demand for MicroFocus Products and Solutions.The MDF Program provides access to Micro Focus tools,campaigns and 3rd party resources to help generate leadsand grow the business. This includes a network of MarketingServices Agencies to help you deliver measurable, effectiveand integrated co-marketing campaigns.Planning and execution of MDF occurs bi-annually andclaims will be reimbursed to partners after an activity isexecuted. MDF activities are governed by the “EligibleActivity Matrix” (EAM). The EAM and details of how torequest activities and claim funds will be made available viathe new Partner Portal when the new Program goes live.
ContactFor more details on how tobecome an authorized partner,visit microfocus.com/Partners
2018 Micro Focus or one of its affiliates. Micro Focus and theMicro Focus logo, among others, are trademarks or registeredtrademarks of Micro Focus or its subsidiaries or affiliatedcompanies in the United Kingdom, United States and othercountries. All other marks are the property of their respectiveowners. www.microfocus.com
which generate awareness and drive demand for Micro Focus Products and Solutions. The MDF Program provides access to Micro Focus tools, campaigns and 3rd party resources to help generate leads and grow the business. This includes a network of Marketing Services Agencies to help you deliver measurable, effective and integrated co-marketing .
