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 Countries 60+ Represented 129 Sessions 60 Demos

Agenda Winning with partners 01. Mike O’Neill Teaming for success 02. Jorge Dinares, Daniel Timmer and Sharon Eilon Certifications Matter 03. Maria Thun Closing comments 04. 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 1 Make it easy to do business with Micro Focus 2 Recognize and reward in-depth product expertise

Micro Focus Product Groups & Portfolios 6 product groups form the basis to specialism within the Partner Program Micro Focus Performance Data Center Identity & Access Collaboration Vertica COBOL Testing Automation Management Solutions Mainframe Lifecycle & Portfolio Hybrid Cloud Security Archiving & Risk Solutions Management Management Operations Management Host Connectivity Functional Testing Service Application Secure Content Management Security Management Automation Data Protection Data Security Connected Operations Bridge Unified Endpoint IDOL & Analytics Management Network Operations Management 5

Design Principles 1 Make it easy to do business with Micro Focus 2 Recognize and reward in-depth product expertise Drive growth and deliver predictable Partner 3 profitability

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

Teaming for success Jorge Dinares Daniel Timmer Sharon Eilon President International Senior Director VP Alliance Maintenance Renewals Channel Partners International & WW Education

Certifications Matter Maria Thun Director Global Partner Enablement & Certification

Why Certification is Relevant Demonstrates • Right Business conversations skills • Trusted technical consulting company and knowledge • Effective demonstrations, POCs, end-to-end delivery • Certifications are testaments to company proficiency Establish • Display Portfolio Expert program marks Credibility • Distinguish your company from others • Making it easier to do business with Micro Focus Partner • Recognizing Partner value and rewarding in-depth Program product specialization • Driving growth and delivering predictable partner profitability

Why Certification is Relevant 44% performing work faster 65% 23% positive deploying impact on more image/ efficiently reputation 1 15% month longer earlier

Certifications Available Sales Certifications Technical Advanced Technical (SCs) Certifications (TCs) Certification • 6 different Sales • 31 Technical • 21 Advanced Technical Certifications Certifications Certifications • 1 per Product Group • Across 23 Product • Selected Product Portfolios Portfolios • Free of charge • Free of charge • Micro Focus Education Accepted for meeting End-to-End Certification Program across the whole product Micro Focus Partner portfolio Required for Micro Focus Partner Program Program requirements

Enablement & Certifications for the Partner Program New certifications and new portal page

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