Red Hat is known for having an ecosystem-first mentality. So it was eye-opening how much more insight they could get into their relationships by adopting Pronto for their strategic alliances and SI partners, and as a result, uncovered $30 million worth of partner opportunities.
A big proponent of co-innovation, Red Hat often works closely with 2+ different partners to produce one solution. Having a centralized system to collaborate and share data within Red Hat’s firewall has proven useful for developing solutions within multi-variate relationships.
After implementing Pronto, Red Hat was able to closely manage the GTM process for 23 new solutions in tandem with SI partners. They’ve also been able to identify 3x more high potential joint solutions by being able to surface better insights about how solutions are performing in different industries and geographies. This is usually difficult to do when working with multiple partners and solutions, especially when partners use different naming conventions. GTM has accelerated as a result.
Red Hat Global
Co-selling and re-selling with ISV partners took off as well. Within 90 days of deploying Pronto, Red Hat Global was more easily able to identify new accounts and saw their net new pipeline increase by 5 times. Since then, they’ve exceeded their quarterly revenue target for partner-enabled deals by 135%.
Partners are sharing and collaborating on new deals with Red Hat, more aligned than before. Plus, reporting on performance has become instantaneous, saving an estimated 72 hours of work per week. It’s now possible to accurately measure revenue contribution by partner, helping uncover high potential partners. Likewise, it’s simple to measure the ROI of partner marketing campaigns.
“One benefit of Pronto is being able to track the ROI of marketing campaigns that require investment from us and our partners. We have all that data in one place in Pronto, and we know exactly how effective every campaign is that we're executing, which is very valuable information.”
– Jeff Itscovitch, Alliance Manager, Red Hat
Part of the reason for this joint sales success is because they’ve moved to a model where they don’t simply hand over leads to partners, but instead empower partners to create their own opportunities while still staying connected with Red Hat’s sales teams and resources. The idea is to expand access to a broader set of customers and opportunities. Equipping partners with the resources and materials to enable sales has been simple with the document repository feature within Pronto.
Soon, Red Hat will be using Pronto to collaborate with distributors and strategic partners. While working with Pronto, Red Hat Global and Red Hat Cloud have found new ways that they can collaborate with each other to generate even more value from partnerships.
Together, Red Hat and Pronto are helping bring their forward-thinking Strategic Alliances, ISV, and GSI partners together to create innovative solutions on a global scale.
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