Micro Focus unifies partners under single global program

Micro Focus unifies partners under single global program

Gives partners access to full product stack

Software vendor Micro Focus has streamlined its partner program into a single, unified platform in an effort to make "an easier path" for partners.

The vendor previously hosted two separate channel programs: one for Hewlett Packard Enterprise (HPE) software, following its 2017 $8.8 billion spin-merger and one for Micro Focus’ own technology.

Launched on 1 March, the new program allows partners access to the full stack of Micro Focus and HPE products, while allowing the vendor to plug itself as a key digital transformation player.

"Leading up to this we were still working with multiple partner programs and systems as we completed the acquisition of HP’s software business," Micro Focus A/NZ channel director Todd Parsons said. "This will allow greater efficiencies but also ensure our customers and partners can more effectively utilise our portfolio of solutions and products." 

As part of the revamp, a single partner portal will launch with requirements spread across three tiers: Authorised, Gold and Platinum.

Previously partners were tiered between Registered and Premier Partners, the latter of which accounted for 10 per cent of the partner network and was divided into Solution, CSI and Business partner tiers.

According to the UK-based vendor, the new program will offer benefits such better protection and margins for partner-sourced deals and rebates paid up to three years in advance for software-as-a-service partners.

In addition, the program will streamline marketing development funds (MDF) for Gold and Platinum partners and will help accelerate turnaround time for deal registration, quotes, orders and MDF, the vendor claimed.

The program is designed to help Micro Focus and partners utilise the ‘four core pillars of digital transformation’: enterprise DevOps, hybrid IT management, security, risk and governance and predictive analytics.

Currently Micro Focus has roughly 200 hundred partners in Australia and New Zealand through its regional distribution agreements with Nextgen. The vendor also woks with Meier Business Systems (MBS) in Australia and Duo in New Zealand for its security portfolio. 

Mike O’Neill, Micro Focus president of worldwide indirect sales, said he expected 10,000 partners to log into the portal monthly across the globe.

“The announcement of the new Micro Focus partner program and portal demonstrates our continued commitment to providing an easier path for our partners to confidently generate predictable revenue, build pipeline and do business with us,” he said.

“Ultimately, this is a significant step forward in the Micro Focus partner acceleration strategy.”

Listed on the London Stock Exchange, Micro Focus tripled in size, operating across 30 countries after its spin-merger with HPE.

Last year, the vendor was awarded two contracts worth over $17 million with the Department of Human Services (DHS) through an entity called Entco Australia, which was created in September 2016 when HPE Australia started the process of transferring staff from its software business.

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