Micro Focus has merged its own and legacy HPE software channels into a single partner programme to streamline its operations. The programme will sort the company’s 4,500 channel partners into three tiers: authorised, gold and platinum. The reshuffle will allow all partners to access the entire product portfolio and customer base, according to Mike O’Neill, president of worldwide indirect sales, speaking to CRN. Around 87% of the company’s partners will fall into the authorised tier, which only requires a formal agreement with the company and provides front-end discounting as well as access to the company’s partner portal and knowledge base. The gold tier requires partners to have two sales certifications and two technical certifications in each product group. The 11% of partners who fall into this category will have access to a 20% discount off standard pricing, , an assigned partner manager, instructor-led training, and an MDF program. Platinum partners will initially include around 2% of current partners, who have the certifications necessary for becoming a gold partner as well as annual bookings of above $1 million. Platinum partners are eligible for a 25% rebate off standard pricing, as well as free access to Micro Focus events and joint go-to-market, sales and technical training.
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