Micro Focus Unifies Global Channel Program
Partners will have access to company’s full portfolio of products, resources, and benefits
For the first time since Micro Focus acquired HPE’s software business in 2017, its partners around the world will have access to the full breadth of products, programs, resources, and benefits through a globally unified channel program.
The Lowdown: U.K.-based Micro Focus says the new unified channel program will provide partners with simplified access to products and support. The unification means partners around the world will be able to sell across the company’s four primary product segments: Enterprise DevOps, Hybrid IT Management, Security and Governance, and Predictive Analytics.
The Details: The unified partner program includes enhanced deal registration, improved software-as-a-service offerings with accelerated rebates, and a new market development fund (MDF) program that streamlines applications and claims for demand-generation programs. Micro Focus says the program is built for
There’s still work to be done, however, on the new program. The company tells CRN that many partners with legacy status in the HPE Partner One program will retain their standing. Micro Focus plans to relevel partners over time, giving them an
The Impact: Micro Focus believes the unified program, in making things easier for partners, will encourage them to expand sales beyond their core software and implementation disciplines. Micro Focus needs the expanded partner engagement as it continues to recover from the rough integration of HPE’s software business nearly two year ago.
Background: Micro Focus’ profile in the software industry rose when it acquired HPE’s software assets for $8 billion. On paper, the deal looked promising, as it expanded Micro Focus’ portfolio and partner network. But Micro Focus took on many of the headaches that plagued HPE’s software business, including a lack of product synergy and a unifying value message, and a fractionalized network of partners that sold only one product class.
While Micro Focus reports an upswing in revenue, it’s still suffering from the aftereffects of the challenged HPE deal. In its most recent earnings report, the company said sales were down 5.3 percent, although net profits increased nearly 9 percent. In its 2018 forecast, Micro Focus expected revenue to decline 6 to 9 percent.
Last month, Micro Focus laid out its vision for enterprise digital transformation, which the company believes is the unifying, overarching value proposition supported by its four core product divisions.
The Buzz: “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
“It’s certainly not uncommon for a software vendor to grow, to share a vision, or even to demonstrate its success in more than a single segment. What sets Micro Focus apart is how we have grown (with customer-centric innovation), our unique ability to execute on an aggressive digital transformation vision, and that we have a dominant position as serving the largest companies in multiple, highly complex verticals,” wrote Joe Garber, Micro Focus’ global head of strategy and solutions, in a blog. “With these fundamental building blocks already in place, and a highly motivated and laser-focused team behind it, we expect good things for years to come.”
Channelnomics Point of View: How much of an impact the unified program will have on Micro Focus’ partners and company performance is difficult to project. A problem Micro Focus inherited from HPE is a partner network siloed into respective product categories. Few Micro Focus partners sell or have the ability to engage with the full portfolio. On paper, a unified program that allows access to all products should increase sales by removing artificial partner restrictions. However, Micro Focus’ core software domains are distinct, with little technical overlap. Historically, partners don’t reach outside their core focus even when partner programs open up the way Micro Focus’ is.
Related Links:
Micro Focus Blog: The Who, What and Why of Micro Focus
