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Confidential | Date | Other Information, if necessary
July 19, 2018
Building Partnerships
A Review of different Partner programs
Presented by Tracy Ragan
CEO, Catalyst Systems Corporation
Eclipse Member since 2002
Eclipse Foundation, Inc.
3 top reasons to Partner?
1. Increased Market exposure.
2. Improved Communication for
sharing technical information.
3. Its good to have friends to help
solve customer problems.
Eclipse Foundation, Inc.
Common Types of Partnerships
Alliance Partnerships
Re-Sellers
System Integrators
Solution Providers
Eclipse Foundation, Inc.
Alliance Partnerships
Focus on sharing technology and
working with customers
Goal is to solve customer problems
when two technologies must work
together and a commercial integration
is not available.
Eclipse Foundation, Inc.
Re-Sellers
Focus is on product sales.
Partners who have common tools can
share leads or distribute partner products.
Tip consider a Solution Provider
agreement as well when working as a re-
seller.
Eclipse Foundation, Inc.
System Integrators
Focus is on improving technology with "best
of breed" solutions.
Goal is to build commercially supported
integrations between software solutions
with a strong common ground.
Tip consider a Solution Provider
agreement as well when working as a re-
seller.
Eclipse Foundation, Inc.
Solution Providers
Focus is on Consulting Services.
Goal is to provide customers with certified
consultants for product installation and
implementation.
Eclipse Foundation, Inc.
Examples of Partner Programs
IBM Business Partner
If you have an Eclipse Plug-in, consider
submitting it for validation under the IBM-SDP for
"Ready for Rational".
Benefits:
Immediate recognition by the IBM customer
base.
Shared marketing opportunities.
Go to - http://www-1.ibm.com/partnerworld
Speak to Donna Rowe or Stephen Lauzon, IBM
Business Development IBM SDP
Eclipse Foundation, Inc.
Examples of Partner Programs
Borland Technology Program
Benefits
Access to critical information for building
integrated solutions with the Borland
products.
Exposure on the Borland Global Partner
directory
Go to
http://www.borland.com/us/partners/become/te
chnology.html
Eclipse Foundation, Inc.
Examples of Partner Programs
Computer Associates
Channel Partner Program Embedded
Technology
Benefits:
Access to CA solutions for integration
Exposure as a CA Channel Partner
Go to http://ca.com/channel/cpp/isv.htm
Eclipse Foundation, Inc.
Example Partner Programs
Serena Technology Alliance Partner
Benefits
Integration into the Serena Software
Solutions.
Global exposure as a Serena Technology
Partner.
Go to http://www.serena.com/partners
Eclipse Foundation, Inc.
Example Partner Programs
MKS Technology Partner
Benefits:
Integration of complimentary technologies.
Shared customer relationships.
Exposure as a Technology partner.
Go to: http://www.mks.com/partners/programs
Eclipse Foundation, Inc.
Summary
Tips:
Look for partner programs that give you access to
solutions that have an affinity to your own.
Ask to have the program customized to your
particular needs.
Before joining look at the overall cost of the
program and cost of customizing your solution.
Ask about shared marketing opportunities.
Coordinate the different partnerships i.e., Re-seller
and Solution Provider.