Rob McMahon, Jasmina Pirard,

join us to explore the value that ISV's bring to our customers, and hear more from your colleagues on the success they have built first hand. Red Hat’s ISV strategy focuses on delivering value to our customers by engaging the ISV Ecosystem. We want to drive and accelerate platform adoption with our customers by bringing the workloads to the Red Hat platforms. Together, ISVs and Red Hat are able to deliver real business value allowing our customers to differentiate themselves in the market, and at the same time, Red Hat is able to increase its account penetration, strategic importance and share of wallet.

Bill Morkan, Steve Gains, Günter Herold,

CHAMP plans should become a living document that helps to identify, invent and address new markets to grow the pie! Learn how the partner enablement team helps to kickstart your conversation around joint partner solutions based on Red Hat technology. Based on a best practice workshop format, the enablement and development team helps to promote innovations, benefit from localisation and use specialist facilitation skills and expert knowledge. Inspire and motivate your partners to create repeatable offerings for a broad set of customers.

Dan Toledano, Annelie Blomquist Asp, Marcin Labanowicz,

reminder about the Lifecycle selling methodology and new tools to optimize Customer Lifetime management. The success story of implementation on Strategic/Enterprise and a success story on SSI implementation of CPM model.

Graham Berry, Karl Stevens,

2020 was a year of consolidation and marketing for VMware, with the latest announcements coming from VMworld and their offering now being included for all vsphere customers 2021 looks set to be a fierce battle to take control of the predicted $8 Billion container market by 2025. Join this session to be armed with the latest on what VMware are offering and how we keep OpenShift as the market leader.

Sascha Jundt,

his session covers how Red Hat Training can help customers to leverage our technology to meet their business objectives. You will learn how our Training offerings complement the other Services offerings through CAJ and AAJ, and better understand why Training can be seen as "Project Health Guarantee". The session will highlight key points from the brand new IDC GLS Study, regarding the business value that training brings to our customers in Transformation projects and driving adoption.

Richard Broadbent, Nikola Pentchev, Bruni Horakova, Ali Sogukpinar, Benjamin Holland,

due to the nature of this project one of our largest Telco customers in EMEA had a very complex partner and stakeholder structure to realize this project and accordingly the project was in danger of facing a huge delay. The customer was struggling to get a clear picture of where the project was and what needed to be done by go live. Through our engagement we showed our customer that Red Hat is capable of taking the lead in orchestrating the efforts with their preferred partners and system integrators and teams across Red Hat and to craft a delivery plan going beyond the Red Hat engagement. The Telco, Cloud Success, Partner and the Support delivery teams all regrouped and worked on a collective strategy. As a result a Cloud Success Architect was assigned to lead the technical discussions and drive the issues that are on the critical path to go into production.

Emilie Ilian, Dominic Schmitt, Zdenka Van der Zwan,

let’s explore together how open leadership and our open culture help us prepare for and navigate the unknown and change in our industry, as well as all around us in these bumpy times. We will share some best practices and takeaways through a panel discussion that can be used right away to sustain our culture, our engagement and our community while operating virtually.

James Read, Phil King, Rob Hall, Simon Briggs,

overview of the numerous and various Openshift managed services offerings within EMEA, the choices and services avaialable, and how can you use to drive customer satisfaction.

Oliver Reid, Kevin Bland, Christof Orth & Dominic Schmitt,

a successful team is more effective than any individual. Understanding how everyone (AM, PAM, and the Partner) can play their part in ensuring Red Hat is the solution of choice for your customers is key. Our UK and German sales teams will share how they changed the way they interact for the benefit of all. In Germany a jointly developed, programmatic partner approach in the public sector resulted in a close relationship between Red Hat public sector AMs and key public sector partners; moving from opportunity driven engagement to joint strategic go to market plannings between the partners senior level management and the Red Hat public sector sales. In UK regular account mapping sessions led to direct measurable revenue growth for all sales teams. We will explain the steps from understanding which partners are influencing the customer, through bringing the partner into our sales team and finally selling shoulder to shoulder with partners.

Rainer Liedtke,

what will change, Initiatives, Cloudpaks, Compensation etc.

Markus Eisele,

the combined revenues of application servers, Platform as a Service (PaaS), Low Code, and API as a Product businesses are collectively 2.5x the revenues generated by tools and infrastructure developers purchase to create these software systems. Learn how to expand your deals! Target audience: SSPs, Account Managers.

Kerrie Laird, Julio Guijarro & Val Yonchev,

Red Hat Services led solutions are key to customer success and establishing Red Hat as a trusted partner. Join this session to learn how our Services Solutions can be brought together to solve your customer’s challenges. From pre-sales through to delivery our solutions have been defined to be modular and flexible to help deliver customer success. Target audience: KAM and Account SAs; Sales and SA managers.

Alfonso Navio, Monica Sasso & Nikolai Stankau,

all mayor Banks leverage OpenShift to run business critical applications, we will present and overview of what they use OCP for as well as the benefits that they generated by doing so.

Séverin Bonnet ,

Join a race with SEAP, learn about a typical SEAP engagement using a Formula 1 analogy and how working with SEAP can lead to success. Meet the team, walk through a typical engagement, how we collaborate with sales and customers and how we can all achieve success working together.

Audrey Galliard Lallier, Nicklas (Nilson) Ivansonn, Lisa Riffel,

a session focused on the value of local EMEA. CCSP partners, why they exist, their value to customers and how you can leverage to be increasingly successful.

Rodolfo Falcone, Thomas Giudici,

why is our partner ecosystem important and how to leverage it to reach our sales goals? In CY20, the Italian business grew by 50%. One key reason was the way the country worked with all types of partners. Working in the best way with the channel ensures our growth as well as our market leadership in the Container platform market. Rodolfo Falcone (Country Manager, Italy) will share his experience of how a successful relationship between the Red Hat sales and the different partners looks like. How Italy changed the way Red Hat sales works with partners. Why it's important to work with partners, how his complete sales team works with the ecosystem, what are the right partner, what are the results after one year. How does he act with partners like Microsoft, works within the SAP partner ecosystem or leverages the Italian Solution Provider landscape.

Ralph Borlisch, Vice President Cloud & Cognitive Software IBM EMEA,

an overview of different deal types and who to engage with on IBM side.

Pierluigi Scardazza, Loic Avenel,

how to drive modernization conversations including OpenShift, Ansible and RHACM.

Richard Fejtl, Gerald Sternagl, Marcel Hergaarden,

learn how you can elevate your sales conversation beyond infrastructure talk, and how Red Hat can help customers to get more insight and extract value from data via automated data services for data ingestion, preparation, analytics and resilience.

Tim Jackson, Daniel Eagers & Kerrie Laird,

this session looks at how to position Red Hat Services offerings beyond products or solutions when we have a long term engagement with a customer. We will cover the Adoption Journey and different consumption models for Red Hat Services.

Harald Ruckriegel, Nischal Muchakani, Christian Rodenbeck, Dirk Weihrauch,

this session gives an overview about the role Red Hat plays in Automotive with Use Cases, Success Stories, Initiative Approaches and Strategy.

Ruud Blommaert, Cesar Beltran Monroy, Dick Lans, Rodolfo Falcone,

winning the SAP market is one of the strategic initiatives at Red Hat. By now we all should know the 'WHAT' - the main question that we still hear is the 'WHY' and 'HOW'. During this session we will answer both questions. What is happening in the market of SAP customers now and why is this creating a huge opportunity for Red Hat and becoming more strategic at their customers. Dick Lans, Regional Director BeNeLux will explain his vision on why it is important to win the SAP customers and how he has organized to drive success in 2021. Rodolfo Falcone will explain the importance of working together with the right partners/GSI's in combination with Hyperscalers.

Shashin Shinde,

general refresher on Cp's, what has changed, what to expect from IBM, best practices, success.

Will Watkins,

understanding how to sell to executives requires the ability to position our technology in the context of business benefit. This session will focus on enabling our sales teams to identify, qualify, and correctly position Red Hat as a catalyst/multiplier for business potential without discussing our products directly.

Quentin Geldenhuys, Paul Brown, Ilaria Doria,

it can be challenging to establish new and build existing relationships remotely where in-person meet-ups are not possible. We'll look at how we've transitioned to selling and delivering remotely, including the use of remote tools (such as Miro) for presales activities, and discuss what improvements we can make going forwards.

Alexis Monville,

open unlocks the power of your team. At the end of the talk, you will know the one thing you have to act on when you are back in your team to increase your impact and satisfaction. Pranay struggles with her sales job. Everything seems always to fall apart and ends up in tiring and stressful firefighting sessions. Pranay tried different solutions, and nothing is really working until that one thing she discovered. A not so subtle change in the way she looks at the world will bring her ways to increase her impact and satisfaction at work. The talk is a real-world practical one that helps you increase your impact and satisfaction at work no matter who you work with. In the talk, we will follow Pranay, a fictional character who struggles in her current team. The people around her are clueless. Along the way, Pranay learns something from the people she interacts with that gets her thinking in a new way enabling her to take a different course of action.

Jesper Rooth, Christian Rodenbeck, Luca Gabella,

edge computing is becoming a reality, and by 2024 the market reaches $250 billion. Across all verticals and industries, such as automotive, manufacturing, finance, edge computing is being seen as a way to develop new business ideas, find new markets and transform current legacy business. Join this session to understand how Red Hat can help our customers to identify and solve business problems using edge technology.

Martin Reinke, Steffen Froemer, Daniel Hilbig & Andreas Voigtmann,

in this session members of the Volkswagen global account team will share their secret sauce on how to form a group of individual contributors that acts as one team serving the customer as well as they can. The team will share and demonstrate the ups and downs in the past years. They will explain how a balanced and focused team can overcome problems and critical situations over time. By focusing on the Volkswagen challenges and delivering value as a team they were able to generate sustainable growth and customer satisfaction. This also includes a journey on how to use the different account team players to foster scale and growth throughout the Red Hat portfolio.

James Labocki & Abhinav Joshi,

Successful adoption of OpenShift 4.x helps accelerate customers' initiatives to modernize existing and develop new cloud-native applications. It leads to opportunities for Red Hat to upsell/cross-sell, and grow renewals. This session will provide an overview of why retention and adoption of OpenShift 4 is critical for Red Hat and our customers. Next, the session will provide an overview of our top three priorities for driving OpenShift adoption i.e. OpenShift 3 to 4 migrations, driving recommended workloads on OpenShift, and driving developer engagement within your accounts. Finally, we will provide next steps recommendations on how to get educated around these three priorities to win key workloads and drive OpenShift adoption.

Jenn Kueffer,

Cloud-native is not an end point, it’s a mindset. Are your customers onboarding applications to OpenShift and adopting new processes along the way to leverage the power of the platform, or could your renewal be at risk with a customer who has a set-it-and-forget-it mindset? Join this session to learn how Red Hat Services Container Adoption Journey can help your customers extract the true value of the platform, with workloads in production and engaged teams using it. This means success for your customers and account growth for you.Red Hat Consultants can guide your customers to understand how to proactively divert and displace threats to Application Modernization Red Hat OpenShift based on best practices. Learn from the go-to experts in accelerating migration plans with Red Hat Advanced Cluster Management, building automated applications that get to the market faster, and navigating the balance between technology and DevOps capability within your customer’s existing framework.

Richard Naszcyniec,

When competing against Tanzu/VMware, are you just positioning OpenShift, and competing on platform points? If you are, then you're not using all the competitive advantages at your disposal. What runs on the platform--workloads-- matters, and Red Hat has a far broader portfolio than Tanzu to build applications and solutions with. Tanzu knows this, and as a result, does not raise application development as a competitive topic. Don’t let Tanzu control the conversation. In this session we’ll point out what limited application development technology Tanzu can highlight. We’ll present our technology portfolio, best conversation topics, and available resources, to position Red Hat Middleware, and managed services, when competing against Tanzu. Additionally we’ll also talk about the ideal personas to sell application development to.

Rosa Guntrip,

As we continue to build momentum in the market and competitors try to position themselves in the Kubernetes space, how we tell the OpenShift story and what we lead with when we sell into opportunities needs to evolve. In this session, we’ll walk you through our latest OpenShift messaging. We’ll highlight the key value propositions, personas, and strategic initiatives that OpenShift can address and how we can help organizations achieve them. We’ll also walk you through how you can provide your prospects with an immediate path to value with OpenShift using one of our managed services offerings, and highlight how we can make a consistent operational and developer experience real with OpenShift, regardless of where it’s installed or how it’s consumed.

Cindy O'Brien,

RHEL is the platform most customers start with and is the entry point for the rest of the Red Hat Portfolio. It is not enough to sell just a couple of RHEL subscriptions, you need to convince your customers they need to adopt RHEL as the standard for all Linux and new application deployments. The question is how do you do that? The answer is to get your customer to start living the RHEL lifestyle! Living the RHEL lifestyle will boost your renewal rates and expand your customer’s spend. In this session, you will learn how Red Hat Enterprise Linux helps IT teams simplify processes, increase reliability, speed, and manageability. You will also learn why Red Hat Insight and Smart Management are so crucial to living the RHEL lifestyle.

Doug Chamberlain,

Serverless architectures and technologies are often seen as something that will require a big shift in the way you build and deploy applications, often tied with digital transformation projects. Still, there is a big opportunity to modernize and migrate legacy applications by running them "as-is", but with serverless containers. Come to this session to learn about how the combination of Knative, a Kubernetes native serverless platform, and Quarkus, our container-first approach to Java, can help enterprises have an easier alternative to transform application delivery combined with integration practices to deliver modern event-driven applications.

Lucy Kerner,

Security teams are increasingly finding it challenging to keep up with the changing risks, compliance requirements, tools, and architectural changes introduced by new technologies - such as containers, kubernetes, and cloud technologies. Traditional perimeter-based network security does not work in this new world of containers and hybrid cloud. Security teams must rethink their approach to security in this new world. So what specific security and compliance challenges are enterprises facing as they are on the journey to adopt hybrid cloud, containers, and DevSecOps? What does it mean to secure containers and hybrid cloud, achieve compliance, and implement DevSecOps successfully across people, processes, and technology? How can Red Hat help customers in this journey? In this session, we’ll answer these questions and more. We'll discuss some prescriptive steps enterprises can take to tackle these security and compliance challenges in the world of containers and hybrid cloud.