Trade Wars

Red Hat Seeks APAC Partners To Grow “Aggressively”

Marjet Andriesse (Red Hat)

Credit: Red Hat

Red Hat’s new Asia-Pacific (APAC) director, Marjet Andriesse, is looking for new partners to “aggressively” increase its presence in the region.

Andriesse rose to the role in April after a short stint as Vice President of Sales and, before that, nearly five years as APAC Managing Director of Telstra.

Now, having served as APAC’s vice president and general manager at the open source software provider for the past nine months, Andriesse says the company is in incredible shape.

“Being the world’s leading provider of open source software solutions was one of the reasons I wanted to join, because what an incredible position to have at this point in the industry,” she Recount Asia Channel.

While nine months is barely enough to bring about a monumental change, Andriesse’s time at the company so far has included building its ecosystem of partners beyond its base of around 5,000 partners in the region. APAC, which includes resellers, systems integrators, independent software vendors, and cloud services. the partners.

“Our intention is to increase our collaboration with our partners and the ecosystem so that we can create software, provide services and provide solutions to our customers,” said Andriesse. “The most important thing is that we double our ecosystem. Because if we want to grow aggressively, like we are doing, we cannot do it without our partners.

“This is also due to the fact that customers are becoming more and more demanding on the solutions they need. It needs to be more industry specific. We will need the ecosystem of partners to be on top of that. “

Andriesse said Red Hat is also considering investing in other spaces to strengthen its position in a range of different markets.

“If you go back to the Red Hat story, we started 20 years ago as a single product driving Linux and we had some really great partners who were helping us drive that growth,” she said.

“Now that we are moving to a different portfolio – managed services and open hybrid cloud – we will also need a group of hybrid or heterogeneous partners who can help us develop these different services and products that we want to bring to market. . ”

All of this then trickles down to customers, something Andriesse sees as critical to Red Hat.

“If we don’t listen to customers properly, we won’t be successful,” she said. “So customer focus is something that I really bring to the table. Not to push products, but to listen to what customers need; this is where the open choice we have is so relevant.

Andriesse believes she has managed to exploit this during her tenure so far, bolstered in part by the acquisition of the vendor by IBM in 2019.

“If you look at our partnership with IBM, since the acquisition, the number of [global] Customers using IBM’s hybrid cloud platform, OpenShift, has grown almost fourfold, ”she said.

“We see customer satisfaction; the way they like to treat our proposals is increasing.

Double low on scanning

Across APAC, Andriesse says she has seen more workloads digitized into the cloud than ever before.

“We find that businesses today operate under complexity, higher volumes of data and faster business cycles. So we are seeing a lot of growth here, ”she said. “We’ve seen a lot of growth in all areas except obviously in China, which is always a problem due to the trade wars between the United States and China. But we have seen a significant and faster rate of growth in ASEAN, Hong Kong, Taiwan and India.

“I have to say that the resilience of this region, even as COVID has struck, is unmatched. And I think that’s absolutely determined by the levels of competition here. Many companies are embarking on this digital strategy and this transformation journey.

However, not all companies have successfully embarked on the digital transformation process. For Andriesse, the difference between those who succeed and those who struggle depends on who is making the most of their digital transformation.

“We see a lot of things early on that companies struggle with; they’re starting their digital transformation just as a way to keep up with industry peers, but that’s not enough to guarantee that you’ll be effective or even viable, ”she said.

“We’ve seen that transformation requires leadership that understands how organizations must continually challenge the status quo. We like to say the goal isn’t just to survive, it’s to grow. And so, we put a lot of emphasis on this topic.

“To be successful with the transformation, people sometimes think, ‘Oh, you just have to go to the cloud,’ or you get good IT in there. But you really have to fundamentally change the way you work and become comfortable with the change, because the change is going to be constant. You need to adapt your business and your business processes to constantly experiment, learn and adapt.

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