Red Hat's partner ecosystem has 'deepened', according to Petra Heinrich, VP channels EMEA.
"We've been engaging more deeply with partners and solutions developers, aiming to help them with the complete portfolio and not dilute our channel."
Working with large integrators such as Accenture and Atos on major projects has yielded results, particularly among telcos, she says. And working with ISVs has helped to open up the financial services sector.
The push has been on the vertical markets, and getting partners trained on digital transformation has been a priority for Red Hat. "Our own salesforce is much more vertically focused and we have been getting partners ready, recognising that the buyer has changed - partners need to be able to talk business issues as customers want a wider range of services," added Heinrich.
"It is clear that partners are now much more willing to work with other businesses with different skills. This is something we are looking to encourage."