Intelligent CIO Middle East Issue 61 | Page 61

CASE STUDY to their customers . To that end , we offer you the following packaged offerings that are designed to help you and your teams . https :// www . microfocus . com / en-us / businesscontinuity / COVID-19

How is Micro Focus ramping up its product offerings and which industry verticals are increasingly adopting your solutions ?

Micro Focus has built its reputation by putting our current customers at the epicentre of our research and development ( R & D ) universe . This is unique in the software market , where seemingly all development dollars are focused on the next-best thing – even if that leaves current customers behind – as they chase new logos and adjacent markets with a gold rush mentality . What is equally notable about Micro Focus ’ customer base is its breadth . Often , software vendors grow by penetrating deep into just one or two verticals . This segment-specific specialisation gives them an edge on certain competitors at first , but often that edge diminishes over time . We believe the mark of a strong software vendor is the ability to listen and deliver over the long run . Again , armed with a playbook that emphasises getting close to our customers and delivering on their unique needs and use cases , we have been able to develop a customer base that spans the largest organisations across many verticals .

Given that some companies are adopting hybrid working models , how is Micro Focus positioning itself to ensure that a lot of businesses in the region are using the company ’ s software offerings ?

At Micro Focus Middle East and Africa , we have been spending a lot of time working with our customers to build stabilisation and resilience plans that are aimed at helping them return to normal operations with the least amount of stress . Our technology allows customers to achieve this resiliency , go beyond the crisis and leverage every single investment that has been made . Within the vast Micro focus portfolio , we can offer our customers multiple use cases to help them run their business smoothly , ensuring system resilience and Business Continuity now that we are all working and conducting business online including :

• Load testing to help scale the applications for the new normal

• Security testing to mitigate risk of cyberattacks

• Hybrid cloud brokering and cloud-based backup

• Implementing top class enterprise service management

• Secure content management

• Risk Management for Remote Productivity

• Extreme Automation for IT processes and Business Processes

Is Micro Focus working with channel partners to develop its business in the Middle East ?

At Micro Focus we have always thought to develop value creation through collaboration with channel partners . As a result , we are empowering and enabling the channel ecosystem to ensure that this messaging is reaching the end-user customers . We are investing in our partner readiness and building trust with the channel for long term benefits , armed with five great channel programmes that include :

• Reseller Programme

• Distributor Programme

• Service Provider Programme

• Technology Provider Programme

• Strategic Alliances Partner Programme

Via all these programmes , our partners will be integrated into the Micro Focus ecosystem when it comes to enablement , product roadmaps , business reviews , customer feedbacks and R & D interaction . In addition , we have streamlined the processes and structure of our integrated , new Partner Programme to make it easier to do business with us . Authorised Partners can access world-class sales and technical enablement to take full advantage of the cross-sell potential in adjacent solutions within our extensive product suite . In recognition of the skills and specialisation that a partner brings , our programme returns healthy , predictable profitability and a range of competitive benefits .

How have you positioned your business to channel partners and how are they being recruited ?

We have enabled and experienced partners for systems integration , reselling and services in the region . We continue to develop our existing partners on a technical level for recently introduced new products and also position them to new accounts to work together . In addition , we work with new partners , recruit them to join our partner ecosystem for specific line of solutions based on their former expertise and also for their experience and focus on a specific targeted vertical . More information can be found here : https :// www . microfocus . com / media / brochure / partner-program-for-resellers-brochure . pdf

How have you tiered your channel programme and is Micro Focus offering partner training and certifications in the Middle East ?

We have one of the best partner programmes in the market . We have levels of Authorised , Gold and Platinum partnerships , providing up to 25 % of backend rebates on closed deals . With our programme , we offer free trainings and certifications to our partners and they can develop their sales and technical team by using our new partner portal platform . Furthermore , they can also reach sales and technical

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