Go-to-market with New Red Hat Partner Sales Plays

April 3, 2023
2 minute read

New partner sales plays, now available on the Red Hat Content Center (partner login required), offer Red Hat sellers and our partners a strategy and framework to go to market with Red Hat technologies. 

The partner sales plays provide an overview of our top use cases, the growing market opportunity with each, and guidance on how Red Hat can solve customers’ unique challenges. The partner sales plays will help Red Hat sellers and partners identify actionable opportunities to increase pipeline and win rate within new and existing accounts.

These partner sales plays include:

  • Expanding workloads to the cloud
  • Modernize existing apps
  • Automate and manage the hybrid cloud
  • Automate the enterprise
  • Accelerate new (app) development 
  • Standardize on Linux for any workload 

These sales plays will help you:

  • Identify business challenges across infrastructure, application development and delivery, and automation. 
  • Position Red Hat as a trusted partner and thought leader.
  • Lead with a cohesive story on how existing and net new investments in Red Hat solutions can accelerate positive business outcomes.
  • Plan and lead effective customer meetings using the right content and resources.
  • Deliver measurable outcomes and business impact.

What’s in the sales play:

  • Market overview and partner opportunity. 
  • Key personas/customer profiles.
  • Detailed guidance on how to engage a prospect/customer in a sales conversation.
  • Objection handling, conversation starters, customer success stories along with key resources.
  • Partner marketing resource guide including assets, best practices to effectively plan and execute virtual events to drive demand and build pipeline for each sales play.

Next steps:

  1. Take the E-Learning on the Red Hat Partner Training portal.
  2. Review the sales plays (use your Red Hat partner account credentials.) 
  3. Engage with your Red Hat partner account manager to develop account plans and use the sales plays to generate pipeline and wins. 
  4. Share the marketing resource guides (campaign kits) with your marketing teams, so they can support you by driving demand.
  5. To create/customize a new campaign with end-to-end support, access the Concierge Program with The Channel Company. To request concierge services for your Certified Red Hat partner, visit The Red Hat Content Center and select "Concierge services."

Are you interested in becoming a Red Hat partner? Learn more about the benefits of partnering with Red Hat.



Smriti Rao
Sr. Principal - Partner Ecosystem (Portfolio Marketing, GTM Programs)
Smriti Rao is a Raleigh-based product marketing leader with a decade of experience creating successful campaigns and strategies. She is skilled in messaging, positioning, and market planning and drives growth and engagement. With expertise in cross-functional team leadership, she's led successful product marketing initiatives. Smriti holds an MBA from Georgia Tech and an MS from Columbia University. Passionate about content strategy and creation, she's also a voracious reader and pop culture enthusiast.