Partner Success Story
Insights for ISVs from Synopsys’ Joe Gomes: innovation and growth
Fast Facts:
- Company: Synopsys is an American electronic design automation company
- Partner Type:Certified Technology Partner
- Products Used:OpenShift
The challenge
Customers were facing the daunting task of unknown, unmanaged, and unsecure open source components in containers. Meeting their requirements was our mission:
- Security teams required every deployed container to be scanned
- Containers could originate from several, non-trusted registries
- Adding an application into a container increased the amount of open source components that needed to be managed
The opportunity was two-fold: meet the customers’ needs while expanding our value proposition to the customers, thereby, strategically growing our business.
Solution
As more companies started adopting open source software, it was apparent that there was a need for hardened security within open source. With Red Hat OpenShift being the leading platform in Kubernetes and container development, Black Duck from Synopsys seemed to be a natural fit with Red Hat.
They could address customers’ needs with open source components in containers deployed in Red Hat OpenShift. And, by becoming a Red Hat Certified Technology Partner, we could show customers our unique capabilities with Red Hat OpenShift, validating our knowledge. We also wanted a partner that would work with us to go-to-market in a collaborative way, generate new business, and continue innovation.
Red Hat is amazing to work with. I’ve had the pleasure of managing our global alliance for four years. Synopsys and Red Hat have similar cultures and this provides the key ingredients for a successful relationship: the right people with transparent, cooperative, get-things-done, customer-centric attitudes
Lessons learned
Red Hat collaborated with Synopsys, validating solutioning and messaging. They also collaborated in account mapping and sales support. And, they have the engagement of leadership on both sides. This sets us up for a winning relationship.
Synopsys worked closely with Red Hat’s OpenShift team to develop and deliver Black Duck for OpenShift, as well as attain our certification as an OpenShift Certified Operator.
They worked with Red Hat’s Middleware team to develop and deliver a Middleware solution for JBoss with our Seeker tool, an IAST solution: Seeker support for JBoss. Red Hat’s commitment to working with partners in ongoing innovation was clear. Additionally the operator certification process and experience was fantastic. Red Hat understands the value of showcasing collaboration and joint solutions to customers. They work closely with partners to create joint collateral, and host events and webinars to educate and gain net-new customers, as well as expand the partner’s footprint within existing customers.
Top three things ISVs should look for in a partner
- Product compatibility – finding a gap in the market, or in a product, and filling it with a joint solution.
- Shared goals and vision.
- The ability to execute on the shared vision to reach the shared goals.
