RED HAT CERTIFIED CLOUD &

SERVICE PROVIDER PROGRAM

Global Partner Guide

December 2017
DISCLAIMER
This Red Hat Certified Cloud & Service Provider (CCSP) Program guide (the “guide”) provides an overview of the CCSP pro-
gram. The terms that govern the CCSP program are contained in the Red Hat Partner Agreement and CCSP program appen-
dix (the “agreement”) entered into between Red Hat and each partner participating in the CCSP program (the “service
provider” or “CCSP partner”). All terms not otherwise defined herein shall have the meaning set forth in the agreement. The
current version of this guide will be made available to CCSP partners on the Red Hat Connect for Business Partners portal at
http://www.redhat.com/en/partners. CCSP program benefits and requirements are applied based upon the country in which
the CCSP is located. To the extent that this guide has been translated into any language besides English, the English version
of the guide will prevail over any inconsistencies with a non-English version of the guide.

CCSP PROGRAM GUIDE CHANGES

Red Hat may require occasional corrections or updates to the guide and reserves the right to make such corrections or
updates from time to time and to post such updates to the Red Hat Connect for Business Partners portal.

TRADEMARKS
Red Hat, JBoss, Ceph, Gluster, and OpenShift are trademarks or registered trademarks of Red Hat, Inc. or its subsidiaries in
the United States and other countries. Linux® is the registered trademark of Linus Torvalds in the U.S. and other countries.

Red Hat, Inc. 2 December 2017

Table of Contents
GLOBAL PARTNER GUIDE....................................................................................................................................................... 1
DISCLAIMER............................................................................................................................................................................... 2
CCSP PROGRAM GUIDE CHANGES........................................................................................................................................ 2
TRADEMARKS........................................................................................................................................................................... 2
INTRODUCTION......................................................................................................................................................................... 5
PARTNER PROGRAM OVERVIEW............................................................................................................................................ 5
PARTNER PROGRAM REQUIREMENTS.................................................................................................................................. 6
Program Requirements........................................................................................................................................................... 6
Application Process................................................................................................................................................................. 6
PARTNER OBLIGATION............................................................................................................................................................ 6
Revenue Unit Matching and Consistency............................................................................................................................... 6
Support and Software Maintenance........................................................................................................................................ 7
End Customer Agreements..................................................................................................................................................... 7
Certification Requirements...................................................................................................................................................... 7
Reporting................................................................................................................................................................................. 7
Metering.................................................................................................................................................................................. 7
Professional Services.............................................................................................................................................................. 8
Resellers and White Labeling.................................................................................................................................................. 8
Reselling.......................................................................................................................................................................... 8
White Labeling................................................................................................................................................................. 8
Use of Third Party CCSP Infrastructure........................................................................................................................... 9
PROGRAM SUBSCRIPTIONS.................................................................................................................................................... 9
Red Hat CCSP Software Subscriptions.................................................................................................................................. 9
Red Hat CCSP Program subscriptions............................................................................................................................ 9
CCSP Partner Infrastructure Software Subscriptions....................................................................................................10
End Customer Software Subscriptions.......................................................................................................................... 10
CCSP PRODUCT CATALOG.................................................................................................................................................... 10
Red Hat Enterprise Linux...................................................................................................................................................... 10
Deployment models supported:..................................................................................................................................... 10
Red Hat OpenShift Container Platform................................................................................................................................. 13
Models supported:......................................................................................................................................................... 13
Red Hat CloudForms............................................................................................................................................................. 13
Model supported:........................................................................................................................................................... 13
Red Hat OpenStack Platform................................................................................................................................................ 13
Model supported:........................................................................................................................................................... 13
Red Hat Virtualization............................................................................................................................................................ 13
Model supported:........................................................................................................................................................... 14
Red Hat Cloud Infrastructure................................................................................................................................................. 14
Model supported:........................................................................................................................................................... 14
Red Hat Gluster Storage....................................................................................................................................................... 14
Red Hat Ceph Storage.......................................................................................................................................................... 14
Partner Benefits for Red Hat Gluster Storage and Red Hat Ceph Storage..........................................................................14
New workloads............................................................................................................................................................... 14
Increased solution value................................................................................................................................................ 15
Time to market............................................................................................................................................................... 15
Quality............................................................................................................................................................................ 15
Support.......................................................................................................................................................................... 15
Models supported:......................................................................................................................................................... 15
RED HAT CLOUD ACCESS...................................................................................................................................................... 15
RED HAT GLOBAL SUPPORT SERVICES.............................................................................................................................. 15
Qualifications......................................................................................................................................................................... 16
CCSP Support to End Customers......................................................................................................................................... 16
Support Models for CCSP Partners...................................................................................................................................... 16

Red Hat, Inc. 3 December 2017

 Full Support.................................................................................................................................................................... 16
Diagnostic Support......................................................................................................................................................... 16
Engaging Red Hat Support............................................................................................................................................ 16
INTERNAL USE POLICY.......................................................................................................................................................... 17
Policy Statement................................................................................................................................................................... 17
Internal Use Eligibility............................................................................................................................................................ 17
Business Rules...................................................................................................................................................................... 17
PRICE CHANGES..................................................................................................................................................................... 17
CCSP PARTNERSHIP PROGRAM LEVELS AND BENEFITS................................................................................................18
PROGRAM BENEFIT DESCRIPTIONS.................................................................................................................................... 20
Red Hat Connect for Business Partners Portal.....................................................................................................................20
Red Hat Connect for Technology Partners Portal................................................................................................................. 20
Red Hat Certification Catalog................................................................................................................................................ 20
Red Hat Partner Locator....................................................................................................................................................... 21
Red Hat Cloud Access Program Eligibility............................................................................................................................. 21
Market Development Funds.................................................................................................................................................. 21
Red Hat Consulting Services discount.................................................................................................................................. 21
Red Hat Events..................................................................................................................................................................... 21
Red Hat Summit............................................................................................................................................................. 21
Red Hat Partner Conference......................................................................................................................................... 21
Access to Red Hat Collateral and Demand Generation Campaign Materials.......................................................................21
Red Hat CCSP program branding and logo use................................................................................................................... 21
Joint Marketing Activity Planning........................................................................................................................................... 22
Press Release Support......................................................................................................................................................... 22
Red Hat developed Case Study............................................................................................................................................ 22
Sales Benefits....................................................................................................................................................................... 22
Red Hat named Account Manager........................................................................................................................................ 22
Distributor Partner Management........................................................................................................................................... 22
Enhanced Support Relationship............................................................................................................................................ 22
Red Hat Partner Advisory Group........................................................................................................................................... 22
Red Hat Executive Sponsor.................................................................................................................................................. 22
Not-For-Resale Subscriptions............................................................................................................................................... 22
TRAINING AND TECHNICAL SUPPORT BENEFITS..............................................................................................................23
Red Hat Online Partner Enablement Network (OPEN).........................................................................................................23
Red Hat Training + Certification............................................................................................................................................ 23
Sales and Technical Partner Seminars................................................................................................................................. 24
Knowledgebase Access........................................................................................................................................................ 24
ABOUT RED HAT..................................................................................................................................................................... 24

Red Hat, Inc. 4 December 2017

INTRODUCTION
This guide is a key resource for Red Hat Certified Cloud & Service Provider (CSSP) Program. It contains:
• An overview of the CCSP program.
• A description of membership and business requirements.

• Program levels and benefits.

• Information about the application and enrollment process.

A Red Hat certified cloud or managed service is a trusted destination for enterprise IT customers, independent software ven-
dors (ISVs), and partners to access and consume Red Hat solutions. Certified clouds and services use Red Hat infrastruc-
ture and guest offerings to serve customers with secure, scalable, and supported enterprise solutions with specific business
and operational models. Typical offerings from providers include hosted physical machines, self-service virtual machines,
hosted virtual private clouds, fully managed services, and outsourcing.
By using a Red Hat certified cloud or managed service, end customers and partners using custom-developed or third-party
ISV applications certified to Red Hat Enterprise Linux and other Red Hat solutions are assured that these applications will
function as anticipated on a trusted cloud.
For cloud providers offering Infrastructure-as-a-Service (IaaS), due to the certification, testing, and availability of a standard
Red Hat Enterprise Linux image, end users may enjoy a consistent product experience. The program also offers products
that enable Platform-as-a-Service (Red Hat OpenShift Container Platform ), middleware (Red Hat JBoss Middleware), scal-
able block and file storage (Red Hat Gluster and Red Hat Ceph storage) and cloud management (Red Hat CloudForms).

PARTNER PROGRAM OVERVIEW

The CCSP program allows cloud, hosting, system integrator, and managed service providers to host and resell certified Red
Hat offerings on-demand via multi-tenant, dedicated, and managed models. A CCSP partner receives:
• Flexible pricing aligned to the way a provider charges its customers, with:

• Pay-as-you-go hourly, monthly, and yearly models with monthly billing in arrears
• Consistency between on-demand and dedicated service models

• Streamlined procurement of Red Hat subscriptions

• Premium (24x7) Red Hat support for all infrastructure components purchased from Red Hat

• Red Hat certified offerings for resale with SKUs built specifically for CCSP partners
• Systems management solutions to manage Red Hat cloud offerings, including:

• Red Hat Update Infrastructure (RHUI): in-cloud management and update services built for on-demand
consumption and dynamic scale
• Red Hat Satellite: Full-featured active management solution for managed service environments
• Joint customer issue resolution with Red Hat Global Support Services

• A compliant way to offer Red Hat solutions in the cloud or as a managed service
• Alignment with Red Hat field compensation, fostering joint sales engagements

• Access to thousands of certified Red Hat Enterprise Linux ISV applications, for deployment in cloud environments
• Red Hat branding and promotion as a Red Hat Certified Cloud and Service Provider partner

Red Hat, Inc. 5 December 2017

PARTNER PROGRAM REQUIREMENTS
All partners participating in the CCSP program must comply at all times with the requirements outlined in this guide and the
agreement.

Program Requirements

The following are the requirements in order to participate and maintain good standing as a Red Hat Certified Cloud & Service
Provider.
• Complete the CCSP program application and agree to the terms of the CCSP partner agreement. The partner must
have a current CCSP partner agreement throughout their relationship with Red Hat.
• Adhere to the CCSP technical and operational requirements, described in the document, “Red Hat Certified Cloud
Provider Technical and Operational Requirements Guide” which can be found in Red Hat Connect for business part-
ners.
• Maintain a minimum number of trained technical personnel, as described in the Red Hat Certified Cloud Provider Tech-
nical and Operational Requirements Guide.
• For the Partner Diagnostic support model, the partner must train and maintain a minimum number of pre-sales and
sales personnel so that they are familiar with the Red Hat products that the partner will offer for resale on its service.
The partner's trained staff will keep current on Red Hat products in the CCSP program and will work with Red Hat
sales teams on proper positioning of Red Hat products to its customers.

Application Process

To enroll in the CCSP program, visit the http://www.redhat.com/en/partners. Choose “Service/Cloud Provider” as the partner
type and complete the application. A CCSP program representative will then follow up promptly to complete the process.

PARTNER OBLIGATION
One of the primary goals of the CCSP program is to maintain a consistent level of service to customers who use Red Hat
products in their datacenter, and who want to use them on a cloud or managed service.
A CCSP partner must:
• Offer a highly available and scalable infrastructure for hosting Red Hat certified images and an update infrastructure to
ensure Red Hat image accessibility, persistence, and security.
• Run on a Red Hat certified hypervisor and on Red Hat certified hardware for solutions which require Red Hat Enter-
prise Linux and other Red Hat products. Learn more about Red Hat ecosystem and certification programs at
https://access.redhat.com/certifications.
• Implement a metering, billing, and reporting system to account for the use of Red Hat offerings in a consistent manner
and to report on a monthly basis, in arrears, end customer and partner consumption.
• Require that each end customer agree to the Red Hat subscription terms.

• Meet training and support criteria to offer enterprise-level customer service-level agreements (SLAs), as outlined in the
Technical and Operational Requirements Guide and the CCSP program appendix agreement document.

Revenue Unit Matching and Consistency

The CCSP partner must offer its end customers Red Hat subscriptions in time increments that match the Red Hat subscrip-
tions that the CCSP partner purchases from Red Hat. For example, Red Hat Enterprise Linux sold hourly to the CCSP part-
ner can only be offered to end customers on an hourly basis.
Subdivision of a subscription or revenue unit is not permitted. For example, a partner may not purchase an yearly or monthly
Red Hat Enterprise Linux SKU and resell it as individual hours to end customers.
Aggregation of single revenue units by the partner is permitted. For example, the CCSP may resell 730 hours of Red Hat

Red Hat, Inc. 6 December 2017

Enterprise Linux as a monthly offering to the end customer; however, the CCSP partner is responsible for reporting to Red
Hat the resale of 730 individual Red Hat Enterprise Linux hourly subscriptions.

Support and Software Maintenance

The CCSP partner delivers the software, updates, and all technical support directly to its customers. If Red Hat receives sup-
port requests from an end customer, Red Hat will direct them back to the CCSP partner. It is important to note that the CCSP
partner is responsible for resolving such issues and interfacing directly with Red Hat Global Support Services (offered 24x7).
A CCSP partner's failure to perform these support obligations under the CCSP program will constitute a material breach of
the agreement.

End Customer Agreements

Use of the software and subscriptions is subject to the applicable Red Hat subscription terms and conditions. Prior to provid-
ing an end customer with access to the software subscriptions, the CCSP partner must require each end customer to sign or
otherwise assent (in a manner acceptable to Red Hat) to the cloud services subscription agreement set forth at
https://www.redhat.com/licenses/cloud_cssa/ as a condition to providing end customers with access to the Red Hat products.

Certification Requirements

End customers of a CCSP partner's service rely on the assurance they can run their services and applications on Red Hat
products and receive the same support and compatibility as they would on a physical or virtual machine in their own data
center. As a result, the CCSP must utilize Red Hat’s certification process as a condition of joining the program, and must
maintain staffing certifications commensurate with the requirements for offering services to end customers. Please review the
specific certification requirements set forth in the Red Hat CCSP Technical and Operational Requirements Guide, download-
able on Red Hat Connect for business partner portal.

Reporting

A CCSP partner must implement a process to track and record purchases, distribution, and use of the Red Hat software sub-
scriptions by itself and its customers, and must account to Red Hat either directly or through an authorized CCSP distributor,
any consumption of the subscriptions.
All CCSP partners must submit a consumption report for each calendar month no later than the fifteenth calendar
day of the following month, regardless of whether any units or subscriptions have been consumed. In addition,
CCSPs reporting directly to Red Hat must either provide a valid, blanket purchase order for the estimated annual
amount consumed OR attach a valid purchase order for the amount reported on the same email when submitting a
monthly report. Failure to provide timely and accurate reports will be cause for termination from the CCSP program.
Note: For partners purchasing through an authorized CCSP distributor, a shorter reporting time period may be required.
Please consult the distributor directly.
The CCSP partner must submit its first report within 45 days of signing the Red Hat Partner agreement and CCSP program
appendix agreement, even if there is no usage; in this case the report would be zero ($0) dollars or equivalent currency.
Reports should be sent to the email address indicated in the partner’s CCSP agreement or directly to the partner’s autho-
rized distributor. A reporting template can be downloaded from Red Hat Connect for Business Partner portal.
Note: Specific reporting requirements (e.g. end customer name, SKU) are detailed within the CCSP partner agreement.

Metering

A CCSP partner must be able to account for all of the consumption of Red Hat offerings within their service in order to report
to Red Hat usage as defined under the reporting section above.
• Metering must be consistent with the revenue units that Red Hat is offering to the partner.
• The CCSP partner must be able to account for total consumption of every hour, month, year or other unit of measure
consumed by the partner’s customers and resellers.

Red Hat, Inc. 7 December 2017

Professional Services

It is recommended that the CCSP partner purchase a professional services engagement for the implementation of the Red
Hat Update Infrastructure (RHUI) that is described in this guide and in the Red Hat CCSP Technical and Operational Require-
ments Guide. During this engagement, Red Hat Global Professional Services (GPS) consultants will work with the partner
to:
• Install and configure RHUI.

• Explain how to certify an image.

• Explain how to comply with all certification requirements.

Additional professional services may be required prior to implementing specific products, such as Red Hat OpenStack Plat-
form, Red Hat OpenShift Container Platform by Red Hat, Red Hat JBoss Middleware, Red Hat Gluster storage or Red Hat
Ceph storage.

Resellers and White Labeling

Reselling
If a CCSP partner sells the software subscriptions to end customers through a reseller (an independent party), the CCSP
partner must continue to comply with the terms and conditions of the CCSP agreement, will remain the sole point of contact
with Red Hat, and must contract with any reseller on terms that are consistent to those contained in the CCSP agreement.
The CCSP partner shall be responsible to Red Hat for a reseller’s compliance, including the obligation to report for all units
and subscriptions as described in the reporting section of this guide.
In no event will the CCSP partner be authorized to allow the resale of the software subscriptions on any cloud or hosting
infrastructure other than the CCSP’s service, to resell CCSP infrastructure software subscriptions, or to resell any Red Hat
products or services other than as permitted under the CCSP agreement.

White Labeling
Red Hat considers a white-label provider of a CCSP partner an independent third party who represents Red Hat offerings on
a cloud or service offering which is not their own. As such, a white-label provider must meet the same business, operational,
and technical requirements as the CCSP partner but will interact with the CCSP directly (not Red Hat). In exchange, the
white-label provider will be able to resell Red Hat technologies on their service. All branding of Red Hat offerings must remain
trademarked as Red Hat property and the same reporting requirements that apply to the CCSP partner also apply to white-
label providers.
A third party is a white-label provider of a CCSP partner if all of the conditions below are met:
• It offers CCSP subscriptions to its end customers, but does not own, rent, or maintain the physical infrastructure
(servers) on which the CCSP subscriptions are hosted or resold, whether physical or virtual.
• It maintains the financial relationship with the end customer.
• It maintains a service relationship with the end customer and offers identical SLAs to all customers.

A white-label provider of a CCSP must:

• Comply with the terms of the agreement, including but not limited to, terms for unit revenue matching.

• Report all Red Hat product consumption to the CCSP partner (as defined in the agreement), including end customer
data. The CCSP partner is responsible for reporting to and paying Red Hat (or distributor if applicable) for all CCSP
consumption. No billing process or relationship will exist between the white-label provider and Red Hat (or the dis-
tributor).

Red Hat, Inc. 8 December 2017

 • Escalate all service issues regarding Red Hat products to the Red Hat CCSP partner. The CCSP partner will be
responsible for escalating any service issues to Red Hat; Red Hat will not provide support directly to the white-label
provider.
White-label providers are not considered a CCSP partner and may not represent themselves as such. However, white-label
providers have the right, through the CCSP partner, to represent and resell Red Hat subscriptions as set forth above. White-
label providers must adhere to all Red Hat branding and copyright guidelines listed at
http://www.redhat.com/en/about/trademark-guidelines-and-policies and are not authorized to use any Red Hat logos or trade-
marks.

Use of Third Party CCSP Infrastructure

As a CCSP partner you may leverage another CCSP partner's underlying hosting or cloud infrastructure, provided that you
remain responsible for satisfying all requirements under the CCSP program, as if the infrastructure were your own. This
includes all reporting as contractually obligated in your CCSP agreement. If you are offering a managed service, you are
obligated to report usage of all Red Hat products, whether using them on your own infrastructure or another CCSP partner. If
you are using Red Hat products on a CCSP partner's multi-tenant cloud, there is no need for you to report usage, providing
that the multi-tenant CCSP will report the usage in their monthly reports.

You may only use the third party infrastructure of an existing Red Hat CCSP partner in good standing. If the third party CCSP
partner ceases to remain in the CCSP program, or becomes non-compliant with the CCSP program requirements, then you
will need to utilize another CCSP infrastructure that is in good standing. Use of a third party infrastructure that is not a CCSP
partner is not permitted.

PROGRAM SUBSCRIPTIONS
Red Hat CCSP Software Subscriptions

In the CCSP program, there are three types of Red Hat software subscriptions:
1. Red Hat CCSP Program subscriptions
2. Partner infrastructure software subscriptions
3. End customer software subscriptions

Subscription Description Support Term

Red Hat CCSP Program To create images of Red Hat software Premium 2 years
subscriptions for end customer software subscrip- (24x7x365 from Red Hat (no cost to the CCSP
tions. to the CCSP partner) partner)
To perform errata and patch manage-
ment and create images for end cus-
tomer subscription offerings.

Partner infrastructure Used by the CCSP partner for its infra- Premium Monthly
software subscriptions structure, including clouds, and to host
customers.

End-customer Subscriptions to be used on a CCSP’s Full or Diagnostic Yearly, monthly, hourly

software subscriptions service end customers. (definitions page 13)

Table 1: Types of software subscriptions.

Red Hat CCSP Program subscriptions

• Red Hat product entitlements to be used by CCSP partner to implement an update service, either Red Hat Update
Infrastructure (RHUI) or Red Hat Satellite, for errata and patch management. Program subscriptions are also used

Red Hat, Inc. 9 December 2017

 to create images of Red Hat software to be used for end-customer software subscriptions.
• Red Hat software subscriptions to create and manage Red Hat Update Infrastructure (RHUI) or Red Hat Satellite for
errata and patch management.
• Red Hat software subscriptions that the CCSP partner sells to end customers. Support plans are included in these
software subscriptions. (see page 13 for description of available support plans).

CCSP Partner Infrastructure Software Subscriptions

CCSP partner infrastructure software subscriptions are used by the CCSP partner to build and operate infrastructure that is
not directly exposed to the end customers, but is crucial to a cost-effective, enterprise cloud environment. Partner infrastruc-
ture software subscriptions are offered under business terms which typically mirror the provider's business model and permit
scaling with customer demand.
All CCSP partners must deploy Red Hat products on a Red Hat-supported hypervisor.
Review a list of all supported hypervisors on the Red Hat Customer Portal at http://access.redhat.com/certified-hypervisors.
In addition, all CCSP partners must deploy an infrastructure on Red Hat certified hardware.
Visit the Red Hat Customer Portal for a current list of certified hardware.

End Customer Software Subscriptions

The CCSP program gives a partner the right to host and resell Red Hat subscriptions to end customers on the partner’s cloud
or service. The end customer software subscriptions can be sold as multi-tenant or dedicated user models, as described
below:
• Multi-tenant platform pricing is used when a partner has multiple end customers running virtual guests on a server.
The size of the virtual guest (small or large) is based on the number of physical cores, or any portion thereof, that is
allocated to the virtual guest. VMs are defined as large when there are 5 or more physical cores (pcores) allocated,
while small instances are VMs with 4 or fewer pcores allocated.
• Dedicated user pricing may apply when it is used for software subscriptions sold on a single system or virtual machine
that is dedicated to no more than one end customer for the term of the software subscription.

CCSP PRODUCT CATALOG

The following products are available through the CCSP program. Depending on the product, these offerings may be available
in multi-tenant, dedicated, or internal use offerings, as described above.

Red Hat Enterprise Linux

The world’s leading open source operating system provides a feature-rich, secure, high-performance platform with an exten-
sive certification ecosystem. Deploy Red Hat Enterprise Linux in physical and virtual environments, in public, private, and
hybrid clouds—in all enterprise computing environments.
Red Hat Enterprise Linux:
• Delivers high performance, reliability, and security.
• Is certified by the leading hardware and software vendors.
• Scales from workstations, to servers, to mainframes.
• Provides a consistent application environment across physical, virtual, and cloud deployments.

Deployment models supported:

• Multi-tenant
• Dedicated on CCSP partner's cloud service
• Dedicated to an end customer’s internal private cloud

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Red Hat, Inc. 11 December 2017
Red Hat JBoss Middleware
Custom applications and solutions—as opposed to “one size fits all” models—offer a unique way for cloud and service
providers to differentiate themselves and deliver value to their customers. Enterprise customers that can quickly develop and
deploy custom applications that perform well will hold a significant competitive advantage over those with rigid
infrastructures.JBoss Middleware services provide the powerful capabilities of JBoss as cloud-based services. With the ability
to run these services as containerized deployments across a variety of different environments, enterprise customers can trust
Red Hat JBoss Middleware to be your solution of choice for enterprise applications.

Red Hat JBoss Middleware is a family of lightweight, cloud-friendly, enterprise-grade products that help organizations
innovate faster, in a smarter way. Red Hat JBoss Middleware provides cloud-native services, from developer tools to data
management, so you can develop applications faster, smarter, and more flexibly.

Red Hat JBoss Enterprise Application Platform (EAP) includes everything customers need to build, run, and manage
JavaTM technology-based services. JBoss EAP is based on flexible, modular architecture
with services-driven components and is ready for deployment in cloud environments. JBoss EAP is well-suited for
organizations with demanding reliability, security and compliance requirements that need developer-friendly technology, high
productivity, and flexible deployment. It is ideal for a wide range of applications, from HTML5 mobile applications to highly
transactional applications that use the Java Enterprise Edition 6 approach to programming in multiple environments,
including a public cloud PaaS. Red Hat JBoss EAP is based on the leading open source Wildfly project (formerly known as
the JBoss Application Server project) and adds enterprise features for clustering, caching, messaging, transactions, and a full
web services stack. A subscription to Red Hat JBoss EAP also includes entitlements to Red Hat JBoss Developer Studio and
Red Hat JBoss Web Framework Kit, which can improve developer productivity and choice.

Red Hat JBoss Data Grid is an in-memory, distributed, NoSQL datastore solution for scalable and fast access to large
volumes of data. With Red Hat JBoss Data Grid applications can access, process, and analyze data at in-memory speed to
deliver a superior user experience. It supports any type of application—including Java, .NET, C#, and Python—and provides
data caching, data replication, and distributed computing services. It relieves overloaded data sources, simplifying
management and improving performance for queries, transactions, and events.

Red Hat JBoss Fuse is a robust, flexible, and easy-to-use platform to integrate applications, data, services, and devices.
This integration platform uses popular open source technologies to provide transformation, routing, and protocol-matching
services.It includes modular integration capabilities, a new style enterprise service bus (ESB), to unlock information.
Red Hat JBoss Fuse also includes Red Hat JBoss AMQ, a high-performance, reliable messaging platform. Integration
eliminates manual touch points, automates processes, and connects enterprise assets for improved efficiency. It delivers
information reliably, enabling real-time integration and connecting the Internet of Things (IoT).Real-time messaging fosters a
responsive and agile enterprise.

Red Hat 3scale(Planned) is an API management platform built with performance, customer control, time-to-value, and
growth in mind which makes it easy to share, secure, distribute, control, and monetize APIs for internal or external users.

Red Hat JBoss Data Virtualization provides a common view of data contained in disparate applications and databases. It is
a data supply and integration solution that sits in front of multiple data sources and allows them to be treated as single
source, delivering the needed data—in the required form—at the right time to any application or user. Data virtualization
simplifies data access by creating a reusable layer of data services that mediate between data sources and applications,
either within a single critical application project or across a division or enterprise. It transforms the data you have into the
information you need.

Red Hat, Inc. 12 December 2017

Red Hat JBoss BRMS is a comprehensive platform for business rules management, business resource optimization, and
complex event processing (CEP).. It lets users capture business logic, accelerate application development, and automate
business decisions across physical, virtual, mobile, and cloud environments. The result is improved business agility,
consistent and efficient decision execution, and faster time to market.

Red Hat JBoss BPM Suite is a complete BPM platform that provides standards-based modeling, automation, simulation,
and monitoring of business processes. It incorporates all the capabilities of Red Hat JBoss BRMS, including business rules
management, business resource planning, and complex event processing.

Red Hat OpenShift Container Platform

Red Hat OpenShift Container Platform is a cloud computing Platform-as-a-Service (PaaS) solution for on-premise or private
cloud deployments. Red Hat OpenShift Container Platform can also be implemented by CCSP partners to offer a PaaS as a
cloud service.
While Infrastructure-as-a-Service (IaaS) provides on-demand access to raw compute resources, and Software-as-a-Service
(SaaS) provides on-demand access to a complete application, Red Hat OpenShift Container Platform PaaS provides on-
demand access to a cloud-based application platform. This allows enterprises to quickly and easily build applications they
need and run them in a cloud architecture.
Red Hat OpenShift Container Platform automates much of the provisioning and systems management of the application plat-
form stack. This allows IT operations teams to more easily manage the growing demand for new application services coming
from the business.

Models supported:
• Dedicated on CCSP partner's cloud service
• CCSP partner infrastructure

Red Hat CloudForms

A cloud management solution that provides visibility and control over existing heterogeneous virtual infrastructures from a
single console. Red Hat CloudForms allows organizations to deploy, monitor, and manage cloud services across Red Hat Vir-
tualization, VMware vSphere, Amazon EC2, Microsoft Azure, and other solutions, hypervisors, and platforms.
For cloud implementations on OpenStack, CloudForms allows organizations to reduce execution time by automating key pro-
cesses on Red Hat Enterprise Linux OpenStack Platform, including self-service provisioning, workflow processes with
approvals, capacity and utilization, quota enforcement, intelligent workload placement, and post-provisioning operations—
giving customers full life cycle management of OpenStack workloads.

Model supported:
• CCSP partner infrastructure

Red Hat OpenStack Platform

With Red Hat OpenStack Platform, you get all the benefits you expect from Red Hat Enterprise Linux, plus the fastest-grow-
ing cloud infrastructure platform from OpenStack—both co-engineered to work seamlessly together. Because OpenStack is
dependent on its underlying Linux operating system for everything from service operation and access, to hardware
resources, to system performance, stability, and security, Red Hat OpenStack Platform delivers a next-generation infrastruc-
ture for your private or public cloud service.

Model supported:
• CCSP partner infrastructure

Red Hat Virtualization

Red Hat, Inc. 13 December 2017

beyond bare metal to meet critical business demands. It provides performance advantages, competitive pricing, and a
trusted, stable environment.
Building on the powerful Red Hat Virtualization hypervisor and the popular oVirt open virtualization management project, Red
Hat Virtualization is a true strategic virtualization alternative to proprietary virtualization platforms.
Red Hat Virtualization provides common underlying services and management technologies for traditional virtualization work-
loads while also providing an on-ramp to high-level cloud functionality based on OpenStack.

Model supported:
• CCSP partner infrastructure

Red Hat Cloud Infrastructure

Red Hat Cloud Infrastructure helps you build and manage a dedicated IaaS cloud on behalf of your customers, based on dat-
acenter virtualization and management technologies for traditional workloads. It provides a highly scalable infrastructure
based on OpenStack. With Red Hat Cloud Infrastructure, you can implement an integrated infrastructure to deliver services
faster, improve manageability and increase revenue on your service.
Red Hat Cloud Infrastructure is an integrated offering that includes the following products:
• Red Hat CloudForms
• Red Hat Satellite
• Red Hat Virtualization
• Red Hat OpenStack Platform
• Red Hat Enterprise Linux

Model supported:
• CCSP partner infrastructure

Red Hat Gluster Storage

An open, software-defined storage solution across physical, virtual, and cloud resources designed for commodity hardware,
Red Hat Gluster Storage combines file storage with a scaled-out architecture to efficiently store and manage big, semi-struc-
tured, and unstructured data, including rich media, backup images and nearline archives, and big data. Red Hat Gluster Stor-
age is based on GlusterFS, the open source, software-defined, scalable network filesystem, and combines both file and
object storage with a scale-out architecture, designed to cost-effectively store and manage petabyte-scale data growth.

Red Hat Ceph Storage

Red Hat Ceph Storage is an open, massively scalable, software-defined storage system that runs efficiently on commodity
hardware. Red Hat Ceph Storage was designed to manage petabytes of data and cloud workloads. It is based on Ceph—the
open source, software-defined storage system overwhelmingly preferred by OpenStack users. Seamlessly integrated with
OpenStack’s modular architecture and components for ephemeral and persistent storage, it offers a single efficient platform
to support both block (persistent and ephemeral), object, and file storage. Red Hat Ceph Storage is massively scalable,
highly flexible, self-managing, and self-healing.

Partner Benefits for Red Hat Gluster Storage and Red Hat Ceph Storage

Red Hat provides the best solutions for partners who need scale-out, enterprise-grade storage for their cloud services. Some
of the benefits of Red Hat's storage solutions include:

New workloads
Storage, SDS, and the workloads they support – particularly cloud infrastructure, NFV, containers, and others – are high
growth and represent up to 50% of IT spend. Red Hat Ceph and Gluster Storage offer the opportunity for partners to tap into
these lucrative workloads either with standard hardware offerings, custom service, or embedded niche solutions that comple-

Red Hat, Inc. 14 December 2017

ment the standard product.

Increased solution value

Partners who embed Red Hat Storage into their services benefit from a rise in the average solution or system value sale. For
example, a petabyte storage installation is quite common and generates $100K per year, whereas storage hardware expen-
ditures could exceed $0.5M. Red Hat storage solutions support deployments for far greater workloads that require massive
storage consolidation projects.

Time to market
By leveraging the capabilities of Red Hat storage, partners can often deliver a solution to their customers far more quickly
than developing a storage solution on their own.

Quality
Red Hat Storage solutions reflect a decade of product development, resulting in a hardened version of Ceph and Gluster that
can provide solid and consistent underpinnings for partner solutions.

Support
Partners using Red Hat Storage solutions are backed not only by Red Hat support stemming from our engineering brain trust
but also the security and assurance of Red Hat subscriptions. Our codse, and those who use it, are protected by Red Hat
Product Security team and Red Hat certification, along with our open source and quality assurance programs. We offer vari-
ous consulting, service, and training options to help get partners into production. Red Hat storage solutions also include a
well-defined and hardened release cycle, timely, tested patches, and a wealth of deployment resources from the Red Hat
Customer Portal.

Models supported:
• Multi-tenant
• Dedicated on CCSP partner's cloud service

RED HAT CLOUD ACCESS

Red Hat Cloud Access is a feature of certain Red Hat subscriptions that allows an end user to move a Red Hat subscription
from an on-premise datacenter to the CCSP partner's service. All CCSP partners are eligible to participate in Red Hat Cloud
Access, subject to the following conditions, provided they meet the qualifications below:
• They have agreed to the Red Hat Cloud Access terms and conditions and have been approved to offer Red Hat
Cloud Access as part of the CCSP agreement with Red Hat.
• They have a proven technical means to import a customer’s image or otherwise install Red Hat products on their
CCSP cloud or service via tools, processes, and documentation that are made easily available to the end user.
• They have a business model that does not solely depend on porting Red Hat customers to its cloud service, but
actively sells Red Hat products as guests on its service and uses Red Hat Cloud Access as an additional benefit of
the partner’s cloud services.
• They cooperate with Red Hat to ensure the correct positioning of Red Hat Cloud Access when describing it to end
users.
Learn more about Red Hat Cloud Access.

RED HAT GLOBAL SUPPORT SERVICES

Red Hat Global Support Services provides CCSP partners assistance in resolving end customer issues, but the CCSP part-
ner is always the primary contact to the end customer.
Benefits of Red Hat Global Support Services:

Red Hat, Inc. 15 December 2017

 • Support at the technical level, based on the CCSP partner’s requirements
• Up to 24x7 availability
• Red Hat expertise and knowledge resources
• Partner-specific ticket handling

Qualifications

All CCSP partners must meet the following requirements in providing enterprise support, regardless of the support level.
Additional support qualifications may be required by Red Hat, based on a product’s technical requirements and the partner’s
level of expertise.
All CCSP partners must:
• Maintain a Red Hat certified cloud infrastructure on a Red Hat certified hypervisor and Red Hat certified hardware,
listed on the Red Hat Customer Portal at https://access.redhat.com/certifications.
• Manage all communications and interactions with end customers.
• Adopt quality control mechanisms that capture case metrics and measure customer satisfaction.
• Grant Red Hat access to the partner’s cloud service for reproducing end user issues.
• Provide qualified and dedicated staff available to troubleshoot issues being worked.

CCSP Support to End Customers

For end customer software subscriptions, Red Hat will provide the CCSP partner with either Full or Diagnostic support as
defined below.
Regardless of the level of support services, the CCSP partner is responsible for:
• Validating the existence of an active software subscription.
• All communications and interactions with end customers including, but not limited to, issue resolution and work-
arounds where possible.
• Providing notifications to its end customers about security alerts and required patches.
• Providing a means to update Red Hat products.

Support Models for CCSP Partners

CCSP partners are offered either the Full or Diagnostic support models. The support models have different eligibility require-
ments based on the specific Red Hat product that is being resold. The support models may include support staff certification
requirements, as well as a minimum number of support staff required.

Full Support
The CCSP partner will offer support in the local language, and will sufficiently document the issue and research any known or
similar issues. No formal Red Hat training or certification is required.

Diagnostic Support
The CCSP partner will offer support in the local language, and sufficiently document the issue and research any known or
similar issues. The CCSP partner will also maintain certified personnel as set forth In the Technical and Operational Require-
ments Guide. The partner’s certified personnel will serve as support contacts for Red Hat during issue escalation.

Engaging Red Hat Support

Reference the Quick Reference Guide to Red Hat Support (PDF) for all support guidelines, process flow, and contact points.
This document can be downloaded at
https://access.redhat.com/site/sites/default/files/pages/attachments/red_hat_quick_support.pdf.

Red Hat, Inc. 16 December 2017

INTERNAL USE POLICY
Red Hat understands that CCSP partners may wish to purchase Red Hat subscriptions that are available through the CCSP
program for their own internal use and not associated with building and managing their cloud infrastructure or service offering
subscriptions to end customers. This policy describes how a CCSP partner can purchase and use guest and host offerings
internally for their own business needs.

Policy Statement

Internal use is defined as the execution of Red Hat products, offered through the CCSP program, for the benefit of the CCSP
itself and not for the benefit of a third-party end customer either directly or indirectly (“internal use”).
In any single month, a CCSP partner may consume up to 50% of the total reported subscriptions (based on total subscrip-
tions consumed) for its internal use. In no case may the CCSP partner's internal consumption of Red Hat Subscriptions under
the CCSP Program exceed consumption by its end customers.
CCSP partners must report and pay the fees for any internal use subscription in the same manner as subscriptions sold to an
end customer and must otherwise comply with the terms and conditions of the agreement.
Anticipated use cases include using Red Hat Subscriptions for internal IT services such as:
• Customer relationship management (CRM).
• Enterprise resource planning (ERP).
• SaaS.
• Other internal IT systems not associated with offerings provided by the CCSP to customers.
Use by companies that are associated with the CCSP partner (but not a subsidiary or a parent) is not considered internal
use, but those associated companies may consume under standard CCSP agreement terms. Examples include a CCSP
partner’s sister companies, or group or conglomerate companies that share the same parent company, but are fiscally inde-
pendent from the CCSP-contracted partner.

Internal Use Eligibility

All CCSP partners are eligible for this internal consumption policy. A partner may consume the Red Hat product internally
(subject to the restrictions above), provided that offering is consumed in the same execution environment, operational model,
and business model (e.g. public cloud) that is offered to its end customers.

Business Rules

1. In the event that consumption exceeds 50% of monthly consumption, the CCSP partner must purchase standard
Red Hat subscriptions for internal systems under standard Red Hat end customer business models.
2. All internal use consumption must be reported in the monthly report submitted by the partner and partner must indi-
cate that the consumption of those subscriptions has been for internal use.

PRICE CHANGES
For CCSP partners purchasing directly from Red Hat:
• Red Hat may decrease the price of any Red Hat Product on the CCSP price list at any time.
• Red Hat may increase the price of any Red Hat product on the CCSP price list:
• once each calendar year in March, and
• at any time to offset exchange rate fluctuations for prices other than pricing in US dollars.
• Red Hat will provide partners with sixty (60) days notice of any price increases.
• Red Hat may add Red Hat products to the CCSP price list at any time. The partner is under no obligation to use or
resell any products that are added to the price list.
• Red Hat may remove products from the CCSP price list once each calendar year in March.

Red Hat, Inc. 17 December 2017

For those CCSP partners purchasing through an authorized distributor, please consult with the distributor directly.

CCSP PARTNERSHIP PROGRAM LEVELS AND BENEFITS

The CCSP program consists of three membership tiers, with specific requirements and benefits corresponding to each level.
Table 2 describes the characteristics for each membership level.

Tier Description
Ready The Ready tier is the default level for the CCSP program. A CCSP partner becomes a Ready tier
partner upon completion of the CCSP program application, agreeing to the terms of the CCSP partner
agreement, and being accepted into the CCSP program. Ready tier partners are eligible to receive
benefits as detailed in Tables 4-7.

Advanced Advanced tier CCSP partners maintain an active business relationship with Red Hat in one or more
geographic regions, consistently meet business plan targets and expectations as defined in this pro-
gram guide, and have satisfied the CCSP program requirements as detailed in Table 3. Advanced
CCSP partner. Advanced tier partners are eligible to receive benefits as detailed in Tables 4-7.

Premier Premier CCSP partners maintain a strategic relationship with Red Hat, and proactively sell across one
or multiple geographic regions. To qualify for Premier, a partner must satisfactorily complete a business
plan with minimum annual revenue attainment in CCSP product revenue, and have satisfied the CCSP
program requirements as detailed in Table 3. Premier tier partners are eligible to receive benefits as
detailed in Tables 4-7.

Table 2: Global CCSP partner levels.

CCSP Program Requirement Ready Advanced Premier

Approved business plan N/A Yes Yes, with optional technol-
ogy plan

Red Hat product adoption At least 1 Red Hat As defined in business As defined in business
product plan plan

Red Hat product support Full Full or diagnostic Diagnostic

Monthly recurring revenue Minimum MRR, as defined by region*

Training commitment 2 OPEN Sales accredita- 4 OPEN Sales accredi- 6 OPEN Sales accredita-
tions & 2 OPEN technical tations & 4 OPEN tech- tions & 6 OPEN technical
accreditations nical accreditations** accreditations**

Marketing commitment None 2 Red Hat marketing 4 Red Hat marketing

activities per year** activities per year**

*Each region has specific MRR requirements for each tier. MRR commitments may be defined in approved business plan
**Or as defined in approved business plan

Table 3: CCSP partner level requirements.

Red Hat, Inc. 18 December 2017

General Benefits Ready Advanced Premier
Access to Red Hat Connect for Business Partners portal Yes Yes Yes

Access to Red Hat Connect for Technology Partner portal Yes Yes Yes

Listing in Red Hat’s Certification Catalog, upon successful Yes Yes Yes
certification of at least one Red Hat Enterprise Linux image.

Listing in Red Hat Connect for business partners locator Yes Yes Yes

Authorization to purchase Red Hat products through CCSP Yes Yes Yes
distributors

Eligibility for Red Hat Cloud Access Program No Optional Yes

Marketing development funds (MDF) No Red Hat discretion Yes

Red Hat Consulting Services discount No 5% 10%

Table 4: General benefits by CCSP partner levels.

Marketing Benefits Ready Advanced Premier

Ability to attend and sponsor Red Hat Partner Conference Yes Yes Yes
and Red Hat Summit events

2 complimentary tickets to Red Hat Summit No No Yes

Access to Red Hat marketing collateral and demand-genera- Yes Yes Yes
tion campaign material for use in partner marketing activities

Red Hat CCSP program branding and logo use Yes Yes Yes

Joint marketing activity planning No Yes, as defined in Yes, as defined in

business plan business plan

Press release support Red hat published No No Red Hat discretion

Red Hat developed Case Study Red Hat discretion Red Hat discretion Yes

Table 5: Marketing benefits by CCSP partner levels.

Sales Benefits Ready Advanced Premier

Red Hat named Account Manager No Red Hat Yes
discretion

Distributor partner management Yes Optional No

Enhanced Support Relationship No Red Hat Yes

discretion

Red Hat Partner Advisory Group No No Red Hat discretion

Red Hat executive sponsor No No Red Hat discretion

Table 6: Sales benefits by CCSP partner levels.

Red Hat, Inc. 19 December 2017

Educational Benefits Ready Advanced Premier
Not-for-resale (NFR) subscriptions for demo purposes Yes Yes Yes

Sales and technical partner seminars Yes Yes Yes

Web-based product training Yes Yes Yes

Red Hat Knowledgebase access through the Red Hat Cus- Yes Yes Yes
tomer Portal

Online Partner Enablement Network (OPEN) technical train- Yes Yes Yes
ing and eLabs

Discount on Red Hat Training and Certification courses and 0% 25% 30%
exams

Table 7: Educational benefits by CCSP partner levels.

Leveling notes:
• Revenue attainment toward Advanced and Premier status is measured on an annual basis, starting on March 1, and
is based on the prior 12-month period (March through the end of February).
• Where applicable, failure to maintain milestones as mutually agreed to in a business plan may result in re-leveling
from Advanced to Ready, or from Premier to Advanced.

PROGRAM BENEFIT DESCRIPTIONS

These benefits provide the resources needed for a CCSP partner to develop and maintain a strong knowledge of the Red
Hat product portfolio, with the objective of selling Red Hat offerings and supporting end customers on the CCSP partner's
service.

Red Hat Connect for Business Partners Portal

Membership in the CCSP program includes access to the Red Hat Connect for Business Partners portal, an online content
repository and partnership management tool with an array of partner-ready program, product, training, marketing, and sales
resources. Red Hat Connect for Business Partners is the primary source of Red Hat business information, product offerings,
training and marketing campaigns, and is where CCSP partners can access the latest information from Red Hat. This mate-
rial can help train sales teams to present Red Hat solutions to customers. Partners can also manage various aspects of their
Red Hat relationships through the portal. Key program information, policies, and updates (including this guide), are available
through Red Hat Connect for Business Partner portal.
All CCSP partners must register on the Red Hat Connect for Business Partners portal and complete a profile so that they
appear in the Red Hat Partner Locator. This is a key benefit to the CCSP program, and the primary search tool for all Red
Hat customers who want to find a Red Hat certified cloud or service provider.

Red Hat Connect for Technology Partners Portal

All CCSP partners have access to Red Hat Connect for Technology Partners portal. This site includes valuable information,
including:
• Technical training.
• Technical certification by product.
• Online lab resources for partners.
• Reference architectures, white papers, and other documentation for Red Hat products.
• Ways to collaborate with other technology partners and with Red Hat engineering.

Red Hat Certification Catalog

Red Hat, Inc. 20 December 2017

All CCSP partners with certified products and images will be listed in the Red Hat Certification Catalog on the Red Hat Cus-
tomer Portal. The catalog is searchable by product, region, image version, localized language support, and consumption
models. Red Hat customers searching for certified images frequently use the catalog to find CCSP partners that meet their
criteria.

Red Hat Partner Locator

In addition to being listed in the Red Hat Certification Catalog, CCSP partners will also be listed with searching capability on
redhat.com through the partner locator. When a CCSP registers on Red Hat Connect for Business Partners, the profile infor-
mation populates the locator for easy searching by Red Hat customers.

Red Hat Cloud Access Program Eligibility

Please see page 12 for a description of the Red Hat Cloud Access Program.

Market Development Funds

Red Hat may, at its discretion, provide MDF for go-to-market, lead generation, solution development, and selling activities for
the purpose of generating revenue associated with Red Hat products and solutions.

Red Hat Consulting Services discount

Advanced and Premier partners are eligible to receive discounts on service engagements provided by Red Hat Consulting
Services.

Red Hat Events

Red Hat Summit

Red Hat offers two complimentary Red Hat Summit registrations to Premier CCSP partners. Contact your Red Hat partner
manager if you are interested in using this benefit.
All CCSP partners are encouraged to participate at Red Hat Summit, an annual technical conference for all Red Hat cus-
tomers and partners. Red Hat Summit is a premier open source technology event that showcases the latest innovations in
cloud computing, platform, virtualization, middleware, storage, and systems management. By attending, you'll have access to
the best knowledge in the industry through technical and business sessions, hands-on labs and demos, customer panels and
presentations, visionary keynotes from industry leaders, networking opportunities, and collaboration with Red Hat engineers.
Red Hat Summit offers CCSP partners sponsorship opportunities that create awareness among Red Hat customers about
the partner’s cloud and service offerings. Partners may also submit abstracts for speaking sessions based on real-world cus-
tomer case studies and technical solutions.
Learn more about Red Hat Summit at http://www.redhat.com/summit.

Red Hat Partner Conference

Red Hat hosts regional Partner Conferences and offers CCSP partners the opportunity to meet with system integrators, inde-
pendent software vendors, distributors, and their peers to discuss industry trends and hear from Red Hat executives about
new product developments and technical roadmaps.

Access to Red Hat Collateral and Demand Generation Campaign Materials

Red Hat publishes partner-ready versions of its corporate campaigns partners can actively market Red Hat products as part
of their overall marketing execution. The Red Hat Connect for Business Partners portal provides content that can be co-
branded, including templates for presentations, solution briefs, event invitations, signage, and graphics. All CCSP partners
also have access to a wide variety of Red Hat product collateral.

Red Hat CCSP program branding and logo use

Red Hat, Inc. 21 December 2017

CCSP partners are authorized to use Red Hat Certified Cloud & Service Provider marks. The use of marks is granted upon
fulfillment of all tier requirements. Depending on the partner’s certification credentials, additional branding may be available,
such as an OpenShift certified partner logo.
Review Red Hat’s trademark guidelines and policies at www.redhat.com/about/mediarelations/trademark.html.

Joint Marketing Activity Planning

Advanced and Premier CCSP partners are eligible to participate in joint marketing activity planning with their Red Hat Partner
Manager. Marketing planning and execution will be part of the partner business plan. Partners are requested to work in coor-
dination with their Red Hat partner marketing team to develop and execute activities that align with both Red Hat and partner
goals.

Press Release Support

Red Hat may, at its discretion, participate in a press release with Premier partners who want to announce their relationship
with Red Hat. Additional public relations opportunities may be available to Premier partners, based on mutual marketing
goals that are defined by Red Hat and the partner.

Red Hat developed Case Study

Red Hat, at its discretion, may work with CCSP partners to produce a professionally written joint-customer case study. Case
studies would be available for both Red Hat and CCSP partner use as marketing collateral.

Sales Benefits

Sales benefits are sales enablement and revenue generating features that assist in developing a successful ongoing service
and public cloud business with Red Hat.

Red Hat named Account Manager

Premier partners and, at Red Hat’s discretion, certain Advanced partners, receive access to a CCSP account manager who
acts as their point of contact with Red Hat. CCSP account managers conduct business planning with partners to help them
take full advantage of the partner program benefits.

Distributor Partner Management

Ready and Advanced partners may receive support from a distributor’s partner manager who acts as the point of contact at a
Red Hat CCSP-authorized distributor. Distributor partner managers may provide an array of support and revenue-generating
activities to help CCSP partners take full advantage of their partnership with Red Hat. CCSP partners should engage directly
with their distributors. Only certain distributors are authorized as Red Hat CCSP Distributors.

Enhanced Support Relationship

Premier partners and, at Red Hat’s discretion, certain Advanced partners, are eligible to receive enhanced technical support
from Red Hat. Support resource will be determined by Red Hat, and dependent on type needed by CCSP.

Red Hat Partner Advisory Group

Premier partners are eligible, at Red Hat’s discretion, to participate in Partner Advisory Groups. Partner Advisory Groups are
invitation-only councils made up of Red Hat executives and business partners designed to foster collaboration. Partners help
provide guidance and help define future direction and strategy of CCSP program.

Red Hat Executive Sponsor

At Red Hat's discretion, Premier CCSP partners may be assigned sponsorship with a Red Hat executive.

Not-For-Resale Subscriptions

CCSP partners are granted access to not-for-resale (NFR) subscriptions to demonstrate Red Hat products for the purpose of

Red Hat, Inc. 22 December 2017

sales and marketing activities. NFR subscriptions can also be used to train partner staff. NFR subscriptions provide access to
software for use in non-production environments for the purposes of:
• customer demonstrations.
• internal enablement.
• interoperability testing.
• development.
• customer support.
NFR subscriptions may not be used:
• for any production use.
• for commercial re-distribution.
• as a leave-behind for end customers.
• as part of a consulting engagement offer to generate revenue.
More information on NFR subscriptions and how to submit a request can be found on the Red Hat Connect for Business
Partners portal.

TRAINING AND TECHNICAL SUPPORT BENEFITS

All CCSP partners are eligible for Red Hat certification and training. Training benefits provide resources to help partners
increase overall knowledge of Red Hat and the Red Hat product portfolio with a full curriculum of product, sales, and techni-
cal training.
Red Hat offers two distinct and complementary options for technical training that partners can leverage to increase skills and
knowledge on Red Hat technologies.

Red Hat Online Partner Enablement Network (OPEN)

Red Hat offers a wide variety of online training courses through the Red Hat Online Partner Enablement Network (OPEN),
available through the Red Hat Connect for Business Partners portal. Training follows two different tracks, as described below.
1. The OPEN sales track offers detailed Red Hat product training for partner salespeople. This series of computer-
based training modules provides an understanding of the Red Hat portfolio, competitive positioning of Red Hat prod-
ucts, and advice on overcoming objections in the sales cycle.
2. OPEN technical training tracks consist of self-paced e-learning and e-labs for systems engineers, solution archi-
tects, and consultants. The systems engineer technical pre-sales tracks cover competitive positioning, objection
handling, and demo competency, delving deeply into Red Hat product architecture. The OPEN delivery tracks pro-
vide product implementation and usage methodologies for developers and consultants.

Red Hat Training + Certification

Red Hat Training + Certification is the customer-facing training organization of Red Hat that equips IT professionals with
hands-on training and performance-based certifications needed to achieve business impact with Red Hat technology. Red Hat
Training + Certification offers a global discount for Advanced and Premier business partners to help them adopt the technical
skills needed to advance their Red Hat business.
1. Advanced business partners are eligible for a 25% discount.
2. Premier business partners are eligible for a 30% discount.
Partners must purchase the training directly from Red Hat to qualify. The training discounts cannot be combined with any
other training discounts or promotional offers.
The global training discounts apply to all products and services offered from Red Hat Training + Certification, with the excep-
tion of Training Units and on-site / private classes. For a list of offerings, refer to https://www.redhat.com/en/. While pur-

Red Hat, Inc. 23 December 2017

chases of Training Units and on-site / private classes are not covered by the global discount, partners may still receive signifi-
cant discounts on these offerings by working with their local Red Hat Training + Certification representatives at
https://www.redhat.com/en/.
To leverage the global discounts, eligible partners should contact their local Red Hat Training + Certification representatives.
Discounts must be requested at time of purchase to apply. Training discounts apply only to CCSP partner staff who build,
manage, or sell the partner’s cloud and managed services. Discounts cannot be purchased through a CCSP distributor.

Sales and Technical Partner Seminars

Red Hat sales seminars for partners cover topics such as sales best practices and product positioning. CCSP Premier part-
ners may also request on-site sales training seminars from Red Hat.

Knowledgebase Access

CCSP partners have access to the Red Hat knowledgebase, where they can research answers and view technical solutions
through the Red Hat Customer Portal. The Red Hat knowledgebase is located at https://access.redhat.com/home.

ABOUT RED HAT

Red Hat is the world’s leading provider of open source software solutions, using a community-powered approach to reliable
and high-performing cloud, Linux, middleware, storage and virtualization technologies. Red Hat also offers award-winning
support, training, and consulting services. As the connective hub in a global network of enterprises, partners, and open
source communities, Red Hat helps create relevant, innovative technologies that liberate resources for growth and prepare
customers for the future of IT.
Learn more at redhat.com.

Red Hat, Inc. 24 December 2017