5 Methodology Partner Interviewees FINANCIAL MODEL FRAMEWORK Constructed a financial model representative of the interviews using the TEI methodology and risk-adjusted the financial model based on issues and concerns of the interviewed organizations. COMPOSITE ORGANIZATIONS Designed a composite partner organization based on characteristics of the interviewees’ organizations. PARTNER INTERVIEWS Interviewed 14 representatives at 10 partner organizations with existing Red Hat Ansible Automation Platform practices to obtain data with respect to costs, benefits, and risks. Role Partner Type(s) Headquarters Employees Revenue Head of Red Hat and open-source division Systems integrator (SI) Europe 3,500 $500 million Solution leader Value-added reseller (VAR) Europe 13,500 $7.7 billion • General manager • Account manager VAR Latin America 50 $50 million Director Global systems integrator (GSI)/managed service provider (MSP) North America 90,000 $18.5 billion Senior strategic business development manager Independent software vendor (ISV) North America 3,600 $2.7 billion General manager and cofounder VAR Europe 25 $9 million • Business development manager • Automation practice lead VAR North America 7,000 $14 billion GM, DevSecOps business ISV North America 2,400 $500 million • Director vendor management • Principal solutions architect Distributor North America, Asia Pacific division >25,000 $50 billion • Sales director • Business development executive VAR Latin America 50 $2.5 million
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