A Better Way to Partner with OpenText: Removing Barriers, Creating Opportunity

The strongest partnerships are built on trust, alignment and a shared commitment to making it easier to do business together. In a market moving as quickly as ours, this means working together as one team, moving faster, removing unnecessary complexity and creating more opportunities to win.

This commitment is at the heart of our approach to becoming more partner-centric at OpenText.

We know even small points of friction can slow down progress, from finding the right information and navigating a quote to registering a deal or accessing support. This is why transparency is key. We want to be clear about what we are changing, why are we changing it and where we are heading next, while creating space for you to tell us what is working and where we can do better. Over the past several months, we have been listening to you – our partners – and looking closely at how we can remove barriers, strengthen collaboration and help you deliver greater value for your clients.

We are putting that feedback into action, with a clear goal of making OpenText easier to partner with and creating a stronger foundation for shared success. From simplifying the partner experience to making it easier to navigate our programmes and processes, changes are already underway, with more to come.

Making the partner experience simpler

One of the biggest changes is the launch of our new Partner Portal.

The portal gives you a single place to register all your deals, request quotes, manage opportunities and access important resources. It also introduces expanded self-service access to quoting, pricing and standard discounts for many partners who did not previously have these capabilities

When you need additional support, our dedicated Quote Assist Team is there to help you navigate quoting, pricing and opportunity management through the portal.

Creating more ways to grow together

Being partner-centric also means creating more ways for you to participate, influence and grow.

We have reintroduced our Sales Attributed Funds Program, giving you the chance to earn funding equal to 3% of the value of accepted, deal-registered influence opportunities, with no cap. The funding can be used exclusively for training and certification, helping you continue to build the skills needed to pursue new business.

Importantly, this is available to any partner influencing a co-sell opportunity, not just resell partners.

We are also making it easier for you to engage across the OpenText portfolio. With new contract support for Private Cloud, you can access our entire product suite through a single agreement, removing previous contractual restrictions and simplifying how we work together.

Cloud is another significant area of growth.

As your clients continue to accelerate their move to the cloud, we are actively partnering with you on migrations from on-premises solutions to OpenText Private Cloud. A dedicated Cloud Acceleration Program is currently in development.

Putting partners closer to the client

Our partner strategy is also evolving in the markets where we see the greatest potential.

SAP is a great example. We have launched four North Star go-to-market motions focused on AI, Archive and Mid-Market, designed to accelerate growth in SAP pipeline over the next six months alongside our existing motions.

At the same time, we are moving towards a more partner-led approach in the mid-market. Our long-term ambition is for you to lead and participate in every mid-market opportunity, giving you a greater role in building client relationships and driving growth together.

Expanding the ecosystem

Additionally, we are opening up new routes to market.

OpenText products are now available through cloud marketplaces including Google Cloud, AWS and Microsoft, with marketplace sales available through reseller and distributor models.

This gives you another way to meet clients where they already buy technology and create additional routes to OpenText solutions.

We are also expanding what you can offer clients around support. Our new Partner Flex Support model will provide eligible partners with complimentary support hours, with further details to come. You will also soon be able to earn margin by reselling new Premium Support Plans, creating another potential revenue stream across the client lifecycle.

And we are not stopping here

We know becoming more partner-centric is not something we can achieve through a single programme launch. It is an ongoing commitment to listening, learning and making meaningful changes to the way we work together.

This is why we are committed to making regular updates and advancements to our partner workflows, processes and resources, based on what you need and where we see opportunities to improve. Greater transparency is an important part of this. We want you to have a clear view of how we are evolving our approach and where our partnership is heading.  

Rather than waiting for large annual programme updates, we will keep the momentum going by giving you greater visibility into what is in the pipeline. Our next update is already taking shape, with further improvements to our Rules of Engagement expected before we come together at OpenText World in Orlando, October 19 – 22. This work is about strengthening the protections in place for you and creating a fairer, more consistent framework for doing business with OpenText.

Let’s keep the conversation going

At the heart of this approach is a simple commitment to keep listening to you, learning from what we hear and making improvements along the way.

Our job is to make it easier for you to partner with us, easier for you to win with us and easier for us to grow together.

And this is only the beginning.