[Napc-2018] Meeting Requested : DLT Solutions at NAPC 2018 - Meeting #ID 78

[Julie Gilbert]

Check with Mike Byrd - if he approves let me know. I will flip it in the
tool

On Thu, Sep 20, 2018 at 10:54 Ed Siu <esiu at redhat.com> wrote:

> Hello Friends!
> I still have one meeting pending... when should I expect confirmation?
> Ed Siu
> Sr. Channel Sales Manager
> North America Public Sector
> esiu at redhat.com
> c. 919-599-0798
>
> ---------- Forwarded message ---------
> From: Red Hat @ NAPC 2018 <notifications at jifflenow.com>
> Date: Thu, Aug 30, 2018 at 3:01 PM
> Subject: Meeting Requested : DLT Solutions at NAPC 2018 - Meeting #ID 78
> To: Ed <esiu at redhat.com>
>
>
> Hi Ed,
> The following meeting has been requested:
> Meeting With DLT Solutions
> When Thu, Oct 11, 2018   01:00 pm   to   01:50 pm   Eastern Time (US &
> Canada)
> Who Internal Attendees
> Denis McCarthy, dmccarthy at redhat.com, Red Hat
> Ed Siu, esiu at redhat.com, Red Hat (Requestor)
> Terri Hall, thall at redhat.com, Red Hat
>
> External Attendees
> Brian Strosser, brian.strosser at dlt.com, DLT
> Danny Climo, danny.climo at dlt.com, DLT Solutions
> Chris Wilkinson, chris.wilkinson at dlt.com, DLT Solutions
> Where Meeting Room 5, Gaylord Convention Center | National Harbor,
> Maryland
> Meeting Information *Customer Type:* Cloud
> *Additional Customer Types:* CCSP
> *Meeting Objectives:* Objective: Provide executive-level overview of
> DLT’s positioning in public sector and discuss DLT’s recent shift to an
> Aggregation Model, to which Cloud Aggregation is a significant part of the
> equation. Agenda: - Discuss recent investments made in CCSP to support Red
> Hat/CSP (AWS) opportunities - Discuss DLT’s ability to leverage existing
> AWS relationship to promote ETP growth within multiple CSP’s Key Issues and
> Sales Summary/Opportunities: Sales continues to outpace DLT’s engineering
> team’s ability to support the expanding Red Hat portfolio of products for
> CSS opportunities; DLT aggressively looking to accelerate the onboarding of
> multiple engineers and TAM’s to support existing pipeline. DLT working
> closely with Red Hat cloud engineering team to identify opportunities in
> the converged marketplace with DLT’s co-engineered Integrated Cloud
> Environment.
> *Solution of Interest:* Emerging Technologies
> *Additional Solutions of Interest:* AWS Marketplace
> *Partner Hot Buttons:* Selling Subscriptions ON-Demand via their CCSP
> Parntership
> *FY19 1H Red Hat Bookings (SYB / TB):* FY19 YTD in Millions $37/$39
> Closed
> *Current product authorizations:* DLT is authorized to sell the entire
> Red Hat Portfolios
> *Future product authorizations desired:* Selling Customer Stateside
> Support (CSS) and other subscriptions via Markeplace
> *Comments:* Background: DLT is Red Hat’s largest public sector reseller,
> and have been a strategic partner for more than 15 years. DLT have won
> multiple Partner of the Year awards and have been recognized for
> investments made across the ETP portfolio DLT has a Senior Director who
> spent 3+ years at Red Hat in an Account Executive role and has been selling
> Red Hat in the channel for 8+ years; Sales team consists of 20+ dedicated,
> certified sales resources with territory specific focus; Two dedicated
> SSP’s focusing on Cloud Infrastructure and Middleware specific strategic
> initiatives; One dedicated Storage ETP rep, and 1 dedicated middleware
> engineer. DLT is responsible for ~25% of Paul Smith’s public sector revenue
> and grew by more than ~25% last FY, with strong growth in DoD in particular
> DLT holds multiple BPA/ELA contracts for Red Hat, most notably the Navy
> BPA. In addition, DLT has agreements in place, either direct or indirect
> with NASA, DoE, and SSA.
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-- 
Julie Gilbert
Manager, NA Channel Marketing
Red Hat
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