ICP Consolidation - RLCH and RLCAI into Fuzzball
Situation
Consolidated RLCH (Rocky Linux Confidential Hardened) and RLCAI ICPs with Fuzzball ICPs to simplify GTM. RLCH targets regulated industries, government, power distribution. RLCAI targets AI-inferencing and compute-heavy industries. Rocky Pro kept separate for mid-market RHEL/SUSE/Oracle replacement motion.
Reasoning
Too many separate ICPs dilute marketing focus and create confusion. RLCH and RLCAI share common threads with Fuzzball buyers: regulated industries, compute-at-scale, performance-sensitive. Consolidation allows a more integrated story - Fuzzball as the platform, with hardening and AI optimization as capabilities. Rocky Pro kept separate because its a different motion entirely (RHEL replacement vs new capability).
Additional Context
Decision made as part of H1 planning using the new 3-lane model. Products should ladder up to unified stories, not fragment attention.
People Involved
Nathan Blackham, Justin Haynes, Kelly Wall, Brian Dawson, Chris Baek
Source
reflection
AI Confidence
65%
Related Context
fathom
To simplify GTM, the RLCH and RLCAI ICPs will be consolidated with the Fuzzball ICPs, focusing on regulated industries and compute-at-scale users.
Outcome
Clearer story - team aligned on consolidated positioning. Significant clarity improvement.
Recorded on January 12, 2026
Decision ID: fec4ceaf-9c77-4f26-bf0f-cd3f1130c4c3