How to make money with SUSESales ExchangeMarijn de VosTerritory Manager Beneluxmdevos@suse.com
Some facts • Linux is the fastest growing OS • Computable and Automatisering Gids published Gartner number: – In 2010 the global market for Operating Systems was about 30,4 billion dollars – A growth of 7,8 percent compared to 2009 • 25% of the Dutch companies (>50 employees) have a Linux strategy • SUSE grows 32% each year2
Broad Ecosystem Solution Training Technology Certified SUSE Providers Partners Partners Linux (VADs/VARs) (ISVs/IHVs) Enterprise and System products Integrators8
Open Source Community Leadership OPEN VIRTUALIZATION ALLIANCE kernel.org9
SUSE has focus on • Enterprise Computing – Core business – Mission Critical workloads, high availability, high performance computing and real-time computing all relate to this theme. • Cloud & Cloud Infrastructure – Running as a guest with key cloud service providers – Providing an all OS cloud infrastructure stack • Integrated systems – mass-storage, health care and telco devices – GE Healthcare, Ericsson, NCR10
Enterprise Computing • Unique Alliances – Microsoft – VMware – SAP • Market leader in Germany • Mainframe market leader • Easy subscription model • No vendor-lock • Partner channel only strategy11
Unique Alliance: Microsoft • Started in 2006 • Five focus points – Active Directory (Server) – Identity Management (Cloud) – Virtualization – Management – Linux (support) • Expanded Support Offering • Supported by Microsoft12
Unique Alliance: VMware • Started in 2010 • OEM agreement • At no cost SLES for VMware available through VMware • Upgrade in support available • Only for virtual systems13
Unique Alliance: SAP • Certified since 1999 • Recommended by SAP and a reference platform for development • Specific version for SAP available since 2008 • 70% of all SAP installations on Linux run SUSE14
Subscription model BASIC STANDARD PRIORITY 30 days installation and Support Terms of Service 1 or 3 year subscriptions 1 or 3 year subscriptions configuration support Hours of Access 12x5 12x5 24x7 Number of Service Unlimited Unlimited Unlimited Requests 1 hour for Severity 1 Response Time N/A 4 hours 4 hours for all others Service Request Phone for Severity 1 Phone for Severity 1 Online Registration Online for all others Online for all others Support Engineer Access Electronic Email, Chat and Phone Email, Chat and Phone Access to Patches & 1 year 1 year 1 year Fixes One Year 290 EURO 660 EURO 1.240 EURO Three Years 780 EURO 1.790 EURO 3.360 EURO15
Subscription model • A customer is allowed to mix between Standard and Priority subscriptions • Does not look at number of CPU • Does not look at number of virtual servers • One contract end date • Special Price Request are possible • Renewal process through the channel16
Partner Channel • More then 200 resellers in the Benelux • 17 partners in the Benelux area are silver, gold or platinum certified for Novell Data Center Specialization • Per June 1st a separate SUSE channel – Silver – Gold – Platinum • Two distributors (Dupaco and Tech Data)19
SUSE activities • Every quarter a TechExchange – July 4th Belgium – July 5th Netherlands • Every quarter a SalesExchange with partners – Today! • Every half year a SUSE Business Builder – Planned for November • Every year a worldwide congres: SUSECon – September 18th – 21st – Orlando, Florida – SKU is available to purchase and/or resell20
SUSE activities • SUSE Benelux organization has been set-up • Only a focus for SUSE • 25% revenue growth target in FY13 • Marketing ideas can be funded …Simply creates more business21
More focus means…. More business www.suse.com Thank you.22
Corporate Headquarters +49 911 740 53 0 (Worldwide) Join us on: Maxfeldstrasse 5 www.suse.com www.opensuse.org 90409 Nuremberg Germany24
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