1. How to make money with SUSE
Sales Exchange
Marijn de Vos
Territory Manager Benelux
mdevos@suse.com
2. 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 year
2
8. Broad Ecosystem
Solution Training Technology Certified SUSE
Providers Partners Partners Linux
(VADs/VARs) (ISVs/IHVs) Enterprise
and System products
Integrators
8
10. 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, NCR
10
11. Enterprise Computing
• Unique Alliances
– Microsoft
– VMware
– SAP
• Market leader in Germany
• Mainframe market leader
• Easy subscription model
• No vendor-lock
• Partner channel only strategy
11
12. Unique Alliance: Microsoft
• Started in 2006
• Five focus points
– Active Directory (Server)
– Identity Management (Cloud)
– Virtualization
– Management
– Linux (support)
• Expanded Support Offering
• Supported by Microsoft
12
13. Unique Alliance: VMware
• Started in 2010
• OEM agreement
• At no cost SLES for VMware available through
VMware
• Upgrade in support available
• Only for virtual systems
13
14. 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 SUSE
14
15. 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 EURO
15
16. 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 channel
16
17. 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
18. 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 resell
20
19. 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 business
21
22. Corporate Headquarters +49 911 740 53 0 (Worldwide) Join us on:
Maxfeldstrasse 5 www.suse.com www.opensuse.org
90409 Nuremberg
Germany
24
23. Unpublished Work of SUSE. All Rights Reserved.
This work is an unpublished work and contains confidential, proprietary, and trade secret information of SUSE.
Access to this work is restricted to SUSE employees who have a need to know to perform tasks within the scope of
their assignments. No part of this work may be practiced, performed, copied, distributed, revised, modified, translated,
abridged, condensed, expanded, collected, or adapted without the prior written consent of SUSE.
Any use or exploitation of this work without authorization could subject the perpetrator to criminal and civil liability.
General Disclaimer
This document is not to be construed as a promise by any participating company to develop, deliver, or market a
product. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making
purchasing decisions. SUSE makes no representations or warranties with respect to the contents of this document,
and specifically disclaims any express or implied warranties of merchantability or fitness for any particular purpose.
The development, release, and timing of features or functionality described for SUSE products remains at the sole
discretion of SUSE. Further, SUSE reserves the right to revise this document and to make changes to its content, at
any time, without obligation to notify any person or entity of such revisions or changes. All SUSE marks referenced in
this presentation are trademarks or registered trademarks of Novell, Inc. in the United States and other countries. All
third-party trademarks are the property of their respective owners.
