How to make money with Suse


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How to make money with Suse

  1. 1. How to make money with SUSESales ExchangeMarijn de VosTerritory Manager
  2. 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 year2
  3. 3. Some facts3
  4. 4. Some facts4
  5. 5. Some facts5
  6. 6. Some facts6
  7. 7. Comprehensive Portfolio7
  8. 8. Broad Ecosystem Solution Training Technology Certified SUSE Providers Partners Partners Linux (VADs/VARs) (ISVs/IHVs) Enterprise and System products Integrators8
  9. 9. Open Source Community Leadership OPEN VIRTUALIZATION ALLIANCE kernel.org9
  10. 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, NCR10
  11. 11. Enterprise Computing • Unique Alliances – Microsoft – VMware – SAP • Market leader in Germany • Mainframe market leader • Easy subscription model • No vendor-lock • Partner channel only strategy11
  12. 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 Microsoft12
  13. 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 systems13
  14. 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 SUSE14
  15. 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 EURO15
  16. 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 channel16
  17. 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. 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 resell20
  19. 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 business21
  20. 20. More focus means…. More business Thank you.22
  21. 21. Corporate Headquarters +49 911 740 53 0 (Worldwide) Join us on: Maxfeldstrasse 5 90409 Nuremberg Germany24
  22. 22. 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 oftheir 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 DisclaimerThis document is not to be construed as a promise by any participating company to develop, deliver, or market aproduct. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in makingpurchasing 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 solediscretion of SUSE. Further, SUSE reserves the right to revise this document and to make changes to its content, atany time, without obligation to notify any person or entity of such revisions or changes. All SUSE marks referenced inthis presentation are trademarks or registered trademarks of Novell, Inc. in the United States and other countries. Allthird-party trademarks are the property of their respective owners.