In case you missed our Red Hat Essentials Training at our offices find attached the slides that were presented. Designed to be the \'helicopter\' view of Red Hat and Open Source and the market opportunity.

1. WELCOME

2. AGENDA
10.00 - 10.30 Introduction to Red Hat & Open Source
10.30 - 11.00 Overview of RHEL
11.00 - 11.30 Overview of wider Red Hat portfolio
11.30 - 12.00 Sales College
12.00 - 12.30 Renewals
12.30 - 12.45 Marketing Support
12.45 - 13.30 Lunch

3. Red Hat & Open Source

4. What is Open Source?
• Open source software is software whose
“source code can be obtained, viewed, changed
and redistributed without royalties or other
limitations”
• Open source uses a fundamentally different,
community based development model – where
intellectual property is shared!

11. Open Source Adoption
Linux Servers – 21% market share - IDC Server Tracker,
Q405
Apache Web Server – 65% market share - Netcraft.com,
5/06
Mozilla Firefox – 12% market share - Onestat.com, 5/06
JBoss App Server – 35% usage - BZ Research, 11/04
Bind (DNS) — 70% market share - mydns.bboy.net/survey

12. How should you educate your customer?
1
Replace failing
2
Consolidation
3
Application
4
of multiple Maintenance
or unsupported deployment or contract
hardware or applications or
upgrade expiration
leases expiring systems

15. Red Hat Enterprise Linux
(RHEL)

16. What is Linux?
• Linux is an operating system, just like Microsoft
Windows and Mac OS X are operating systems. It
is used primarily on servers and embedded
platforms.
• Linux is 'open source software' that is popular in
Enterprise computing, and among many computer
enthusiasts.
• Linux is built upon the foundations of the UNIX
operating system, developed a few decades earlier
by AT&T employees working at Bell Labs.

17. Linus Torvalds
•Created Linux as a University Project
•Made it Open Source
“I'm doing a (free) operating system
(just a hobby, won't be big and professional
like gnu) for 386(486) AT clones.”
Called Linux through the amalgamation
of:
Linus + Unix = Linux

18. Why are customer choosing Linux?
Linux delivers the value of Open Source
Software, providing the following:
• Functionality of UNIX
• Platform independence
• Enables lower hardware costs
• Greater flexibility

19. 50,000+
packages
Collaboration with partners and
open source contributors to develop
technology

20. App. 5,000
packages
1st Stage
Fedora
(the R&D vehicle)
- two releases
per year
- unsupported
- fast moving
- latest
technology

21. Approximately every 18
months Stable, Mature,
1,500
Certified and Tested packages
Technology
Red Hat Enterprise
Linux
* Real Time Support
* 24x 7
* 9 x5
* Web Only
IDEO

22. VIDEO

24. SERVER
Red Hat Enterprise Linux (RHEL)
•For Servers with upto 2 physical sockets
•Includes the Red Hat Linux Operating System
•Includes virtualisation for upto 4 guests
Red Hat Enterprise Linux Advanced Platform (RHEL AP)
•For Servers with more than 2 physical sockets
•Includes the Red Hat Linux Operating System, GFS and Clustering
•Includes virtualisation for unlimited guests

25. SUBSCRIPTION
• Red Hat Enterprise Linux is provided on a per-physical-system annual
subscription basis
• Benefits
– Fully inclusive – no additional or hidden costs
• Unlimited support incidents
• No Client Access Licenses
• No upgrade costs
– Easy to budget
– Provides a stable, secure, no-risk deployment
• A subscription
– Can be moved between systems
– Can be used to run any version
– Applies to any supported architecture (ex. mainframe)

26. SUBSCRIPTION

27. Red Hat Network (RHN)
•Subscriptions are assigned to “Red Hat Network”
accounts. The customer creates an account on his own.
• Online unique customer account
• All subscriptions are placed in this account
– Hosted tool to manage updates to all Red Hat
Subscriptions from
With a Red Hat Network account, a customer can:
– Download ISO images
– Register Systems to a subscription
– Comfortably apply updates to a system

28. SECURITY

29. VIRTUALISATION

31. CUSTOMERS
Service Manufacturing &
Financial Telecoms Government Media/Internet
Providers Consumer Brands
City of
Vienna
And many more...65% of the Fortune 500 are
Red Hat customers

32. Wider Red Hat Portfolio

33. SYSTEMS MANAGEMENT
Red Hat Satellite & Proxy Server
• Hosted Version of RHN
• Ability to add functionality
– Provisioning
– Management
– Monitoring
• Reduced Bandwidth use
• Centralised admin
• Upsell opp for renewal of 10
or more servers

34. IDENTITY MANAGEMENT
Red Hat Certificate System
Red Hat Certificate System provides a powerful security
framework to manage user identities and ensure privacy of
communications. Handling all the major functions of the identity
life cycle, Red Hat Certificate System simplifies enterprise-wide
deployment and adoption of a Public Key Infrastructure (PKI).
Red Hat Directory Server
• LDAP-based server
• Centralizes application settings, user profiles, group data,
policies, and access control information into an operating
system-independent, network-based registry.
• Red Hat Directory Server simplifies user management
• It also improves security, by storing policies and access control
information

35. CLOUD & VIRTUALISATION  Live Migration
 High Availability
 System Scheduler
 Power Saver
 Maintenance Manager
 Image Manager
 Thin Provisioning

36. CLOUD & VIRTUALISATION
 Security & Scalability
* SSL Encryption
*Memory page sharing and ballooning
 Advanced Desktop Management
* Rapid Provisioning
* Linked images
* Desktop Pooling
* Search based Management
* Auto suspend
 High Availability
* Live Migration
* Load balancing
* Snapshots
* Flexible Storage
 Exception End User Experience
* Hi-Res Display
* Streaming Video
* Multi-Monitor Display
* Bi-directional Audio & Video
* USB redirection
* WAN Optimisation

37. MIDDLEWARE

39. SALES COLLEGE

40. Partner Centre
http://www.europe.redhat.com/partners
Register or log in
as an existing
user

41. Access Sales College
Click on the 'Training' tab
Sales College Link

42. Sales Certification
RED HAT PARTNER PLATFORM CERTIFIED SALESPERSON (RHPPCS)
• Understanding the Red Hat Channel Partner Value Proposition
• Understanding the Red Hat Value Message
• Fundamentals of Red Hat Enterprise Linux Advanced Platform
• Fundamentals of MRG
• Red Hat Global Learning Services Product Overview
• Fundamentals of Red Hat Satellite
• Red Hat Storage Management Market Overview
• Red Hat Storage Management Product Overview
• Red Hat Identity Management Market Overview

43. RENEWALS

44. RENEWALS
• Subscription model - so renewals are key
• 100% of original value – 100% of original margin
• Customer MUST renew for all installed systems (EULA)
• Opportunities for you to upsell and talk to your customers
• Customer will stop getting Updates if not renewed

45. RENEWALS Tools

46. RENEWALS Tools
• All renewals in one place
• Visibility upto 90 days ahead
• All relevant information available – contract#, account # etc.
• Ability to export data – Excel format
• 'Owning' Renewals to extend time to renew
• Notifications – 90, 60 and 30 days before expiry
RENEWALS Resource
• Haleem Hoque – Renewals Manager
– Dedicated resource for Red Hat Renewals
– Assistance to upsell and co-term
– Access to information – searching contracts, accounts etc.
– Quoting and processing Renewals

48. MARKETING

49. How we can help
• MDF Funding
• Campaign Materials
• Ready-to-use
• Custom to your market
• Material Production
• Calling Scripts & telemarketing agency
• Event organisation
• Marketing Team of 6
• Ongoing lead program

50. Ready-to-use campaigns
Mainstream Cloud &
Adoption JBoss Free to Fee Virtualization
Red Hat ON PAR JBoss Middleware Relationship with Pervasive
with Microsoft. portfolio is RHT creates datacenter
Enterprise Class. business value. Virtualization and
Cloud computing
You can use your own material or the extensive Red Hat “On-demand” collateral
Seminar in a box JBoss Pain-point Compliance Seminar in a box
'Carve out costs'* campaign* campaign* 'Virtualization'

51. Ready-to-use campaigns
● Example: JBoss Pain-point campaign
Step 1
Step Step 2
Postcard sent out to prospective A box with a voodoo doll, pins,
1.
clients encouraging them to and pain labels was sent to
identify their IT pains and respondents to let them “cure”
presenting JBoss middleware as their IT pains. Package also
the solution contained a flyer and a folder
with more details on JBoss
Step 2.

52. Recent campaigns
Plus
- Sun Campaign
- Custom reseller campaigns

53. What resources are available?
•Red Hat Parter Center
•www.europe.redhat.com/partners/
•Red Hat Partner Newsletters
•www.redhat.com/partners/
•Red Hat Webinars
•www.europe.redhat.com/webinars
•Interactive Reseller Update
•http://www.testdriveinteractive.com/Reseller_Newsletter_Subscription
•Test Drive Interactive
•www.testdriveinteractive.com

54. Marketing Contacts
Walli Datoo
Red Hat Product Manager
wallid@interactiveideas.com
020 8344 4235
Michael Breeze
Marketing Director
michaelb@interactiveideas.com
020 8344 4209

55. THANK YOU