How to make money with SUSE Dupaco Café Marijn de Vos Territory Manager Benelux mdevos@suse.com Some facts 2 •  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 Some facts 3 Some facts 4 Some facts 5 Operating System market analysis Gartner and IDC Whitepaper Worldwide Server Operating Environments New License Shipments/Subscriptions and Upgrade/Maintenance Revenue 2009 6 2010 2011 Revenu ($M) Share (%) Growth (%) Revenu ($M) Share (%) Growth (%) Revenu ($M) Share (%) Growth (%) Microsoft Windows 3,578.2 46.6 -4.0 4,770.0 53.7 33.3 5,271.1 55.6 10.5 Combine d Linux 649.6 8.5 15.3 762.7 8.6 17.4 909.9 9.6 19.3 Combine d Unix 1,560.7 20.3 -15.9 1,497.9 16.9 -4.0 1,386.9 14.6 -7.4 Mainfr, OS/400, other 1,884.8 24.6 -11.5 1,853.3 20.9 -1.7 1,916.1 20.2 3.4 Comprehensive Portfolio 7 Broad Ecosystem Solution Providers (VADs/VARs) and System Integrators 8 Training Partners Technology Partners (ISVs/IHVs) Certified SUSE Linux Enterprise products SUSE Support Services •  150+ Support Staff, 3 support centers & field offices around the globe •  Local support representatives in most major cities •  Actively supported 3,226 different customers in the last 12 months •  Managed to resolution 23,900 support incidents in the last 12 months (~500 Service Requests for Expanded Support) •  Award-winning support •  Lighthouse survey shows 65% of calls are resolved within five minutes & customer satisfaction rates are high! ( https://www.novell.com/docrep/2010/10/linux_technical_support_report.pdf) 9 Open Source Community Leadership OPEN VIRTUALIZATION ALLIANCE kernel.org 10 SUSE has focus on •  •  •  11 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 Enterprise Computing •  12 Unique Alliances –  Microsoft –  VMware –  SAP •  Market leader in Germany •  Mainframe market leader •  Easy subscription model •  No vendor-lock •  Partner channel only strategy Unique Alliance: Microsoft 13 •  Started in 2006 •  Five focus points –  Active Directory (Server) –  Identity Management (Cloud) –  Virtualization –  Management –  Linux (support) •  Expanded Support Offering •  Supported by Microsoft Unique Alliance: VMware 14 •  Started in 2010 •  OEM agreement •  At no cost SLES for VMware available through VMware •  Upgrade in support available •  Only for virtual systems Unique Alliance: SAP 15 •  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 Subscription model Subscription model 17 •  Difference between physical and virtual machines •  “Per Socket” model •  Unlimited virtual machines •  5-year SKU directly from pricelist •  Ask your reseller/customer four questions 1.  Virtual or Physical 2.  How many CPU’s 3.  Which SLA 4.  How many years Partner Channel •  More then 200 resellers in the Benelux •  17 partners in the Benelux area are silver, gold or platinum certified •  a separate SUSE channel •  18 –  Silver –  Gold –  Platinum Two distributors (Dupaco and Tech Data) SUSE activities •  19 Two TechExchanges a year –  Belgium –  Netherlands •  Every half year a SUSE Business Builder •  Every year a worldwide congres: SUSECon –  November 12th – 15th – Orlando, Florida –  SKU is available to purchase and/or resell •  Partner Update •  Roundtable events for C-Level SUSE activities •  SUSE Benelux organization has been set-up •  Only a focus for SUSE •  34% revenue growth target in FY14 •  Marketing ideas can be funded …simply creates more business 20 More focus means…. More business www.suse.com Thank you. 21 Corporate Headquarters Maxfeldstrasse 5 90409 Nuremberg Germany 23 +49 911 740 53 0 (Worldwide) www.suse.com Join us on: www.opensuse.org 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. 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