How to make money with SUSE Dupaco Café Marijn de Vos

How to make money with SUSE
Dupaco Café
Marijn de Vos
Territory Manager Benelux
[email protected]
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
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23
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