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 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. 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