WELCOME

AGENDA

10.00 - 10.30 Introduction to Red Hat & Open Source10.30 - 11.00 Overview of RHEL11.00 - 11.30 Overview of wider Red Hat portfolio11.30 - 12.00 Sales College12.00 - 12.30 Renewals12.30 - 12.45 Marketing Support12.45 - 13.30 Lunch

Red Hat & Open Source

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!

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

Open Source Adoption

Replace failingor unsupported

hardware orleases expiring

Consolidationof multiple

applications orsystems

Applicationdeployment or

upgrade

Maintenancecontract

expiration

1 32 4

How should you educate your customer?

Red Hat Enterprise Linux(RHEL)

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.

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

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

50,000+ packages

Collaboration with partners and open source contributors to develop

technology

App. 5,000 packages

1st Stage Fedora

(the R&D vehicle)

- two releases per year

- unsupported- fast moving

- latest technology

1,500 packages

Red Hat Enterprise LinuxApprox every 18 monthsSupported and certifiedStable, mature, commerciallyfocused technologies

Red Hat Enterprise LinuxApprox every 18 monthsSupported and certifiedStable, mature, commerciallyfocused technologies

Red Hat Enterprise LinuxReal Time Support24x 79 x5Web Only

Red Hat Enterprise Linux* Real Time Support* 24x 7* 9 x5* Web Only

Approximately every 18 months Stable, Mature, Certified and Tested Technology

VIDEO

VIDEO

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

• 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)

SUBSCRIPTION

SUBSCRIPTION

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

SECURITY

VIRTUALISATION

TelecomsFinancial GovernmentService

ProvidersMedia/Internet

Manufacturing &

Consumer Brands

City of Vienna

And many more...65% of the Fortune 500 are Red Hat customers

CUSTOMERS

Wider Red Hat Portfolio

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

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

CLOUD & VIRTUALISATION Live Migration

High Availability

System Scheduler

Power Saver

Maintenance Manager

Image Manager

Thin Provisioning

CLOUD & VIRTUALISATIONCLOUD & VIRTUALISATIONCLOUD & 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

MIDDLEWARE

SALES COLLEGE

Partner Centrehttp://www.europe.redhat.com/partners

Register or log inas an existing

user

Click on the 'Training' tab

Sales College Link

Access Sales College

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

Sales Certification

RENEWALS

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

RENEWALS Tools

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

MARKETING

• 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

How we can help

Mainstream Adoption JBoss Free to Fee

Cloud & Virtualization

Red Hat ON PAR with Microsoft.

JBoss Middleware portfolio is

Enterprise Class.

Relationship with RHT creates

business value.

Pervasive datacenter

Virtualization and Cloud computing

You can use your own material or the extensive Red Hat “On-demand” collateral

Seminar in a box 'Carve out costs'*

Seminar in a box 'Virtualization'

Compliance campaign*

JBoss Pain-point campaign*

Ready-to-use campaigns

● Example: JBoss Pain-point campaign

Step 1.

Step 2.

Step 1Postcard sent out to prospective clients encouraging them to identify their IT pains and presenting JBoss middleware as the solution

Step 2A box with a voodoo doll, pins, and pain labels was sent to respondents to let them “cure” their IT pains. Package also contained a flyer and a folder with more details on JBoss

Ready-to-use campaigns

Plus

- Sun Campaign

- Custom reseller campaigns

Recent campaigns

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

Marketing Contacts

Walli Datoo

Red Hat Product Manager

wallid@interactiveideas.com

020 8344 4235

Michael Breeze

Marketing Director

michaelb@interactiveideas.com

020 8344 4209

THANK YOU