SUSE Integrated Systems

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Nov 25, 2013 (3 years and 11 months ago)

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SUSE
®

Integrated Systems

Sales Enablement Call



Mark
Longwell


Director, Alliance Relations and OEM

August 6, 2012


2

SUSE Strategy


Integrated Systems


www.suse.com/partners/integrated
-
systems


Cloud Infrastructure


www.suse.com/solutions/platform.html#cloud


Enterprise Computing


www.suse.com/solutions/platform.html#server

3

What are Integrated Systems?


Integrated Systems solutions from SUSE help customers to bring
efficient, scalable and highly customized OEM solutions faster to
market.


The backbone of SUSE Integrated Solutions are our reliable,
open and flexible SUSE Linux Enterprise family of products, and
our award
-
winning tools combined with services, support and
maintenance.


Our service offerings include consulting and training. We provide
operational support for using the tools and operating system as
well as for developing the integrated solution. Our tools and
services are designed to deliver integrated systems in half the
time it would take you to do yourself.

4

New Approach: Integrated Systems


Provide an IT infrastructure that is

more simple, efficient and flexible


Gain competitive advantage through

customization


Meet future demands more easily


Minimize the time you spend on creating,

deploying and maintaining software solution


Capture best practices for various deployment forms


Follow a repeatable process for tapping into new
markets


Optimize operations and control costs

5

Integrated Systems Positioning


Take competitive advantage of delivering best
-
in
-
class
customized OEM solutions for your organization and your
customers


Address opportunities with a open, flexible platform


SUSE
Linux Enterprise


Accelerate time to market with our combination of products,
award
-
winning tools and world
-
class service


Experience a dedicated and experienced team of technical
specialists


Rely on our indemnification program, which protects your
customers from copyright, patent, trade secret or trademark
-
infringement claims made by third parties against SUSE.

6

Challenges


Increasingly complicated IT Systems


Transforming complex supply chains to more
quickly respond to customer needs


Need for constant innovation to gain competitive
advantage


Maintain predictable cost of operations while
accelerating delivery time


Meet customer service levels


Stricter regulations

7

How can IS solutions assist you?

Enterprise customers already have SUSE Linux in their
infrastructure due to OEM agreements we have with
global software and hardware providers.


There is a bigger footprint of SUSE Linux Enterprise Server
than you may be aware of at your customers


SUSE is part of all the solutions listed on the next slide
-

and
more……

Excellent reference list of customers

http://www.suse.com/partners/oem/oem
-
partners.html


More than 70 active global OEMS


These companies are basing their business on SUSE Linux
Enterprise Server


what a great proof point for SUSE




8

Revenue impact for OEM/IS for SUSE


IBM/Dell/HP/SAP/VMware
-

will
do about $53M USD in FY
2013
-

SUSE Linux Enterprise Server licenses + services


That equates to about
26.6%
of SUSE
revenue targeted for FY 2013


Other OEM/IS partners targeted at $27.75M USD this year
for SUSE Linux Enterprise Server licenses and services


That is about 14% of SUSE revenue


Combined
-

this is equal to over 40 % of all SUSE revenue
targeted for FY 2013


THIS IS A STATED GROWTH AREA FOR SUSE



9

Dell/HP/IBM and others

Do
not Disrupt IHV Relationships


Sell with them


Act like an overlay to their team


Calibrate your
Engagement


Sell with when possible


Leverage them for quota retirement




10

Integrated System / OEM Partners

11

Who handles major OEM/IS Partners?


Patrick
Quairoli

Mark
Longwell




Phillip Cockrell Brian Yang



Joe
Gerkman

John Harris


Frank
Rego

Jens Adam/Craig Toyama


Torsten

Vatheuer

Chris Hine


Craig Toyama Kim
Aaltonen



All others
-

Americas OEM/IS team, and dotted line
relationships in the geo’s.


12

Comprehensive Service Offerings

Support


Pre
-
sales


Developer Services


TPS (L3)

Training


Custom Training
-

Customer Onsite or Virtual Online


Public Training
-

Direct Face
-
to
-
Face or Virtual Online


On
-
demand Training


Computer
-
based eLearning Modules


Advanced Technical Training (ATT) Public Events, i.e. ATT Live


Individual Self
-
Study Kits


Certifications and Testing (including CLA, CLP, and CLE)

Marketing and Certification


YES (hardware) Certification assistance


Application (software) listing in the SUSE Partner Software Catalog
[formerly ISV catalog]


SUSE Logos and marketing materials templates

13

Business

challenge
:

Teradata needed an OS lifecycle set around their established maintenance
model. An optimization of SUSE Linux Enterprise Server was required for
their performance requirements.Teradata also requires premium support to
meet development bench marks and excelling with customer SLA’s, and
also a mechanism for extremely fast bug fixes.

Solution
:

SUSE established a dedicated team of an on
-
site Developer Engineer,
Dedicated Partner Support Engineer, Service Account Manager, and
Program Manager
-

all based in SUSE Engineering. SUSE developed
methods for Teradata to more effectively manage the fixes they would
deliver to their customers. Teradata gained the ability to choose what code
-
streams they needed supported, without the need to follow our traditional
maintenance models for the general operating system

Benefits:


>30% increase in query throughput


Teradata meets and exceeds their customer SLA’s


Premium access to Kernel Developers, Linux Maintainers,
and SUSE Engineering.


Due to the success of this partnership, Teradata has
expanded from 3 products to 9 over a 4 year period running
on SUSE Linux Enterprise Server

Solution components:


SUSE Linux Enterprise Server


Premium support services


Teradata is the world's leading
analytic data solutions company
focused on integrated data
warehousing, big data analytics,
and business applications that
provide actionable business
intelligence.

Success Story Teradata

14

Business

challenge
:


IBM saw a burgeoning need for low
-
risk, low
-
cost, integrated and
optimized hardware and software systems that are easy to build, deliver
and deploy in any customer environment. “It doesn’t make sense to
reinvent the wheel for every customer situation”

Solution
:

SUSE Linux Enterprise is a key component in IBM Appliances such as
Lotus Foundations, Lotus Protector,
Cognos

Now, Smart Analytics
Optimizer, Solutions for Smart Business, Tivoli ISDM, Smart Analytics
System(s),
Websphere

HV and SAP HANA.


Benefits
:

IBM created powerful, self
-
contained integrated, optimized
versions of its solutions that are easy to deploy in any
customer environment. This drives down development,
installation and maintenance costs while accelerating
time
-
to
-
value for both customers and resellers



Solution components:


SUSE Linux Enterprise Server


Kiwi


Software appliances can
significantly simplify integrating
and managing the applications
and solutions that customers
need. The SUSE Appliance
Toolkit from Novell can
potentially help our business
partners deliver IBM software to
their customers quickly,
efficiently and cost effectively
.



Dr. Bob
Sutor


Vice President, Open Source
and Linux, IBM Software Group

Success Story IBM

15

Business

challenge
:


Enterprise class operating system to run intensive, mission critical
HPC workloads


Keeping current with new processors from Intel and AMD


Working with ISVs so that software runs on current hardware and the
latest version of SUSE Linux Enterprise Server


Meeting Government Security and Application
Standards

Solution
:


SUSE Linux Enterprise Server is the leading provider of operating
systems in the HPC market


SUSE has the worlds largest Linux ISV program. SUSE has more
than 9,200 applications supported on SUSE Linux


SUSE adheres to the most current government security standards,
including Common Criteria certification


SUSE supports the
Lustre

file system

Benefits:


Providing customers a leading HPC operating
system
and
SGI hardware to meet the SLA’s of their
customers, such as NASA and Pittsburgh
Supercomputing
Center

"The close collaboration between SGI
and SUSE Engineering for the past 10
years has led to the largest certified
single system image of SUSE Linux
running on SGI UV
-

4096 cores, 16TB
memory. SUSE is increasingly seen as
the Linux OS of choice for high
performance computing and we are glad
to offer SUSE Linux to our customers"

Christian Tanasescu, VP of Software
Engineering

Solution components:


SUSE Linux Enterprise Server


Premium support services

Success Story SGI

16

For more information


http://www.suse.com/partners/integrated
-
systems
/


https://
wiki.innerweb.novell.com/index.php/Integrated_
Systems


17

+49 911 740 53 0
(Worldwide)

www.suse.com


Corporate Headquarters

Maxfeldstrasse

5

90409 Nuremberg

Germany

Join us on:

www.opensuse.org



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