Version 1.0, 21 October 2011
Russian Partner EventPhil AndrewsVice President Northern and Eastern Europe29th January 2013
What if?
-A software partner could help you grow your business AND you could help your customer save IT Budget?
-A Software partner could help you become a more “TrustedAdvisor” to your customer, helping them with new architectures,Cloud implementations and address more of their business needs?
-A software partner has products helping to take cost out of yourown solution offerings, making them more competitive in areaslike Virtualisation, Java/Middleware and Cloud projects, so youare more likely to win the business AND sell more project services?
What do they have in common?
Computacenter Germany
Kelway- United Kingdom
Evry-Norway
What do they have in common?
Computacenter Germany
Kelway- United Kingdom
Evry-Norway
€ 1M p/a supporting Mobile Telco
€3.5M in Red Hat products in a Bank
€Multi-Million services with Red Hat
Red Hat helps Partners build a better business
“The offering of Red Hat Enterprise Linux is fantastic, but what's more important is the company that stands behind it.” —PARKER HARRIS, EVP Technology
CEO JIM WHITEHURST
OPENSOURCELEADER#1
1993 1999 2002 2006 2008 2010 2011
FOUNDED
IPO FIRST RELEASE OF
ENTERPRISE LINUX
ACQUIRED JBOSS
RED HAT ENTERPRISE
VIRTUALIZATION RELEASED
JOINS S&P 500
C
LOUD FORMS & OPENSHIFT
RELEASED
ACHIEVED$1 BILLION REVENUE!
WIDE-RANGING EXPERIENCE
Other
Financial
Government
Tech & Media
Telecom
Logistics &Transportation
Services
Energy
Healthcare
Retail
Manufacturing
BREADTHACROSS
MULTIPLEVERTICALSGLOBALLY.
STRENGTHIN
MAJORVERTICALSGLOBALLY.
Based on deals greater than $100k from Q2 CY2011.
“…we needed a reliable, stable, supported version of Linux that we knew would be production-ready… we are very happy with our partnership with Red Hat.” —TERRY TALLEY, CTO
Helping you help customers.....
Red Hat helps Partners to help Customers build a better business
Trusted AdvisorBroad OSS ProductsLowering costsImproving ProductivityDelivering OSS SolutionsRemoving Lock-InEnabling CloudDelivering ServicesTech-RefreshTraining
From -> To$$$$$ -> $$Static -> CloudClosed -> OpenOld -> NewSlow -> Agile
Together with
Partners
Why would Red Hat be that partner?
250+
5,000+
~1,200
Why would Red Hat be that partner?
250+
5,000+
~1,200
$Million Spend to Develop+QA OSS S/W
Staff in Red Hat globally
$Million for Red Hat Revenues last year
Red Hat is a solid partner for business......
WHAT WE DO
We offer a range of mission-critical software and services covering:
HOW WE DO IT. THE BENEFITS.We develop everything usingan OPEN SOURCE model.
Shared development reducescosts & accelerates innovation.
Open collaboration offers products that genuinely meet customers' requirements.
Better price & performance-No Licence cost
Better OSS quality from subscription service
Faster technology innovation
Alignment to your needs
Flexibility
“Red Hat Consulting’s local experience backed by Enlogit, a Czech Republic Red Hat Premier Partner, gave us peace of mind during roll out.” —PAVEL BARTOS, Lead Analyst, GE Money Bank
CLOUD MIDDLEWARE OPERATING SYSTEM VIRTUALIZATION STORAGE
MANAGEMENT-PROVISIONING-PATCHING-MONITORING
PRODUCT PROCESS
❝Our focus on Linux is based on two things, one, the performance, reliability and cost basis and two, the community of talent that supports it.❞ —SEAN MORIARTY, COO
We participate in & create upstreamprojects.
We build & support open communitiesaround integrated projects.
We enable software & hardware partners to participate at every stage of development.
We commercialize theseinnovations together with a richecosystem of services & certifications.
PARTICIPATE
INTEGRATE
STABILIZE
100,000+PROJECTS
SUBSCRIPTION MODEL
❝We came to the decision that Red Hat would be better for our environment because the support we received from Red Hat was outstanding… ❞ —DAVE DIPIAZZA, Manager, Internet services
KNOWLEDGEBASE
TRAININGOFFERINGS
HARDWARE CERTIFICATION
SOFTWARE CERTIFICATION
SUPPORT● UNLIMITED
● 24/7
● MULTI-LINGUAL
● MISSION-CRITICAL
STABILITY WITH A 10-YEARPRODUCT LIFECYCLE
UPDATES, PATCHES & UPGRADES
SECURITY RESPONSE TEAM
CUSTOMER PORTAL & FORUMS, CUSTOMER iPR PROTECION
All a software customer could ask for..
“We knew we wanted to leverage Red Hat’s excellent support and high performance.”—MICHAEL J. SIMPSON, Senior VP and GM
PaaS CloudInfrastructure
Application Server
Portal / WCM
Enterprise Service Bus(ESB)
Data Services
Business Rules
Messaging
IaaS Cloud Infrastructure
Operating System
Virtualization
VMware Cloud Foundry, Microsoft Azure, Google App Engine
IBM Websphere Portal Server, Liferay PortalOracle WebLogic Portal
IBM WebSphere ESB & Process Server, Oracle SOA Suite & ES, MuleSule ESB, Progress Sonic ESB. Tibco ActiveMatrix
IBM InfoSphere Federation Server, Progress DataXend SI, Oracle Data Integration Suite, Composite Information Server
IBM WebSphere ILOG Jrules, Oracle BPM SuitePegasystems Business Rules, FICO Blaze Advisor
IBM WebSphereMQ, Spring RabbitMQ,Oracle Enterprise Grid Messaging, Tibco EMS
VMware vCloud Director, Citrix/Cloud.com
Microsoft Windows (with Hyper-V virtualization),Oracle Solaris, IBM AIX, HP/UX
VMWare vSphere
IBM WebSphere Application Server, Spring tc Server, Oracle WebLogic Server
THE CIO'S (license cost free) ALTERNATIVE
“We knew we wanted to leverage Red Hat’s excellent support and high performance.”—MICHAEL J. SIMPSON, Senior VP and GM
PaaS CloudInfrastructure
Application Server
Portal / WCM
Enterprise Service Bus(ESB)
Data Services
Business Rules
Messaging
IaaS Cloud Infrastructure
Operating System
Virtualization
Red Hat OpenShift
JBoss Enterprise Portal Platform
JBoss Enterprise SOA Platform
JBoss Enterprise Data Services Platform
JBoss Enterprise BRMS
Red Hat Enterprise MRG, FuseSource
Red Hat CloudForms
Red Hat Enterprise Linux(with embedded KVM virtualization)
Red Hat Enterprise Virtualization
JBoss Enterprise Application Platform
VMware Cloud Foundry, Microsoft Azure, Google App Engine
IBM Websphere Portal Server, Liferay PortalOracle WebLogic Portal
IBM WebSphere ESB & Process Server, Oracle SOA Suite & ES, MuleSule ESB, Progress Sonic ESB. Tibco ActiveMatrix
IBM InfoSphere Federation Server, Progress DataXend SI, Oracle Data Integration Suite, Composite Information Server
IBM WebSphere ILOG Jrules, Oracle BPM SuitePegasystems Business Rules, FICO Blaze Advisor
IBM WebSphereMQ, Spring RabbitMQ,Oracle Enterprise Grid Messaging, Tibco EMS
VMware vCloud Director, Citrix/Cloud.com
Microsoft Windows (with Hyper-V virtualization),Oracle Solaris, IBM AIX, HP/UX
VMWare vSphere
IBM WebSphere Application Server, Spring tc Server, Oracle WebLogic Server
What Impact would Red Hat have?
£14,000,000
80%+
>186,000
What Impact would Red Hat have?
£14,000,000
80%+
>186,000
Software licence saving on UK Govt Project(and that was only the pilot...)
Savings on H/W for NYSE from RHEL(with 3 x transaction volume...)
CustomerApplications running in OpenSHIFT(development platforms available in minutes...)
Red Hat lowers customers costs and accelerates business ...
Version 1.0, 21 October 2011
Red Hat for Russia?
Russia CIS- Growth Opportunity....
Growth Opportunities for Red Hat
– Grow Markets for existing products
– New Product Lines in to existing/new customer
– New Customers in Established Countries
– Expanding/Investing in New Geographies
Many Countries now mature business environments
Many Countries have established Partners
Red Hat Makes Investments to grow Markets
Red Hat Makes Investments to grow new geographies
•
● Red Hat is a listed USA company operating in >70 countries.
● We want to win business together in a legal, transparent and ethical manner where ever we are.
● Making bad judgment calls on legal and ethical issues can hurt business in the long term
● Continued Vigilance is important
● Partner Code of Conduct is a clear part of our programme.
Global Ethics and Compliance
Doing Good Business IS Good Business!
Red Hat CIS & Russia
Russian FederationUkraineKhazakstanUzbekistanGeorgiaAzerbaijanArmeniaBelarusTajikistanKyrgyszstanBelarus
Manager:Sergey Bugrin (Moscow Office)
Red Hat CIS
Red Hat CIS & Russia
Russian FederationUkraineKhazakstanUzbekistanGeorgiaAzerbaijanArmeniaBelarusTajikistanKyrgyszstanBelarus
Manager:Sergey Bugrin (Moscow Office)
Red Hat CIS
Partner Growth OpportunitiesUnix to Linux Conversions
Standard Operating Platforms
Banking Infrastructure-Real Time
Messaging and Grid Projects
New Middleware Based Projects
New Integration Projects
-Data Integration
-Systems Integration
-SOA Opportunities
Customer Training
Cloud-
-Hybrid Cloud Development
-Private Cloud Development
-IAAS, PAAS
Managed Services
-Hosted Services
-Managed Services
-Cloud Services
Routes to Market- Russia New model.
Red Hat
Prem+AdvancedPartners
AxoftDistributor
(Russia)
SystemIntegrators
Top ISV Partners
Tier ●2 Partners
Russian Market
OEM Partnersnetwork in Russia/CIS/CEE
Red Hat Focus Areas Red Hat
Passive/Reactive
Top Accounts/Top Countries SMB/Territory Customer
Red HatRussia
Channel Business Development Support
Channel SupportProduct Supply
Central Eastern Europe/Russia CIS Sales Team (end FY13)
Phil Andrews ●VP-NEE (FAB)
Sergey Bugrin Bus Dev Dir CIS
(MOS)
Sergei Duzhi Partner Mgr CIS
(MOS)
Andrey Markelov Platform SA
(MOS)
HiredJBOSS SA
(MOS)
OpenDirect Touch PAM
(MOS)
Red Hat CIS
Kris RockiReg Mrg CEE
(War)
OpenPartner Mgr Pol
(MOS)
Open Platform SA
(War)
OpenJBOSS SA
(War)
OpenDirect Touch KAM
(War)
Red Hat CEE
Ondre MarekMarketing Mgr
(PRG)
EE Marketing
Marcin LanbanowiczPAM (FAB)
Bartek Miskiewicz Chan Help Desk
CEE (FAB)
Hannah SkomraInside Sales CEE
(FAB)
Yana SkuropatInside Sales CIS
(FAB)
Vitaly NeverkevicChan Help Desk
CIS (FAB)
“EE” Support
New Red Hat OfficesMoscow (CIS) (In Place)Warsaw (CEE) (Now Open- Jan 13)
Hired EE Channel Ops
(MUC)
Ops +ChannelSupport
Hired EE Distribution Supt
(UK)
In Place
Under recruitment
Central Eastern Europe/Russia CIS Sales Team (end FY13)
Phil Andrews ●VP-NEE (FAB)
Sergey Bugrin Bus Dev Dir CIS
(MOS)
Sergei Duzhi Partner Mgr CIS
(MOS)
Andrey Markelov Platform SA
(MOS)
HiredJBOSS SA
(MOS)
OpenDirect Touch PAM
(MOS)
Red Hat CIS
Ondre MarekMarketing Mgr
(PRG)
EE Marketing
Marcin LanbanowiczPAM (FAB)
Yana SkuropatInside Sales CIS
(FAB)
Vitaly NeverkevicChan Help Desk
CIS (FAB)
“EE” Support
New Red Hat OfficesMoscow (CIS) (In Place)Warsaw (CEE) (Now Open- Jan 13)
Hired EE Channel Ops
(MUC)
Ops +ChannelSupport
Hired EE Distribution Supt
(UK)
In Place
Under recruitment
Most ImportantRed HattersFor Russia
Eastern Europe/Russia CIS
Further Ongoing Investment
• Office in Warsaw, expansion in Moscow
10 addition Staff in Global Support Services
• 2 additional staff in order management
• Certification for Russian FSTEC standards
Partner Training Sessions/Sales Collateral/Process
Marketing funding and Execution with Red Hat
Access to technical/lega/commercial teams for closing
•
Red Hat- Russia / CIS summary
✔ You can see that other Red Hat partner companies have made significant Red Hat wins and improved their business by helping customers to improve theirs.
✔ You can be confident that Red Hat is a substantial company, with a broad range of well accepted products, and will be there to support you.
✔ You’ve heard that Red Hat is now investing in Russia and we want to make sure this is a great opportunity for those partners who choose to work with Red Hat.
Version 1.0, 21 October 2011
Where is the opportunity? ?Гдеже возможности
The opportunity is EVERYWHERE! !Возможность везде