Red Hat The Importance of the ISV Partner Ecosystem

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1 Red Hat The Importance of the ISV Partner Ecosystem Vito Asta, Senior ISV Business Development Manager, SW-Europe + MEA Roma, 6th October

2 Agenda Red Hat: The Company The Production Model, the Business Model; Partners are Important The Enterprise Open Source approach: a sustainable model for OSS The ISV Partner Program and the Partner Ecosystem: Partnership Programs for SIs and ISVs How Red Hat can Help 2

3 The Company 3

4 Red Hat: Company Vital Stats Headquarters in Raleigh, NC Founded in 1993 About 4,000 employees, 80+ worldwide offices in 30+ countries (growing all the time!) Cash and investments: $1.1 billion 85% market share (Enterprise Linu) FY11 revenues: $909 million (+22% YoY) % GAAP profits FY10 revenues: $748 million (+15% YoY) FY09 revenues: $653 million (+25% YoY) CIO Insight magazine annual survey of IT eecutives on how they rate their most important vendors: on how well they delivered business value and reliability. FY08 revenues: $523 million (+31% YoY) Red Hat: 1.st position, 5th time in 6 years FY07 revenues: $400.6 million IPO, 1999 (NYSE: RHT) - Market Cap $9.12 billion

5 The Production Model, The Business Model 5

6 Red Hat: Building Value with our Partners Mission: deliver trustworthy, enterprise-level, cost-effective solutions based on the best of collaborative OSS development ISVs: a fundamental Certified Software component! (ISV Partners) 5,000+ certified sfw products from 2,000+ Enterprise Products ISV partners Middleware JBoss Platforms Operating System - RHEL Virtualization - RHEV Open source projects 6 Technology development environment sponsored by Red Hat Certified Hardware (IHV Partners) Red Hat solution ecosystem

7 Enterprise products the JBoss Eample The Challenge: Integrate & maintain integration between multiple projects required for their enterprise platform needs. Time intensive / epensive The Solution: Enterprise Platforms Etensive Q/A Process Industry-leading Support Multi-year Updates & Errata Policy Documentation Multiple projects, different rel. schedules, versions, dependencies, etc. Red Hat sells subscriptions, not licenses! 7 Single, integrated, certified distributions Secure, Production-level Configurations

8 JBoss Enterprise Middleware Product Delivery Process Each major and minor JBoss Enterprise Middleware release follows a rigorous 5 phase product delivery methodology. 8

9 Red Hat Subscriptions more than just Support Product access: Source and binary code; documentation Support: Multiple support services providing unlimited incidents and coverage up to 247 with 1 hour response; contractual SLAs --> Subscription prices always depend on support! Updates: Regular updates that provide general enhancements, new features, etc. - available at no etra charge during the lifetime of a subscription Revisions: Access to the latest bug fies and security errata Customer Support Portal: Connect directly to Red Hat/JBoss support staff, open and track support cases in real-time, customize patch or upgrade alerts, and download certified patches and updates Long term stability: Guaranteed product lifetime (7/10 years); stable programming interface no need to change application code when upgrading to a new release Fleibility: Subscriptions are not version-specific (access to and support for previous version is included). Subscriptions are also not architecture-specific. Legal assurance: The Red Hat Open Source Assurance program safeguards customers who are developing and deploying open source solutions from legal harm: Continuity of business ; Financial protection Certification program: Huge set of enterprise products on the market (proprietary or not) is certified and guaranteed to run seamlessly with our products 9

10 JBoss Products Portfolio ` JBoss ON Server Design & Develop JBoss Developer Studio Eclipse IDE Integrated Tooling Runtime Platform Fully integrated development environment Run & Eecute Manage JBoss Enteprise Portal Platform Content Aggregation, Presentation and Personalization JBoss Enteprise Application Platform JBoss Enteprise BRMS JBoss Enteprise Web Platform JBoss Enteprise SOA Platform JBoss Enteprise Web Server JBoss Enterprise Data Services Application & Service Containers, Caching, Data Persistence, & Transactions Business Process Orchestration, Service Integration, Business Rules, Event Management, and Data Federation Red Hat Enterprise Messaging High-speed, reliable multi-language messaging Platforms: 16-core and 64-core packages (Physical or Virtual) 4-core packages (Embedding ISVs) 10 JBoss Operations Network Administration, Management, and Monitoring

11 Advantages of the Enterprise Model 11

12 JBoss Community & JBoss Enterprise Targeting Different Users & Use Cases Enterprise Community l Community for developing open source middleware; focus on release early, release often l Use case driven platforms that integrate multiple l By developers, for developers l l 150+ projects with different release schedules, dependencies, versions etc. Target corporate developers, enterprise architects & IT Operations l l Community support focuses on current release only (e.g. no patches) & available via public forums, wikis, public issue trackers, etc. Product focus on long- term stability & application application compatibility l l Ideal for eperimental starter projects & early proof of concepts; not recommended for production use Up to 247 enterprise support for mission critical applications & backed by a global network of Red Hat partners l Ideally suited for long-term enterprise production use projects into a single distribution JBoss Enterprise is the best of both worlds: open source innovation with enterprise-class stability 12

13 JBoss Enterprise Product Delivery Model Eample: JBoss Community AS & JBoss EAP JBoss Community AS JBoss EAP 5 Full Support (4yrs) 6 Transition (1yr) Maintenance (2yr) Enterprise versions provide long-term support, regular releases including fies, new features, and new platforms certifications. 7 JBoss EAP 6 Full Support (4yrs) Community project releases are not maintained and never productized New community features may be backported to Enterprise versions 8 9 While community projects continue to rapidly evolve, enterprise middleware products focus on long term stability Transition (1yr)

14 JBoss Community & Enterprise Changes Community / Enterprise Platform Delta 04/09 10/09 04/10 10/10 JBoss AS Over 140 defect fies & 60 OS/JVM/DB certifications (& counting) between JBoss AS Community 5.1 & JBoss EAP JBoss EAP bug fies 11 perf. enhancements 60 additional certs. 4 new features bug fies 4 security fies 2 additional certs bug fies 8 perf. enhancements 6 security fies 3 new features Enterprise Platforms - Performance, Scalability, Security and Quality improve over time without compromising long-term compatibility. 14

15 Summary of Differences JBoss Community & JBoss Enterprise Middleware Feature 15 Community Enterprise Open Source Benefits from testing by worldwide Community Recommended for Production Use Patch Update & Service Pack Program Security Errata Program Automated Software Update & Alert Service Defect & Feature Escalation & Prioritization Process Developer Support 247 Production Support & Services Platform Certifications & Training Certifications Defined Support SLA and End-of-Life Policy Out-of-the-Bo Configured for Enterprise Use Operations Management Tools Platform testing & certification process Redistribution of modified JBoss technologies Red Hat Open Source Assurance (Legal Protection)

16 JBoss Community & JBoss Enterprise High Level Comparison Characteristics 16 JBoss Community JBoss Enterprise Middleware Intended Use Developer eperimentation and eploration (not recommended for production use). Long-term production use. Targeted Users Eperienced Java developers. Corporate IT Developers & IT Operations building and maintaining critical business applications. Purpose Open source middleware development. Building, deploying, and maintaining critical business applications. Availability & Support No support or patch releases. Individual projects are released independently of each other. Delivered as integrated software products, fully backed by SLAs and technical support. Features & compatibility Priority on innovative and bleeding edge features that may break compatibility between releases. Priority on long-term application stability and compatibility. API level compatibility maintained. Release Criteria Release early & release often (usually time-boed releases). Defined product release criteria that focuses on product quality. Support Lifecycle Current project release only (no patch releases). Defined multi-year product lifecycle with quarterly updates. Security Response & Community led, depends on current project priorities. Resolution Dedicated Red Hat Security Response team with defined issue resolution processes. Technology Roadmaps Community driven, short term & ad hoc (differs by project); determined by project leader. Long-term, predictable & focused on enterprise stability and non-intrusive features; managed by JBoss Product Management. Testing Focused on individual project components. Enterprise use cases, ISV support & certification of complete integrated Platform. System Administration Single Instance or Server management. Enterprise-wide application infrastructure management, 3rd party product integration. Documentation Ad Hoc & Project Based. Internationalized enterprise documentation.

17 The Partner Programs 17

18 Overview The Red Hat Partner Program is a multi-tiered, multi track (Program Tracks) partner model designed for Business Partners (SIs, VARs) and ISVs who support and integrate with Red Hat and/or JBoss software platforms. The Program offers two Tracks: Business Partner (Solution Provider) Independent Software Vendor (ISV). 18

19 ISV Partner Programs Open to all kind of ISV companies Software Publishers, SIs or Sfw Houses with internal products,... Infrastructure (I/F) or Middleware oriented (Specializations) The basic idea: Benefits: We give you all you need to develop/port/test/certify your products with ours Support for your developers, free subscriptions for all our products, access to the Partner/Customer Center portal,... The deal: You commit to bundle our products with yours, and to promote selling this solution Non-technical advantages: attractive product discounts, Partner logo, entry in international ISV catalog, comarketing activities,... Programs are progressive: start easy, upgrade as need arises / as business requires it Possibility of embedding Red Hat components in your products eplains further details 19

20 The Partner Ecosystem Making Synergy Together ISV ISV Red Red Hat Hat SI, SI,VAR VAR Foundation Products Specialized Products, Bundles ISVs look for SIs... and vice-versa Result: 20 Projects, Integration more value for the End-user Customer, with lesser effort specialization End-User End-User Customer Customer Customer Solutions

21 Questions? Thank you for your attention! 21

22 HOW RED HAT CAN HELP 22 Architecture Engineering access Roadmaps

23 HOW RED HAT CAN HELP 23 Development tools Enterprise portfolio access Developer support Fleible build environments

24 HOW RED HAT CAN HELP Free subscriptions Debugging OEM partner support Performance tuning & testing Proof of Concept 24

25 HOW RED HAT CAN HELP 25 Application certification Re-sell components Embedding of complete solution

26 HOW RED HAT CAN HELP Press releases White-papers 26 Customer success stories Trade shows Other co-branding & go to market activities

27 HOW RED HAT CAN HELP 27 Peace of mind Up to 247, 1 hour SLA L1-3 or L3 support Multi-vendor coordination Rapid security & hot-fies Certified updates

28 HOW RED HAT CAN HELP 28 Account mapping / joint selling Business planning Software catalog listing ISV SI/VAR coordination Preview technology access

29 WE CAN DO MORE WHEN WE WORK TOGETHER 29

30 Questions? Thank you for your attention! 30

31 The JBoss Development Model A Brief Overview Red Hat provides JBoss software in two forms: We start with JBoss Community projects... Innovative, fast moving, freely available open source projects targeted at developers Ideal for eperimentation and eploring early feature capabilities; not intended for production use Led by a strong community of JBoss engineers, customers, partners, & users A subset of these projects represent the upstream of future enterprise products... and from these, deliver JBoss Enterprise Middleware products Enterprise open source middleware, targeted specifically for mission critical production use JBoss Enterprise Products integrate multiple community projects from various open source communities (JBoss, Apache, Eclipse, etc.) Products are tested & certified, have a defined longterm product life cycle, and are fully backed by a Red Hat subscription Each JBoss Enterprise product is supported by a large partner ecosystem of ISVs, System Integrators and Software Resellers For production use, Red Hat only recommends using JBoss Enterprise Middleware products. 31

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