Red Hat Cloud and Virtualization How to Sell. Karl Stevens Senior Solution Architect

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1 Red Hat Cloud and Virtualization How to Sell Karl Stevens Senior Solution Architect

2 # 1 OPEN SOURCE LEADER MORE THAN SOME OF OUR EMPLOYEES 80% of FORTUNE 500 COMPANIES use RED HAT PRODUCTS & SOLUTIONS. O SE A E EL R ST FIRNUX LI OFFICES WORLDWIDE T IO A Z I AL U T V IR SE RI P R TE N FE ED IS E IR R U P Q R 0 AC TE 50 T N E E P D N E & T RA HA EAS NS S M D L I QU RE RE JO CEO JIM WHITEHURST N $ 2012 N IO L IL 1B IN RE E NU E V

3 WHAT WE DO We offer a range of mission-critical software and services covering: CLOUD MIDDLEWARE VIRTUALIZATION HOW WE DO IT. We develop everything via community-powered innovation. Shared development reduces costs & accelerates innovation. Open collaboration offers products that genuinely meet customers' requirements. OPERATING SYSTEM STORAGE THE BENEFITS. Flexibility Faster technology innovation Better quality Better price/performance Alignment to your needs

4 THE FIRST CLOUDS EVER BUILT WERE BUILT ON RED HAT TECHNOLOGY TOP PUBLIC CLOUDS 80% Apps running on Linux Open source X86 volume infrastructure On demand unlimited scalability Multi-tenancy High density computing TOP PUBLIC CLOUDS RELY ON RED HAT 4

5 PUBLIC CLOUDS ACHIEVE TREMENDOUS AGILITY & EFFICIENCY PUBLIC CLOUDS ENTERPRISE IT Cost Per VM Hour: $0.10 vs. $1.00 Server: Admin Ratio: 300: 1 vs. 20: 1 Resource Utilization: 75% vs. 20% App Deployment: Minutes vs. Weeks New App Development: Weeks/ Months vs. Years 5

6 HOW CAN ENTERPRISES ACHIEVE THE SAME EFFICIENCY AND AGILITY? 25% LIGHTS ON INNOVATION PHYSICAL MULTIPLE VIRTUAL PUBLIC CLOUDS TODAY S INFRASTRUCTURE: Complex, inefficient and expensive but critical to the business Where your time is spent Source: Ernst & Young Enterprise IT Investment Trends Survey, Karl Stevens

7 THE MOST CRITICAL IT STRATEGY DECISION THIS DECADE. THREE CHOICES. 7 Karl Stevens

8 THREE APPROACHES TO BUILDING CLOUD Three Common Categories Greenfield Start from Scratch A GOOD APPROACH FOR FOR SERVICE PROVIDERS, BUT IMPRACTICAL FOR ESTABLISHED IT Add a Cloud Silo: Limited & Closed PROPRIETARY APPROACH ADDS ANOTHER SILO = INCREASED COMPLEXITY BRING CLOUD ADVANTAGES TO YOUR IT FUNCTION WHERE IT MAKES SENSE, WITHOUT LOCK IN Open Hybrid Cloud: Flexible & Portable LEVERAGE EXISTING INVESTMENTS

9 TRUE BENEFITS ONLY THROUGH THE POWER OF OPEN SOURCE AND OPEN STANDARDS And much more...

10 BUT GOES BEYOND OPEN SOURCE Open Source - You choose your economics - not your vendor - Avoid lock-in Viable independent Community - Not controlled or limited by one vendor Open Standards - Open standards at every level of the stack - Access to greater innovation Freedom to use IP - Able to be deployed without patent restrictions Choice of Infrastructure - Deploy to any infrastructure you choose - One that's right for you, not your vendor Open APIs - Extensible APIs for open interoperability Portability - Application portability across private and public clouds

11 THE SOLUTION.. 11

12

13 CLOUDFORMS, DEPLOY TO HETEROGENOUS INFRASTRUCTURE via PORTAL WITH CONTROL More Videos at

14 OpenShift PaaS Bridging App Dev Worlds Established Enterprise-Class Strength Best PaaS for Enterprise Java EE6 via JBoss Jenkins, Maven, Git Multi-tenancy and NSA-grade Security via RHEL and SELinux Auto-Scaling On-Premise, Hosted, or Hybrid New Cloud-Class Agility Never any Lock-In Polyglot with Java, Ruby, Node.js, PHP, Perl, Python Mobile, NoSQL REST and Javascript OpenShift OpenShift == Open Open Hybrid Hybrid PaaS PaaS

15 Red Hat Openstack Preview Announced August OpenStack is an open source framework for building private and public IaaS clouds Red Hat preview available for download and feedback Red Hat's focus is on making OpenStack enterprise-ready OpenStack will be part of Red Hat's open hybrid cloud portfolio GA release in 2013

16 RHEV The Foundation of an Open Cloud Karl Stevens

17 THOUSANDS OF CUSTOMERS WORLDWIDE DEPLOY RHEV IN PRODUCTION TODAY T1/ MISSION CRITICAL BUSINESS APPLICATIONS ARE POWERED BY RHEV

18 RHEV 3.1 MANAGER FEATURES High Availability Live Migration Storage Live Migration* Live Snapshots Load Balancing (DRS) Power Saver (DPM) Hot-plug disk and NIC Storage on local disk, FC, iscsi, NFS, Red Hat Storage, IBM GPFS, POSIX or Direct LUN Self Service Portal with Quotas Integrated Red Hat Storage Management* Eco-system marketplace * Tech Preview at GA

19 RHEV HYPERVISOR/KVM OVERVIEW SMALL FORM FACTOR, SCALABLE, HIGH PERFORMANCE Inherits performance, scalability, security and supportability of Red Hat Enterprise Linux Shares RHEL hardware and software ecosystem Host: 160 logical CPU (4,096 theoretical max), 2 TB RAM (64TB theoretical max) Guest: 160 vcpu, 2 TB RAM Supports latest silicon virtualization technology Microsoft SVVP certified

20 RHEV USER PORTAL Enables users to self provision virtual machines Create, edit, remove, etc. VMs Manage and monitor virtual infrastructure Tied to Microsoft Active Directory, Red Hat Identity Management, other LDAP Resource management with quotas and object/role security Essential internal cloud capability

21 ADVANCED SECURITY FOR YOUR VIRTUALIZATION INFRASTRUCTURE RHEV inherits the security features of Linux and RHEL Red Hat Enterprise Linux 6, the basis of the RHEV 3.x Hypervisor, achieved Common Criteria Certification at Evaluation Assurance Level (EAL) 4+ on 10/29/2012 SELinux security policy infrastructure Provides protection and isolation for virtual machines and host Compromised virtual machine cannot access other VMs or host svirt Project Sub-project of NSA's SELinux community. Provides hardened hypervisor. Multi-level security. Isolate guests Contain any hypervisor breaches

22 USE CASES AND OBJECTION HANDLING Karl Stevens

23 UNIX TO LINUX MIGRATIONS The problem UNIX customers use LPARs, containers, or zones Or they are moving from older boxes to new x86 that demand consolidation Questions The solution Virtualization achieves the above benefits on x86 RHEV is the best platform for virtualizing RHEL guests UNIX to Linux conversion best time to virtualize Achieve benefits of single-vendor solution without the lock-in Are you using LPARs, containers or zones today? Moving to new x86, are you concerned about utilization, consolidation, manageability Mix of Linux and Windows workloads to centrally manage? Cautions Some workloads not suitable for virtualization Hybrid mode (bare metal RHEL + RHEV VMs) requires architecture work Make sure storage & network infrastructure is up to task

24 LINUX ORGANIZATION WITH ZERO TO LITTLE VIRTUALIZATION The problem Customer needs to refresh aging x86 infrastructure. Looking to consolidate Linux workloads onto modern, energy efficient, higher performing x86 servers. Customer wants to reduce, improve utilization, increase agility The solution Virtualization achieves the above benefits on x86 Solution from same trusted vendor that is delivering RHEL RHEV is the best platform for virtualizing RHEL guests Questions Is Linux-based virtualization technology a better fit for your organization? Do you want the Vmware/Windows group managing your infrastructure (and your budget?) Cautions May need V2V or P2V solutions from Red Hat or partners VMware advocates from Windows side of house may try to get into a feature war

25 LINUX ORGANIZATION WITH RHEL/XEN OR RHEL/KVM VIRTUALIZATION The problem Management and administration of virtualization infrastructure is difficult and time consuming. Customer wants to significantly expand cluster to many hypervisor hosts. The solution RHEV is the centralized enterprise management solution from Red Hat and the natural migration path Solutions based on RHEL/Xen or RHEL/KVM easily ported through V2V tools Questions How will you manage a homegrown virt solution as the company grows? Do you want to leverage the experience of the open source community in virtualization management like you do for Linux? Cautions Beware of the recent FUD by Oracle and Citrix claiming the Xen is now part of the Linux kernel RHEV 2 did not allow much of the tuning these customers were used to hooks is the way RHEV 3 will allow customization

26 VMWARE CUSTOMER UNHAPPY ON COST The problem Customer is seeing diminishing buyer power with a strategic IT vendor. Customer seeks leverage versus the proprietary pricing practices of VMware Questions The solution Bringing in a second source greatly improves negotiating position with VMware. Many of our RHEV customers who have migrated from VMware have found it to be a straight-forward transition. RHEV is a proven virtualization solution offering compelling value. Have you thought about the advantages of a dual source strategy? Do you have virtualized Linux and window s workloads? What are your requirements around performance and scalability? Do you single source all of your IT technology? Cautions There are costs with adding a second source talk to customer about benefits (pricing power, driving down costs) Be ready to talk about why RHEV is better than Citrix Xen, MS Hyper-V

27 VMWARE CUSTOMER KICKING THE TYRES The problem Multiple factors driving customer to look for alternative to VMware. Wants more choice and flexibility over the long term and seeks to avoid proprietary vendor lock-in. Wants lower virtualization cost. Corporate IT policy requires dual vendor supplier The solution RHEV is the industry leading open source based enterprise virtualization solution. Most of our RHEV customers found the transition from VMware easy (migration, training, integration, etc.) Questions Did you know that VMware lowers its prices significantly when they hear Red Hat is in the deal? Doesn't hurt to talk to us and do a POC... Cautions Most tire kickers will not buy. How to turn a tire kicker into an opportunity? RHEV offers 80% of the features at 20% of the cost Find where RHEV fits today With 20% RHEV (a credible install), customer strategic strength in negotiating with other vendors

28 VDI: IMPROVE DESKTOP MANAGEMENT The problem We have a large office with 100's of physical desktops We have multiple offices and remote locations with disparately located desktops The solution Virtualization centralizes desktops into a controlled datacenter Creates true desktop portability and agility, including failover and backup Reduces or even eliminates desk-side visits, including PC replacement Deliver desktops to internal LAN and external WAN offices with SPICE Questions Do you have a large office building of desktops or multiple office locations to support? Does IT staff spend all their time servicing desktops? Are you still buying and deploying new PCs every 3-5 years? Cautions Not all remote locations will have the network to support remote access (check bandwidth & latency) VDI does not apply to all users nor all use cases

29 VDI: HETEROGENEOUS DESKTOPS The problem Users need Windows and Linux desktops Developers code on Linux, test on Windows The solution Desktop virtualization removes dependencies on single OS environments RHEV-D delivers any mixture of Linux and Windows desktops Power User Portal provides selfpublishing privileges for both RHEV-D increases flexibility to access any desktop from nearly any web browser Questions Do you deploy Windows & Linux desktops today? Do your users require multiple environments at once? Do your users have more than one type of desktop PC at their desk? Cautions Not all applications work well when virtualized RHEV-D does not support 3D acceleration/modeling

30 GAP ANALYSIS Karl Stevens

31 NEW RHEV 3.x FEATURES REASON TO (RE)VISIT

32 TARGETING THE RIGHT KIND OF CUSTOMERS... CAUTION % RHEL vs. Windows VMware ELA % RHEL virtualized on VMware GO WITH CAVEATS 0% Yes All encompassing 100% Applications Use-case VMware version used (not just owned) Enterprise + 25% EASY GO AFTER THIS AGGRESSIVELY 50% 75% Yes, but covers only some departments, geos etc. 75% 50% 100% No ELA 25% 0% Big Iron Workloads (low latency, high IO) Web, app tier, Jboss, middleware etc. Mission critical, production Test and dev, staging, light prod Enterprise Advanced

33 RED HAT CLOUD SOLUTIONS Delivering everything you need in one product at one price point OpenShift Enterprise PaaS Hybrid IaaS HYBRID CLOUD ONPREMISE CLOUD PUBLIC CLOUD ONPREMISE CLOUD PUBLIC CLOUD Cloud with Virtualization Bundle + =Step ONE Price RED HAT RED HAT RED HAT RED HAT ENTERPRISE RED HAT ENTERPRISE RED HAT ENTERPRISE RED HAT ENTERPRISE RED HAT ENTERPRISE RED HAT PUBLIC CLOUD CLOUDFORMS VIRTUALIZATION LINUX JBOSS (EAP & JON) CLOUDFORMS VIRTUALIZATION LINUX COMPUTE HOURS CLOUDFORMS VIRTUALIZATION

34 RESOURCES Karl Stevens

35 RESOURCES Pre-Sales Technical training (Partner Center): https://c.na4.visual.force.com/apex/course_detail? id=a2j i0neau Sales Training (Partner Center): https://c.na4.visual.force.com/apex/course_detail? id=a2j hpyeae Zift Solutions (Content Syndication/ Campaigns): Partner Center for Sales and Marketing and Technical Libraries (select RHEV tag on left side) Contact your Channel Account Manager, Solution Architect or Field Marketing Manager for more information Karl Stevens

36 THANK YOU

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