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Red Hat – The Importance
of the ISV Partner Ecosystem
Vito Asta, Senior ISV Business Development Manager,
SW-Europe + MEA
[email protected]
Red Hat – The Partner Ecosystem
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
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Red Hat – The Partner Ecosystem
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 Linux)
FY11 revenues: $909 million (+22% YoY)
●
24.9% GAAP profits
FY10 revenues: $748 million (+15% YoY)
FY09 revenues: $653 million (+25% YoY)
FY08 revenues: $523 million (+31% YoY)
FY07 revenues: $400.6 million
IPO, 1999 (NYSE: RHT) - Market Cap $9.12
billion
CIO Insight magazine annual survey of
IT executives on how they rate
their most important vendors: “on
how well they delivered business
value and reliability”.
Red Hat: 1.st position, 5th time in
6 years
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The Production Model,
The Business Model
Red Hat – The Partner Ecosystem
Red Hat: Building Value with our Partners
Red Hat solution ecosystem
Open source
projects
Technology
development
environment
– sponsored
by Red Hat
Mission: deliver trustworthy, enterprise-level, cost-effective solutions based on
the best of collaborative OSS development
ISVs: a fundamental
component!
•
5,000+ certified sfw
products from 2,000+
ISV partners
Virtualization - RHEV
Enterprise Products
Operating System - RHEL
Middleware – JBoss Platforms
Certified Hardware
(IHV Partners)
Certified Software
Red Hat – The Partner Ecosystem
Multiple
projects
, different rel. schedules, versions,
dependencies, etc.
Red Hat sells subscriptions, not licenses!
Enterprise products – the JBoss Example
The Challenge:
●
Integrate & maintain integration
between multiple projects required for
their enterprise platform needs.
●
Time intensive / expensive
The Solution: Enterprise Platforms
●
Single, integrated, certified
distributions
●
Extensive Q/A Process
●Industry-leading Support
●
Multi-year Updates & Errata Policy
●Documentation
●
Secure, Production-level
Red Hat – The Partner Ecosystem
JBoss Enterprise Middleware
Product Delivery Process
Red Hat – The Partner Ecosystem
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 24x7 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 extra charge during the lifetime of a subscription
•
Revisions:
Access to the latest bug fixes 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
•
Flexibility:
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
Red Hat – The Partner Ecosystem
`
Manage
Design & Develop
Run & Execute
JBoss
Operations
Network
Administration,
Management, and
Monitoring
JBoss
Developer
Studio
Fully integrated
development
environment
Integrated
Tooling
Runtime
Platform
Content Aggregation, Presentation and Personalization
JBoss Enteprise Portal Platform
Application & Service Containers,
Caching, Data Persistence, &
Transactions
JBoss Enteprise
Application Platform
JBoss Enteprise
Web Platform
JBoss Enteprise
Web Server
JBoss Enteprise
BRMS
JBoss Enteprise
SOA Platform
JBoss Enterprise
Data Services
Business Process Orchestration,
Service Integration, Business Rules,
Event Management, and Data
Federation
High-speed, reliable multi-language messaging
Red Hat Enterprise Messaging
Eclipse IDE
JBoss ON
Server
Platforms: 16-core and 64-core packages (Physical or Virtual)
4-core packages (Embedding ISVs)
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Advantages of the
Enterprise Model
Red Hat – The Partner Ecosystem
JBoss Community & JBoss Enterprise
JBoss Enterprise is the best of both worlds: open source innovation with
enterprise-class stability
l
Community for developing open source middleware;
focus on “release early, release often”
l
By developers, for developers
l
150+ projects with different release schedules,
dependencies, versions etc.
l
Community support focuses on current release only
(e.g. no patches) & available via public forums, wikis,
public issue trackers, etc.
l
Ideal for experimental starter projects & early proof of
concepts; not recommended for production use
l
U
se case driven platforms that integrate multiple
projects into a single distribution
l
Target corporate developers, enterprise architects &
IT Operations
l
Product focus on long- term stability & application
application compatibility
l
Up to 24x7 enterprise support for mission critical
applications & backed by a global network of Red Hat
partners
l
Ideally suited for long-term enterprise production use
Community
Enterprise
Red Hat – The Partner Ecosystem
While community projects continue to rapidly evolve, enterprise middleware products focus
on long term stability.
JBoss EAP 5
Full Support (4yrs) Transition (1yr) Maintenance (2yr)
JBoss EAP 6
Full Support (4yrs) Transition (1yr)
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5.1
7
6
8
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Enterprise versions provide long-term support, regular
releases including fixes, new features, and new platforms
certifications.
Community project
releases are not
maintained and never
productized
New community features may be
backported to Enterprise versions
JBoss Enterprise Product Delivery Model
Example: JBoss Community AS & JBoss EAP
JBoss Community AS
http://www.jboss.com/products/community-enterprise/
http://www.jboss.com/pdf/jb-middleware-whitepaper.pdf
Red Hat – The Partner Ecosystem
JBoss Community & Enterprise Changes
Community / Enterprise Platform Delta
JBoss EAP
5.1
5.0.1
JBoss AS
Enterprise Platforms - Performance, Scalability, Security and Quality improve over time without
compromising long-term compatibility.
04/09
10/09
04/10
10/10
5.0.0
5.1.0
Over 140 defect fixes & 60 OS/JVM/DB
certifications (& counting) between JBoss
AS Community 5.1 & JBoss EAP 5.1.x
●
22 bug fixes
●
11 perf. enhancements
●60 additional certs.
●4 new features
●
41 bug fixes
●4 security fixes
●2 additional certs.
●
44 bug fixes
●
8 perf. enhancements
●6 security fixes
Red Hat – The Partner Ecosystem
Summary of Differences
Feature
Community
Enterprise
Open Source
x
x
Benefits from testing by worldwide Community
x
x
Recommended for Production Use
x
Patch Update & Service Pack Program
x
Security Errata Program
x
Automated Software Update & Alert Service
x
Defect & Feature Escalation & Prioritization Process
x
Developer Support
x
24x7 Production Support & Services
x
Platform Certifications & Training Certifications
x
Defined Support SLA and End-of-Life Policy
x
Out-of-the-Box Configured for Enterprise Use
x
Operations Management Tools
x
Platform testing & certification process
x
Redistribution of modified JBoss technologies
x
Red Hat Open Source Assurance (Legal Protection)
x
JBoss Community & JBoss Enterprise Middleware
Red Hat – The Partner Ecosystem
JBoss Community & JBoss Enterprise
High Level Comparison
Characteristics JBoss Community JBoss Enterprise Middleware
Intended Use Developer experimentation and exploration (not recommended for production use).
Long-term production use.
Targeted Users Experienced 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-boxed 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 & Resolution
Community led, depends on current project priorities. 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.
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Red Hat – The Partner Ecosystem
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)
Red Hat – The Partner Ecosystem
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
Red Hat – The Partner Ecosystem
The Partner Ecosystem – Making Synergy Together
Red
Hat
Red
Hat
ISV
ISV
End-User
Customer
End-User
Customer
SI, VAR
SI, VAR
●
ISVs look for SIs ... and vice-versa
●Result:
●
more value for the End-user Customer, with lesser effort
●specialization
Foundation Products
Specialized Products,
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Questions?
Thank you for your attention!
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Architecture
Architecture
Engineering access
Engineering access
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Development tools
Development tools
Enterprise portfolio
Enterprise portfolio
access
access
Developer support
Developer support
Flexible build
Flexible build
environments
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Free subscriptions
Free subscriptions
Debugging
Debugging
OEM partner support
OEM partner support
–
Performance tuning
Performance tuning
& testing
& testing
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Application
Application
certification
certification
Re-sell components
Re-sell components
Embedding of
Embedding of
complete solution
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Press releases
Press releases
White-papers
White-papers
Customer success
Customer success
stories
stories
Trade shows
Trade shows
Other co-branding & go
Other co-branding & go
to market activities
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Peace of mind
Peace of mind
Up to 24x7,
Up to 24x7,
1 hour SLA
1 hour SLA
L1-3 or L3 support
L1-3 or L3 support
Multi-vendor
Multi-vendor
coordination
coordination
Rapid security &
Rapid security &
hot-fixes
hot-fixes
Red Hat – The Partner Ecosystem
HOW RED HAT CAN HELP
Account mapping /
Account mapping /
joint selling
joint selling
Business planning
Business planning
Software catalog
Software catalog
listing
listing
ISV – SI/VAR
ISV – SI/VAR
coordination
coordination
Preview technology
Preview technology
access
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WE CAN DO MORE
WHEN WE WORK
TOGETHER
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Questions?
Thank you for your attention!
Red Hat – The Partner Ecosystem
The JBoss Development Model
For production use, Red Hat only recommends using JBoss Enterprise Middleware products.
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 experimentation and exploring 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
●
