Novell Open Workgroup Suite Alan Hall Novell Product

  • Slides: 47
Download presentation
Novell® Open Workgroup Suite Alan Hall Novell Product Marketing April 27, 2006

Novell® Open Workgroup Suite Alan Hall Novell Product Marketing April 27, 2006

Housekeeping Presentation will be “listen only” • Questions can be asked via the Flash

Housekeeping Presentation will be “listen only” • Questions can be asked via the Flash Chat tool throughout the presentation • Q&A session via phone will follow the presentation (Please turn off the volume on your computer to eliminate any feedback) This webcast is being recorded and will be posted at: • www. novell. com/partners/channel/training/webcast. html 2 © Novell Inc, Confidential & Proprietary

Partner contest Chance to win a $500 USD Visa gift card To instantly enter

Partner contest Chance to win a $500 USD Visa gift card To instantly enter the contest: � � Send an e-mail to Michelle Groff Burling at mburling@novell. com with the subject line titled: “Partner Contest” Please send this e-mail before the conclusion of the call. We will draw and announce the winner after the call has concluded and will contact the winner directly by email. 3 © Novell Inc, Confidential & Proprietary

Agenda • Workgroup - What Do We Mean • What is Microsoft Offering •

Agenda • Workgroup - What Do We Mean • What is Microsoft Offering • Introducing the Novell Open Workgroup Suite • Messaging and Positioning • What about Microsoft Vista and Office 2007 • How Novell Stacks up • Pricing Scenarios • Small Business Suite Customers • Value Propositions • More info – Where to go 4 © Novell Inc, Confidential & Proprietary

Workgroup defined Workgroup encompasses all the tools, services and processes required to meet the

Workgroup defined Workgroup encompasses all the tools, services and processes required to meet the needs of knowledge workers / users. This includes capabilities such as authoring, collaboration, teaming, information management, content management and contact management PLUS the platform, IT infrastructure and management tools required to deliver them. 5 © Novell Inc, Confidential & Proprietary

“contributing to business growth starts by providing secure, high quality and cost effective IT

“contributing to business growth starts by providing secure, high quality and cost effective IT services. This is mandatory and a baseline for IT's credibility” Source: Gartner EXP 2005

Workgroup challenges Organizations need a Workgroup infrastructure that enables their workers to be productive

Workgroup challenges Organizations need a Workgroup infrastructure that enables their workers to be productive and collaborate securely while lowering cost. Today's challenges include: Expensive software acquisition and maintenance costs Extensive migration efforts needed to stay current Costly, forced hardware upgrades Security threats and issues requiring further investments Managing the shift to a highly mobile workforce Proprietary software and standards limit choice 7 © Novell Inc, Confidential & Proprietary

Setting the direction Organizations about to upgrade their core Workgroup infrastructure have two primary

Setting the direction Organizations about to upgrade their core Workgroup infrastructure have two primary choices, setting the future direction for IT: Keep paying high prices: A Microsoft Windows centric solution based on all proprietary software from desktop to server Go with a low-cost, high value alternative: A solution based on technology from Novell, other vendors (including Microsoft) and open source software Note: Windows Vista, Office 2007 and Longhorn require migration and training efforts plus hardware investments, further underlining the need to evaluate options. 8 © Novell Inc, Confidential & Proprietary

Microsoft option – Are customers getting their money's worth?

Microsoft option – Are customers getting their money's worth?

Microsoft's Enterprise Agreement is a software volume licensing program for customers with a minimum

Microsoft's Enterprise Agreement is a software volume licensing program for customers with a minimum of 250 PCs that are interested in standardizing their enterprise and centralizing purchasing Enterprise Desktop Professional Platform: Yearly fee of $289 per desktop, three year minimum Includes Software Assurance (similar to Novell Maintenance) Combines Windows XP, Office 2003 and the Core CAL Note: The Core CAL includes Windows Server, Exchange Server, Systems Management Server and the Share. Point Portal Server 10 © Novell Inc, Confidential & Proprietary

The Microsoft Agreement The Enterprise Agreement includes Software Assurance The Enterprise Agreement includes access

The Microsoft Agreement The Enterprise Agreement includes Software Assurance The Enterprise Agreement includes access to new versions of the products released during the contract period (Software Assurance/SA). Microsoft doesn't release new versions of their Enterprise Platform products very often, limiting the value of the offering The timeline* below shows when Microsoft Windows for servers and desktops was released, clearly underlining the above issue 11 © Novell Inc, Confidential & Proprietary Timeline based upon press room of www. microsoft. com

Vista and Software Assurance Are your customers getting their money's worth? “Microsoft Delays Windows,

Vista and Software Assurance Are your customers getting their money's worth? “Microsoft Delays Windows, ” USA Today, Wednesday March 22, 2006 12 © Novell Inc, Confidential & Proprietary

What customers buy Most customers don't buy into the expensive Microsoft Enterprise Agreement as

What customers buy Most customers don't buy into the expensive Microsoft Enterprise Agreement as they don't see enough value in Software Assurance and other services offered Microsoft doesn't release new versions of their software often Windows and Office customers got nothing the past several years Most customers only upgrade every three to five years Note: Without knowing there is an alternative, customers may have already made the decision to migrate from Novell to Microsoft, with the perception they are overspending on software. 13 © Novell Inc, Confidential & Proprietary

Pay for infrastructure once Customers save resources Is the Microsoft Enterprise Desktop Professional Platform

Pay for infrastructure once Customers save resources Is the Microsoft Enterprise Desktop Professional Platform the right size for everyone in the organization? You can save up to $350 per device over a period of three years by not purchasing the full Enterprise Desktop Professional Platform (purchase the CALs needed instead). By not signing up for the Enterprise Agreement, customers are free to choose open, secure and reliable alternatives to what Microsoft offers in the workgroup space today. Core infrastructure software and desktop hardware upgrades are often in sync. As Windows XP is included when buying new desktops, you don't want to pay for that again. 14 © Novell Inc, Confidential & Proprietary

Novell alternative – It's not either/or anymore

Novell alternative – It's not either/or anymore

Novell Open Workgroup Suite Connect your Open Enterprise 16 © Novell Inc, Confidential &

Novell Open Workgroup Suite Connect your Open Enterprise 16 © Novell Inc, Confidential & Proprietary

Introducing the alternative The Novell Open Workgroup Suite combines technical innovation from the open

Introducing the alternative The Novell Open Workgroup Suite combines technical innovation from the open source world with Novell's experience and global reach and includes: Industry leading enterprise networking services Secure and reliable collaboration solution Cross platform systems management tool Open source Linux desktop Open source productivity suite for Windows Open source Linux server for applications 17 © Novell Inc, Confidential & Proprietary

Suite components The Novell Open Workgroup Suite consists of industry leading services and applications

Suite components The Novell Open Workgroup Suite consists of industry leading services and applications to meet customers core Workgroup infrastructure requirements: Under the hood Novell Open Enterprise Server Novell Group. Wise 7 Novell ZENworks 7 Suite Novell Linux Desktop Novell Edition of Open. Office. org 2. 0 for Windows SUSE Linux Enterprise Server 9 18 © Novell Inc, Confidential & Proprietary

Options for current and new customers Two offerings: • Option 1: Extend the value

Options for current and new customers Two offerings: • Option 1: Extend the value of their investment Encourages deployment of a broader spectrum of Novell products into current Net. Ware or OES customer accounts (Novell Open Workgroup Suite suitable for Net. Ware or Linux deployments). • Option 2: Go open source and save more – Targeted for new customers and also an incentive for current customers to move to Linux (Novell Open Workgroup Suite for Linux deployments only). 19 © Novell Inc, Confidential & Proprietary

Novell Open Workgroup Suite Pricing and licensing • Open Workgroup Suite 1 Licensing •

Novell Open Workgroup Suite Pricing and licensing • Open Workgroup Suite 1 Licensing • User/Device – Novell Open Enterprise Server based – Novell Group. Wise – Novell ZENworks Suite – Novell Linux Desktop* – Open. Office. org for Windows and Linux* *Maintenance is required for customers to get updates and support for Novell Linux Desktop and Open Office on Windows. Current combined upgrade pricing for OES, Group. Wise and ZENworks Suite would be $236. This new pricing option allows customers to upgrade their environment at more than a 36% discount ! 20 © Novell Inc, Confidential & Proprietary 2 Pricing • Upgrade License $150 • Maintenance $106

Novell Open Workgroup Suite Pricing and licensing • Open Workgroup Suite (Linux platform only)

Novell Open Workgroup Suite Pricing and licensing • Open Workgroup Suite (Linux platform only) 1 Licensing • User/Device – Novell Open Enterprise Server (Linux platform based only) – Novell Group. Wise (Linux platform only) – Novell ZENworks Suite – Novell Linux Desktop* – Open. Office. org for Windows and Linux* *Maintenance is required for customers to get updates and support for Novell Linux Desktop and Open Office on Windows. This option allows customers to retain a Windows desktop where needed, but leverages the cost benefits of open source. ! 21 © Novell Inc, Confidential & Proprietary Pricing 2 • New License $110 • Maintenance $75 • Subscription $80

Subscription option (Rental) • All of the updates/upgrades along with support for low cost

Subscription option (Rental) • All of the updates/upgrades along with support for low cost entry point • Developing economies – great option – all the benefits, without license ownership • Great trial opportunity. Try-before-you-buy. – Retain current versions of Novell systems as needed during transition period. – Run parallel or in conjunction with new deployments • Tax benefits in some countries. No capital investment. 22 © Novell Inc, Confidential & Proprietary

Maintenance What do customers get? • When the product components rev the suite revs

Maintenance What do customers get? • When the product components rev the suite revs = updates when they are ready • New components that may be added to the suite – new items just around the corner • Support on all components (as determined by the maintenance buy-in schedule) 23 © Novell Inc, Confidential & Proprietary

What's coming for maintenance? SUSE Linux Enterprise Desktop 10 • Powerful applications – photo

What's coming for maintenance? SUSE Linux Enterprise Desktop 10 • Powerful applications – photo management – music management – i. Pod support – multiple other tools • Enhanced 3 D graphics acceleration 24 © Novell Inc, Confidential & Proprietary

What's coming for maintenance? SUSE Linux Enterprise Desktop 10 • Intuitive User Interface –

What's coming for maintenance? SUSE Linux Enterprise Desktop 10 • Intuitive User Interface – Design first development – Hundreds of usability tests • Easy setup and configuration – Auto YAST for multiple desktop rollout 25 © Novell Inc, Confidential & Proprietary

Also coming for maintenance Group. Wise Mobile Server Integrated support for more than 400

Also coming for maintenance Group. Wise Mobile Server Integrated support for more than 400 devices 26 © Novell Inc, Confidential & Proprietary

Amazing results Successful pilot Revenue from NIB customers in 2003 27 ! Competitive pricing

Amazing results Successful pilot Revenue from NIB customers in 2003 27 ! Competitive pricing and partner/sales execution made customers upgrade and spend more money with Novell © Novell Inc, Confidential & Proprietary

Reasons why Novell's Open Workgroup Suite is the Great Choice

Reasons why Novell's Open Workgroup Suite is the Great Choice

Novell Open Workgroup Suite The open, low-cost, alternative Open: The Novell Open Workgroup Suite

Novell Open Workgroup Suite The open, low-cost, alternative Open: The Novell Open Workgroup Suite provides core infrastructure and office productivity software that combines commercial and open source technologies based on open standards. It allows customers to reap the benefits of open source innovation today, while taking advantage of Novell's experience and global reach. • Includes SUSE Linux Enterprise Server as part of OES • Includes Novell Linux Desktop • Based on Open Standards • Enables a mixed-IT infrastructure environment • Works with existing infrastructure • Leverages the benefits of open source (innovation, quick development, etc. ) • Novell is a key contributor to many important open source projects 29 © Novell Inc, Confidential & Proprietary

Novell Open Workgroup Suite The open, low-cost, alternative Low-Cost: Novell Open Workgroup Suite meets

Novell Open Workgroup Suite The open, low-cost, alternative Low-Cost: Novell Open Workgroup Suite meets customers' infrastructure and productivity software requirements at a low-cost entry point. It can even eliminate one of the costliest portions of an IT budget – paying for Microsoft Office. Both of the Suite options represent significant opportunity for our partners as well as our customers. • Novell Open Workgroup Suite is between 36 and 78% less than an equivalent Microsoft solution. • Even with Windows 2003 Server dependencies or the need for Windows XP on the desktop, Novell's suite is very compelling. • Eliminate the largest IT bill (Office on the desktop) and replace with an open alternative for desktop productivity. 30 © Novell Inc, Confidential & Proprietary

Novell Open Workgroup Suite The open, low-cost, alternative Alternative: The Novell Open Workgroup Suite

Novell Open Workgroup Suite The open, low-cost, alternative Alternative: The Novell Open Workgroup Suite provides an alternative to being locked into an “all-or-nothing” strategy and provides an attractive counterpoint to Microsoft's Enterprise Agreement and Core CAL licensing approach. This suite provides a similar desktop productivity environment with the global support customers expect. As such, it allows prospective customers to evaluate what they are spending with Microsoft and look at a viable alternative. • Secure and reliable alternative from the leader in network infrastructure technology and services • Free yourself from single vendor lock-in and single point of failure • Deliver the right-sized solution to desktops – not everyone needs the full Microsoft environment • Consider open source alternatives for new projects = lower cost 31 • All major vendors support Linux today – Majority of development is ©on Novell Inc, Confidential & Proprietary Linux

What about Vista and MS Office 2007? • How much are you paying for

What about Vista and MS Office 2007? • How much are you paying for your desktop and office productivity tools? – Up to 30% of IT expense to support users is MS Office – Are customers paying Software Assurance? When did they get the last desktop upgrade from Microsoft? Office update? • Does everyone in the organization need a MS desktop and Office Professional? • Are there fixed-function workers in the organization? (call centers, order takers, help desk personnel, support personnel, traveling workers, etc. ) • Upgrade to Vista where needed, but use Open Office on Windows. 32 © Novell Inc, Confidential & Proprietary

How we stack up 33 © Novell Inc, Confidential & Proprietary

How we stack up 33 © Novell Inc, Confidential & Proprietary

Three-year cost scenario: 250 users Novell Open Workgroup Suite pricing vs Microsoft* • Comparing

Three-year cost scenario: 250 users Novell Open Workgroup Suite pricing vs Microsoft* • Comparing software cost for 250 users over a period of three years • MS Enterpries Agr. (left colum) • MS license option (middle column) does not include Software Assurance, Share. Point Portal and has Office Standard (vs Pro). • Novell alternative is rental of the Open Workgroup Suite (right column in red) • Yellow areas represents an upgrade to Win XP, Light blue area represents Win 2003 CAL. • Savings of over $150, 000 or 73%!! 34 * MS license pricing based upon Open Volume Level C © Novell Inc, Confidential & Proprietary = Windows XP upgrade = MS CALs

Novell Open Workgroup Suite pricing example – annual rental/lease • Linux only platform option

Novell Open Workgroup Suite pricing example – annual rental/lease • Linux only platform option (100 users) – Annual Maintenance Subscription $80/user – Total Software Cost: 100 x $80 = $8, 000/year – Three year agreement = $24, 000 i 35 > Includes product upgrades > Includes support (based on support buy-in schedule) Remember that SUSE Linux Enterprise Server is free and will perform better than their existing NT Server on their existing hardware and without the Microsoft virus risks. © Novell Inc, Confidential & Proprietary

Pricing scenarios 100 users: Open Workgroup Suite is more than 78% less 1, 000

Pricing scenarios 100 users: Open Workgroup Suite is more than 78% less 1, 000 users: Open Workgroup Suite is more than 72% less **Additional discounts if 3 -yr. maintenance contract up front **MLA level purchase = additional 34% discount 36 © Novell Inc, Confidential & Proprietary

What about Small Business Suite customers? • The Novell Small Business Suite and the

What about Small Business Suite customers? • The Novell Small Business Suite and the Novell Linux Small Business Suite will go end-of-life in July 2006. • The replacement product for the Novell Small Business Suite and the Novell Linux Small Business Suite is the Novell Open Work. Group Suite **Details for upgrade paths to the Novell Open Workgroup Suite will be announced in early May 37 © Novell Inc, Confidential & Proprietary

Identifying target audiences 1. Customers currently on Open Enterprise Server, ZENworks, and Group. Wise

Identifying target audiences 1. Customers currently on Open Enterprise Server, ZENworks, and Group. Wise a. Are they Current? b. Are they paying Upgrade Protection or Maintenance? 2. Customers on either Net. Ware/Open Enterprise Server, ZENworks, or Group. Wise 3. Customers who haven't purchased in a number of years and need an upgrade 4. NT or Exchange 5. 5 customers 5. Novell customers who are paying extra for Red Hat 38 6. Owners of Novell Small Business Suite or Novell Linux Small Business Suite © Novell Inc, Confidential & Proprietary

Value propositions • Save 36 -78% over Microsoft solution cost • Gain flexibility with

Value propositions • Save 36 -78% over Microsoft solution cost • Gain flexibility with an open environment based on open standards • Increase cost savings potential (run open source apps, eliminate unecessary OSs, lower costs of desktop tools, etc. ) • Ehnance security and reduce risk • Leverage your existing environment • Count on an easy Linux transition path • Improve efficiency with more hardware choices 39 © Novell Inc, Confidential & Proprietary

What's in it for partners and the field? Partners: ● ● ● Increase the

What's in it for partners and the field? Partners: ● ● ● Increase the number of deals with multiple technologies = new opportunities to sell implementation/management services = more money ● No user cap – multiple servers ● Suite revs when components rev ● Introduce new components when time is right Increased attention from Novell and help with demand generation A simplified and shortened sales process (1 SKU vs. many SKUs) = closing more deals = more money Customers: ● 40 With a more compelling price, customers found staying with Novell and upgrading to latest versions more attractive than migrating to Microsoft © Novell Inc, Confidential & Proprietary

More Info/Resources

More Info/Resources

More info / resources • Suite Availability: Both versions - May 8 th •

More info / resources • Suite Availability: Both versions - May 8 th • Public Web site www. novell. com/products/openworkgroupsuite • Innerweb site- http: //innerweb. novell. com/nows • Campaign Central www. novell. com/partners/channel/campaigns/open • Open Workgroup Suite FAQ on Campaign Central(partners) and innerweb(Novell employees) • NPAs – #4077, 4078, 4096 and 4097 • Explain two options • Part #s and pricing 42 • List of qualifying competing products © Novell Inc, Confidential & Proprietary

Novell Open Workgroup Suite online sales resources *Coming Soon!* *NEW!* Cue Cards – sales

Novell Open Workgroup Suite online sales resources *Coming Soon!* *NEW!* Cue Cards – sales tips at a glance Partner. Net Podcasts – sales updates delivered to you MP 3 *Coming Soon!* your player or desktop Partner Solution Opportunity Kits – how to build services business *Coming Soon!* Money. Makers – 2 -page sales tips on Novell products *Coming Soon!* Quick. Train Tutorials – 30 -minute sales training presentations All materials available under “Sales Tools” in Campaign Central and in the Partner. Net Portal 43 • www. novell. com/partners/channel/campaigns/open • EMEA Partners Visit: http: //partnerweb. novell. com/ © Novell Inc, Confidential & Proprietary

Training resources and best practices Create a Partner. Net login to access Online Product

Training resources and best practices Create a Partner. Net login to access Online Product Sales Training: Complete Modules on ZENworks, Group. Wise and OES http: //www. novell. com/partners/channel/training/sales_training. html Webcast Archive: Sales and technical webcasts http: //www. novell. com/partners/channel/training/webcast. html Certified Novell Salesperson: Introduction to all Novell Technologies http: //www. novell. com/partners/training/academy/spresent. html Best Practices: Look for Desktop Migration and Exchange to Group. Wise Migration http: //www. novell. com/partners/wiki click on “Consulting Best Practices” 44 © Novell Inc, Confidential & Proprietary

Recorded webinars You will be able to access the playback file of this webcast

Recorded webinars You will be able to access the playback file of this webcast here: • www. novell. com/partners/channel/training/webcast. html Rebroadcast of this webinar on May 4 th – Please invite others to attend • 45 http: //www. novell. com/partners/channel/campaigns/open/workgroup. html © Novell Inc, Confidential & Proprietary

Questions? 46 © Novell Inc, Confidential & Proprietary

Questions? 46 © Novell Inc, Confidential & Proprietary