THE POWER OF ECOSYSTEMS: CREATING AND DELIVERING CUSTOMER VALUE WITH MULTI-PARTN

1 .The Power of Ecosystems J e f f C l a w s o n | D i r e c t o r, C l o u d a n d S e r v i c e P r o v i d e r s 

2 .Speaker Bio Jeff Clawson Red Hat 

3 .Red Hat Overview MORE THAN S&P THE FIRST 90% ~12,000 500 of the EMPLOYEES COMPANY $2 FORTUNE BILLION 500 OPEN use RED HAT 95 35 NYSE RHT SOURCE COMPANY PRODUCTS & OFFICES COUNTRIES SOLUTIONS* IN THE WORLD 

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5 . ec·o·sys·tem /ˈēkōˌsistəm/ a complex network or interconnected system. Photo by rawpixel on Unsplash 

6 .Examples of Ecosystems 

7 .Value of Ecosystems Provide entry to new markets Create greater scale Healthy ecosystems expand and create greater opportunity Encourage innovation 

8 .Ecosystems Are Dynamic LOB drives 2/3 of IT decisions Outcome-based solutions Based on insights from IDC and Forrester 

9 .Strategic Adaptations Move from transactions to Focus on “Day 2” and service beyond Seek out innovative Create unique IP relationships 

10 .Partner-Led Solutions Identify Gather Assemble Promote Deliver Workload Components Workload Workload Workload 

11 .Why This Model? Affordable, scalable Reduces need for Faster ROI for and tightly integrated Instant deployment large IT teams at the Low touch partner- OpEx model – scales partners and solutions reduces and simple customer; purchase led model resulting in up as customer use customers due to friction in configuration – by LOB. Better lower cost of sales, increases, improve faster sales cycles and development, reduce time to sale integration of RH, and much greater overall revenues improving sales deployment and sales and development partner ecosystem reach and scale turnover by 5X models and end customers 

12 .It’s About the Workload and Business Outcomes 01 Cloud 99% 02 Mobility 98% 03 Managed Services 90% 04 Analytics 89% 05 Collaboration 88% Identify Workload 06 Virtualization 82% 07 Security 79% 08 CI/HCI 65% 09 IoT 55% 10 Artificial Intelligence 53% 

13 .Identifying the Right Components Application (Workload) Red Hat Software Identify and Gather Components Platform (Cloud/DC) Delivery Partner 

14 .Assembling the Deliverable Application (Workload) Solution Framework MW, Infrastructure SW Marketing Plans Platform (Cloud/DC) Assemble Offering Enablement Delivery Partner Delivery Plan 

15 .Anatomy of a Partner Solution BUSINESS OUTCOME Solves a business problem and delivers a positive outcome to the customer. PARTNER DIFFERENTIATOR Horizontal or vertical industry expertise, intellectual property, or other partner value INTEGRATED Tight integration between platform, ISV, and professional services PRESCRIPTIVE Well documented, repeatable processes, automation leads the way 

16 .Promotion of the Offering Target Customer Segments 100% partner led sales process Promote Workload Pull marketing through partners 

17 .Deliver the Workload Application Developer (ISV) Workload Frameworks ● Develops solution on provided framework ● Solution available via disti marketplace as Middleware single-tenant or as SaaS Customer Container-based Products (Dedicated and Multitenant) on Standard Platform Delivery Partner (RSI, MSP, CSP) Frameworks available at ● With specific domain area expertise leverages Ingram Micro Cloud frameworks to build complementary solutions Marketplace and/or uses applications built by app developer 

18 .Putting It All Together Customer with Business Challenge Ongoing Trusted Advisor Management Apps and Cloud Frameworks Deployment (Marketplace) 

19 .Linus Torvalds – Aug. 25, 1991 Your very cool “Hello everybody out there using High resolution photo, minix –” Graphics, icons, “I'm doing a (free) operating system Or leave blank. (just a hobby, won't be big and professional like gnu) for 386(486) AT clones. “ 

20 . Thank You Jeff Clawson Director, Cloud and Service Providers jclawson@redhat.com @jeffclawsontx @jeffreyclawson