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Version 1.0, 21 October 2011

Russian Partner EventPhil AndrewsVice President Northern and Eastern Europe29th January 2013

What if?

-A software partner could help you grow your business AND you could help your customer save IT Budget?

-A Software partner could help you become a more “TrustedAdvisor” to your customer, helping them with new architectures,Cloud implementations and address more of their business needs?

-A software partner has products helping to take cost out of yourown solution offerings, making them more competitive in areaslike Virtualisation, Java/Middleware and Cloud projects, so youare more likely to win the business AND sell more project services?

What do they have in common?

Computacenter Germany

Kelway- United Kingdom

Evry-Norway

What do they have in common?

Computacenter Germany

Kelway- United Kingdom

Evry-Norway

€ 1M p/a supporting Mobile Telco

€3.5M in Red Hat products in a Bank

€Multi-Million services with Red Hat

Red Hat helps Partners build a better business

“The offering of Red Hat Enterprise Linux is fantastic, but what's more important is the company that stands behind it.” —PARKER HARRIS, EVP Technology

CEO JIM WHITEHURST

OPENSOURCELEADER#1

1993 1999 2002 2006 2008 2010 2011

FOUNDED

IPO FIRST RELEASE OF

ENTERPRISE LINUX

ACQUIRED JBOSS

RED HAT ENTERPRISE

VIRTUALIZATION RELEASED

JOINS S&P 500

C

LOUD FORMS & OPENSHIFT

RELEASED

ACHIEVED$1 BILLION REVENUE!

WIDE-RANGING EXPERIENCE

Other

Financial

Government

Tech & Media

Telecom

Logistics &Transportation

Services

Energy

Healthcare

Retail

Manufacturing

BREADTHACROSS

MULTIPLEVERTICALSGLOBALLY.

STRENGTHIN

MAJORVERTICALSGLOBALLY.

Based on deals greater than $100k from Q2 CY2011.

“…we needed a reliable, stable, supported version of Linux that we knew would be production-ready… we are very happy with our partnership with Red Hat.” —TERRY TALLEY, CTO

Helping you help customers.....

Red Hat helps Partners to help Customers build a better business

Trusted AdvisorBroad OSS ProductsLowering costsImproving ProductivityDelivering OSS SolutionsRemoving Lock-InEnabling CloudDelivering ServicesTech-RefreshTraining

From -> To$$$$$ -> $$Static -> CloudClosed -> OpenOld -> NewSlow -> Agile

Together with

Partners

Why would Red Hat be that partner?

250+

5,000+

~1,200

Why would Red Hat be that partner?

250+

5,000+

~1,200

$Million Spend to Develop+QA OSS S/W

Staff in Red Hat globally

$Million for Red Hat Revenues last year

Red Hat is a solid partner for business......

WHAT WE DO

We offer a range of mission-critical software and services covering:

HOW WE DO IT. THE BENEFITS.We develop everything usingan OPEN SOURCE model.

Shared development reducescosts & accelerates innovation.

Open collaboration offers products that genuinely meet customers' requirements.

Better price & performance-No Licence cost

Better OSS quality from subscription service

Faster technology innovation

Alignment to your needs

Flexibility

“Red Hat Consulting’s local experience backed by Enlogit, a Czech Republic Red Hat Premier Partner, gave us peace of mind during roll out.” —PAVEL BARTOS, Lead Analyst, GE Money Bank

CLOUD MIDDLEWARE OPERATING SYSTEM VIRTUALIZATION STORAGE

MANAGEMENT-PROVISIONING-PATCHING-MONITORING

PRODUCT PROCESS

❝Our focus on Linux is based on two things, one, the performance, reliability and cost basis and two, the community of talent that supports it.❞ —SEAN MORIARTY, COO

We participate in & create upstreamprojects.

We build & support open communitiesaround integrated projects.

We enable software & hardware partners to participate at every stage of development.

We commercialize theseinnovations together with a richecosystem of services & certifications.

PARTICIPATE

INTEGRATE

STABILIZE

100,000+PROJECTS

SUBSCRIPTION MODEL

❝We came to the decision that Red Hat would be better for our environment because the support we received from Red Hat was outstanding… ❞ —DAVE DIPIAZZA, Manager, Internet services

KNOWLEDGEBASE

TRAININGOFFERINGS

HARDWARE CERTIFICATION

SOFTWARE CERTIFICATION

SUPPORT● UNLIMITED

● 24/7

● MULTI-LINGUAL

● MISSION-CRITICAL

STABILITY WITH A 10-YEARPRODUCT LIFECYCLE

UPDATES, PATCHES & UPGRADES

SECURITY RESPONSE TEAM

CUSTOMER PORTAL & FORUMS, CUSTOMER iPR PROTECION

All a software customer could ask for..

“We knew we wanted to leverage Red Hat’s excellent support and high performance.”—MICHAEL J. SIMPSON, Senior VP and GM

PaaS CloudInfrastructure

Application Server

Portal / WCM

Enterprise Service Bus(ESB)

Data Services

Business Rules

Messaging

IaaS Cloud Infrastructure

Operating System

Virtualization

VMware Cloud Foundry, Microsoft Azure, Google App Engine

IBM Websphere Portal Server, Liferay PortalOracle WebLogic Portal

IBM WebSphere ESB & Process Server, Oracle SOA Suite & ES, MuleSule ESB, Progress Sonic ESB. Tibco ActiveMatrix

IBM InfoSphere Federation Server, Progress DataXend SI, Oracle Data Integration Suite, Composite Information Server

IBM WebSphere ILOG Jrules, Oracle BPM SuitePegasystems Business Rules, FICO Blaze Advisor

IBM WebSphereMQ, Spring RabbitMQ,Oracle Enterprise Grid Messaging, Tibco EMS

VMware vCloud Director, Citrix/Cloud.com

Microsoft Windows (with Hyper-V virtualization),Oracle Solaris, IBM AIX, HP/UX

VMWare vSphere

IBM WebSphere Application Server, Spring tc Server, Oracle WebLogic Server

THE CIO'S (license cost free) ALTERNATIVE

“We knew we wanted to leverage Red Hat’s excellent support and high performance.”—MICHAEL J. SIMPSON, Senior VP and GM

PaaS CloudInfrastructure

Application Server

Portal / WCM

Enterprise Service Bus(ESB)

Data Services

Business Rules

Messaging

IaaS Cloud Infrastructure

Operating System

Virtualization

Red Hat OpenShift

JBoss Enterprise Portal Platform

JBoss Enterprise SOA Platform

JBoss Enterprise Data Services Platform

JBoss Enterprise BRMS

Red Hat Enterprise MRG, FuseSource

Red Hat CloudForms

Red Hat Enterprise Linux(with embedded KVM virtualization)

Red Hat Enterprise Virtualization

JBoss Enterprise Application Platform

VMware Cloud Foundry, Microsoft Azure, Google App Engine

IBM Websphere Portal Server, Liferay PortalOracle WebLogic Portal

IBM WebSphere ESB & Process Server, Oracle SOA Suite & ES, MuleSule ESB, Progress Sonic ESB. Tibco ActiveMatrix

IBM InfoSphere Federation Server, Progress DataXend SI, Oracle Data Integration Suite, Composite Information Server

IBM WebSphere ILOG Jrules, Oracle BPM SuitePegasystems Business Rules, FICO Blaze Advisor

IBM WebSphereMQ, Spring RabbitMQ,Oracle Enterprise Grid Messaging, Tibco EMS

VMware vCloud Director, Citrix/Cloud.com

Microsoft Windows (with Hyper-V virtualization),Oracle Solaris, IBM AIX, HP/UX

VMWare vSphere

IBM WebSphere Application Server, Spring tc Server, Oracle WebLogic Server

What Impact would Red Hat have?

£14,000,000

80%+

>186,000

What Impact would Red Hat have?

£14,000,000

80%+

>186,000

Software licence saving on UK Govt Project(and that was only the pilot...)

Savings on H/W for NYSE from RHEL(with 3 x transaction volume...)

CustomerApplications running in OpenSHIFT(development platforms available in minutes...)

Red Hat lowers customers costs and accelerates business ...

Version 1.0, 21 October 2011

Red Hat for Russia?

Russia CIS- Growth Opportunity....

Growth Opportunities for Red Hat

– Grow Markets for existing products

– New Product Lines in to existing/new customer

– New Customers in Established Countries

– Expanding/Investing in New Geographies

Many Countries now mature business environments

Many Countries have established Partners

Red Hat Makes Investments to grow Markets

Red Hat Makes Investments to grow new geographies

•

● Red Hat is a listed USA company operating in >70 countries.

● We want to win business together in a legal, transparent and ethical manner where ever we are.

● Making bad judgment calls on legal and ethical issues can hurt business in the long term

● Continued Vigilance is important

● Partner Code of Conduct is a clear part of our programme.

Global Ethics and Compliance

Doing Good Business IS Good Business!

Red Hat CIS & Russia

Russian FederationUkraineKhazakstanUzbekistanGeorgiaAzerbaijanArmeniaBelarusTajikistanKyrgyszstanBelarus

Manager:Sergey Bugrin (Moscow Office)

Red Hat CIS

Red Hat CIS & Russia

Russian FederationUkraineKhazakstanUzbekistanGeorgiaAzerbaijanArmeniaBelarusTajikistanKyrgyszstanBelarus

Manager:Sergey Bugrin (Moscow Office)

Red Hat CIS

Partner Growth OpportunitiesUnix to Linux Conversions

Standard Operating Platforms

Banking Infrastructure-Real Time

Messaging and Grid Projects

New Middleware Based Projects

New Integration Projects

-Data Integration

-Systems Integration

-SOA Opportunities

Customer Training

Cloud-

-Hybrid Cloud Development

-Private Cloud Development

-IAAS, PAAS

Managed Services

-Hosted Services

-Managed Services

-Cloud Services

Routes to Market- Russia New model.

Red Hat

Prem+AdvancedPartners

AxoftDistributor

(Russia)

SystemIntegrators

Top ISV Partners

Tier ●2 Partners

Russian Market

OEM Partnersnetwork in Russia/CIS/CEE

Red Hat Focus Areas Red Hat

Passive/Reactive

Top Accounts/Top Countries SMB/Territory Customer

Red HatRussia

Channel Business Development Support

Channel SupportProduct Supply

Central Eastern Europe/Russia CIS Sales Team (end FY13)

Phil Andrews ●VP-NEE (FAB)

Sergey Bugrin Bus Dev Dir CIS

(MOS)

Sergei Duzhi Partner Mgr CIS

(MOS)

Andrey Markelov Platform SA

(MOS)

HiredJBOSS SA

(MOS)

OpenDirect Touch PAM

(MOS)

Red Hat CIS

Kris RockiReg Mrg CEE

(War)

OpenPartner Mgr Pol

(MOS)

Open Platform SA

(War)

OpenJBOSS SA

(War)

OpenDirect Touch KAM

(War)

Red Hat CEE

Ondre MarekMarketing Mgr

(PRG)

EE Marketing

Marcin LanbanowiczPAM (FAB)

Bartek Miskiewicz Chan Help Desk

CEE (FAB)

Hannah SkomraInside Sales CEE

(FAB)

Yana SkuropatInside Sales CIS

(FAB)

Vitaly NeverkevicChan Help Desk

CIS (FAB)

“EE” Support

New Red Hat OfficesMoscow (CIS) (In Place)Warsaw (CEE) (Now Open- Jan 13)

Hired EE Channel Ops

(MUC)

Ops +ChannelSupport

Hired EE Distribution Supt

(UK)

In Place

Under recruitment

Central Eastern Europe/Russia CIS Sales Team (end FY13)

Phil Andrews ●VP-NEE (FAB)

Sergey Bugrin Bus Dev Dir CIS

(MOS)

Sergei Duzhi Partner Mgr CIS

(MOS)

Andrey Markelov Platform SA

(MOS)

HiredJBOSS SA

(MOS)

OpenDirect Touch PAM

(MOS)

Red Hat CIS

Ondre MarekMarketing Mgr

(PRG)

EE Marketing

Marcin LanbanowiczPAM (FAB)

Yana SkuropatInside Sales CIS

(FAB)

Vitaly NeverkevicChan Help Desk

CIS (FAB)

“EE” Support

New Red Hat OfficesMoscow (CIS) (In Place)Warsaw (CEE) (Now Open- Jan 13)

Hired EE Channel Ops

(MUC)

Ops +ChannelSupport

Hired EE Distribution Supt

(UK)

In Place

Under recruitment

Most ImportantRed HattersFor Russia

Eastern Europe/Russia CIS

Further Ongoing Investment

• Office in Warsaw, expansion in Moscow

10 addition Staff in Global Support Services

• 2 additional staff in order management

• Certification for Russian FSTEC standards

Partner Training Sessions/Sales Collateral/Process

Marketing funding and Execution with Red Hat

Access to technical/lega/commercial teams for closing

•

Red Hat- Russia / CIS summary

✔ You can see that other Red Hat partner companies have made significant Red Hat wins and improved their business by helping customers to improve theirs.

✔ You can be confident that Red Hat is a substantial company, with a broad range of well accepted products, and will be there to support you.

✔ You’ve heard that Red Hat is now investing in Russia and we want to make sure this is a great opportunity for those partners who choose to work with Red Hat.

Version 1.0, 21 October 2011

Where is the opportunity? ?Гдеже возможности

The opportunity is EVERYWHERE! !Возможность везде