Post on 21-May-2020
CONFIDENTIAL Designator
Nov 18, 2019
Maximize Revenue with Red Hat Runtimes
James Falkner Richard Naszcyniec Luis Cortes Ronald MeuwsenProduct Marketing Manager Director, Go-to-Market Programs GTM Programs Sales Lead & BDMMiddleware BU Middleware BU Middleware BU EMEA I AppDev
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CONFIDENTIAL DesignatorAGENDA
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AGENDA
● Background - and The Good, the Bad and the Ugly● Runtimes Update● Campaigns, content, messaging● Start to grow Your business - 2 tactics and 2 updates
Background
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“Our share price won’t be determined based on new customer wins, but on the amount of workloads developers are building on our platform so we
can sell ELA contracts to them”
Rob Mee ….. CEO Pivotal
CONFIDENTIAL - FOR INTERNAL USE ONLY
Middleware: Red Hat’s Biggest EMEA Market Potential
Presented by Tom McCallum, Red Hat VP of Investor Relations, at Needham: 20th Annual Growth Conference (source, Jan 2018)Data Source: Analyst and company estimates. Not to be construed as company guidance. Jan 2018.
Global Total Addressable Market, 2020
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Appl
icat
ion
Mod
erni
zatio
n a
nd M
igra
tion
New
Clo
ud N
ativ
e Ap
plic
atio
ns
APPLICATION RUNTIMES
BUILD & OPTIMIZE APPS
INTEGRATION
COMPOSE & INTEGRATE APPS & DATA
PROCESS AUTOMATION
AUTOMATE & OPTIMIZE BUSINESS PROCESSES
CONTAINER PLATFORMCreate, run and maintain traditional and
cloud-native apps for on-premise, cloud or hybrid architecturesPHYSICAL VIRTUAL PRIVATE CLOUD PUBLIC CLOUD
CREATE THE APPLICATION LANDSCAPE CUSTOMERS NEED
Red Hat Application Environment
WIN THE WORKLOADS, WIN THE BUSINESS
CONTAINER PLATFORM
LANGUAGES DATABASES APPLICATION SERVICES
CUSTOMER OR PARTNER FACING
SERVERLESS APPLICATIONS
STATELESS, EVENT-DRIVEN
MICROSERVICES
HIGH PERFORMANCE
TRADITIONAL MONOLITHIC
STATEFUL TRANSACTIONAL
DATABASE
ANALYTICS
BACKOFFICE
MACHINE LEARNING
CLOUD INFRASTRUCTURECLO
UDPL
ATFO
RMAP
PLIC
ATIO
NSE
RVIC
ESCU
STO
MER
WO
RKLO
ADS
The Good, the Bad and the Ugly
CONFIDENTIAL DesignatorAGENDA
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Why Runtimes (and all workloads) matter... and some bad and good customer examples
Improve:- Workloads provide business value- Services enable to implement workloads- Connecting with Developers- Winning more Platform deals - Deal size- (OpenShift) renewal rates
CHALLENGE● Drive digital transformation while building a comprehensive
platform for application modernization● With their old infrastructure, had a highly publicized outage
(5h outage cost $150m, 1000 flights cancelled *) in August 2016
SOLUTION● Offered choice and zero lock-in - composable PaaS● Middleware services & OpenShift infrastructure● OpenShift, entire Middleware portfolio, Storage, Consulting
Services, & Open Innovation Labs
FocusedEngineering
Reduced Costs Scalability using MW on
OCP
A Container Platform With OpenShift And Red Hat Application Runtimes
(RHAS)
*https://money.cnn.com/2016/09/07/technology/delta-computer-outage-cost/index.html
Runtimes Update
CONTAINER
APPLICATION
CONTAINER
CONTAINER OS
APPLICATION RUNTIME
CUSTOM CODE / BUSINESS LOGIC
APPLICATION FRAMEWORK(S)
WHAT IS A RUNTIME?RUNTIME
APPLICATION
CONFIDENTIAL DesignatorIntroduction
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First, a word about
product naming
and impact
● The current product name● Do not abbreviate to RHR
Red Hat Runtimes
● Obsolete Bundles○ Red Hat Application Services for OpenShift Container Platform (Core)○ Red Hat Application Services for OpenShift Container Platform (Plus)○ Red Hat Application Services for OpenShift Container Platform
(Portfolio)● Obsolete Products
○ Red Hat OpenShift Application Runtimes○ Red Hat OpenShift Application Runtimes Plus
Do not sell
● Red Hat OpenShift Application Runtimes (RHOAR)● Red Hat Application Runtimes (RHAR)
Do not use the names...
RED HAT RUNTIMES NON-RESTRICTIVE DEVELOPMENT FOR THE HYBRID CLOUD
Facilitate cloud native app development ON THE HYBRID CLOUD:
✓ Faster getting started
✓ Simplify container dev
✓ Automate DevOps
✓ Standardize tools/processes
✓ Fully supported JDK
*Coming Soon
Optimized for OpenShift / Kubernetes Services with pre-configured Missions and Boosters Integration with RH Developer, CI/CD tools, Security ServicesAvailable Application Migration ToolkitPython, Go and .Net also supported by Red Hat (with a different SLA)
LAUNCH SERVICE
JAVA WEBJBOSS WS
JAVA EEJBOSS EAP
JAVA SE OPENJDK
SERVERLESS CLOUD FUNCTIONS*
SPRINGSPRING BOOT
JAVASCRIPTNODE.JS
DISTRIBUTED DATA
DATA GRID
MESSAGINGAMQ BROKER
SSO
MICROPROFILETHORNTAIL
REACTIVEVERT.X
SECURITY
JAVA.NEXTQUARKUS*
USE CASES FOR RUNTIMES
From WAS/WLS/Tomcat, on and off OpenShift
Embrace and extend Spring apps with
OpenShift/Middleware integration
99.99% compatibility, container-optimized
Capture the move from Java EE to Spring,
MicroProfile, Node.js
JAVA EE LIFT/SHIFT SPRING APPSORACLE TO
OPENJDK MONO 2 MICRO
Async architectures based on runtimes
(Vert.x, Spring, Node.js), extending to Middleware
Services
Support modern architectures with
tried-and-true messaging
Combine Runtimes w/Data Grid
On-prem and Cloud, avoids vendor lock-in
(AWS)
REACTIVE SYSTEMS / IOT
NET NEW MICROSERVICES
DATA-DRIVEN APPS SERVERLESS
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WIN THE WORKLOADS, WIN THE BUSINESS
CUSTOMER / PARTNER FACING
SERVERLESS APPLICATIONS
STATELESS, EVENT-DRIVEN MICROSERVICES
HIGH PERFORMANCE
TRADITIONAL MONOLITHIC
STATEFUL TRANSACTIONAL DATABASE
ANALYTICS
BACKOFFICE
MACHINE LEARNING
RUNTIMES, AGILE INTEGRATION RUNTIMES, AUTOMATION, CONTAINER STORAGE
AUTOMATION, OPEN DATA HUB
KNATIVE, OCF + MW INTEGRATIONS EAP, APP MIGRATION/MODERNIZATION AGILE INTEGRATION
RUNTIMES, AGILE INTEGRATION (3SCALE) RUNTIMES, INTEGRATION AUTOMATION, AGILE INTEGRATION (3SCALE)
MAPPING RED HAT TECHNOLOGIES TO CUSTOMER WORKLOADS
COMPETITIONMAJOR VENDORS YOU WILL COMPETE AGAINST
Cannot compete, yet.Container misfitAggressive Java stance
OSS support limits“Silicon Valley way”Kubernetes confusionLimited OpenJDK/Spring
No vanilla kubeAPI/SVC lock-inRegulatory issues
Don’t sell features, solve customer problems.
[RUNTIMES ONESTOP PAGE] in PCH
RUNTIMES ROADMAP
WHAT’S NEW
MIDDLEWARE OPERATORSSPRING BOOT REACTIVE
OPENJDK WINDOWS ZIP DISTROSOCP 4 / RHEL 8 SUPPORT
OPEN LIBERTY
WHAT’S COMING
MORE MIDDLEWARE OPERATORSQUARKUS
FAAS-ON-OPENSHIFTEAP 7.3 + COMMON CRITERIA CERT
QUARKUS
App
Optimized Application Frameworks
Java Virtual Machine (Hotspot)
Optional
Java Virtual Machine (Hotspot)
Application Server
App
Dynamic Application Frameworks
“MODERN” JAVA APP STACK
MONOLITHS, MICROSERVICESSINGLE APP
DAYS OF LIFE100s MB RAM
SECONDS TO START
QUARKUS
MICROSERVICES, SERVERLESSSINGLE APP
SECONDS TO DAYS OF LIFE10s MB RAM
MILLISECONDS TO START
1.0 UPSTREAMNOW AVAILABLE
Campaigns, content and messaging
CONFIDENTIAL DesignatorIntroduction
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What Campaigns,
content and messaging
are we talking about?
● Find these on Partner Content HubRed Hat Middleware Sales Kits
● All partner types (available in Partner Content Hub)● All levels of sales and marketing professionals
Who can use sales kits
● Used to start conversations with prospects and customers○ Prospecting for new business○ Filling Whitespace○ Optimizing renewals
What are they used for?
CONFIDENTIAL DesignatorUnderstanding
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Positioning sales kits in
the marketing
ecosystem
● Awareness of RDC events○ Coordinate sales kit execution○ Contribute to email sequence & lead follow up scripts
Demand Generation / Partner Marketing
● Renewal○ Sales kits to secure existing renewals, and look for SKU migration
● Upsell○ Sales kits primarily associated with renewal sales motion
● Cross Sell○ Commonly call whitespace programs○ Obtain middleware “share of wallet” within existing customers○ Can be run with renewal sales motion
Partner sales kit content
● Sales kits, not sales conversations, are what you want to use as conversation starters with prospects and customers.
● Sales conversations are used to explore the scope of possible digital transformation after you have a conversation started.
Note: possible to use as conversation starters in limited cases with VPs and higher
Red Hat Sales Conversations
CONFIDENTIAL DesignatorDrilling in
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Sales Kit Overview
● Enablement slides & videos● Battlecard
Core contents
● Guidance for how to have a conversation● Content to provide upon request
Procurement
● Outreach sequence to get someone to talk to you● Call guide for what to say when you finally get to talk to someone● Objection handling when someone doesn’t want to have a second
conversation or set up a follow up meeting● Preparation guides for your first meeting with a contact
Contacting developers, architects, IT Directors
● VP and higher conversations require special preparation○ Research should you do in advance of a meeting ○ Talking points you should review
VP and higher
CONFIDENTIAL DesignatorExample
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Let’s take a look at the
JBoss EAP to
Red Hat Runtimes
sales kit
Access via Partner Content Hub● https://redhat-partner.highspot.com/spots/5a26b4f1f3d8060a0b7ad5a9
Start to grow your OpenShift and Middleware business
2 tactics and 2 updates
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Tactic 1Review your account approach
Win the Developer
Developer Days - 1 day workshop to focus on benefits of using containers and Kubernetes to aid rapid, seamless application development.
Make it a standard offering for Sales to take to customers to start winning developers hearts and minds.
Understanding the developers needs and the runtimes they want to use (Spring, node.js, Vert x) can lead to positioning OCP + MW Runtime Bundles.
Working with Marco to discuss each country/region having 1-2 SSA who can carry out these workshops.
DEVELOPER BENEFITS
INFRASTRUCTURE BENEFITS
OPERATORS BENEFITS
SECURITY BENEFITS
Ideas to Users
Choice of ArchitecturesChoice of Programming
LanguagesBuild and Deploy
WorkflowsNot having to worry
about the Infrastructure
66% Faster Dev Lifecycle
Reduction in VM Costs
Higher UtilisationsLower VM CostsChoice of IaaS
Portability
40% Infra Savings
Automated Deployments
Automated ProvisioningAutomated Installations
Automated Security Scanning
Automated UpgradesAutomated backups
34% More Apps Deployed
Critical Bug Fix
Minimising the attack potential
Security Scanning for Vulnerabilities
Containing the Container
Secure Environment
C-Level BenefitsEnable Dev Ops, Faster time to market, etc
531%5 Year ROI
Win the Developer
Developer Days - 1 day workshop to focus on benefits of using containers and Kubernetes to aid rapid, seamless application development.
Make it a standard offering for Sales to take to customers to start winning developers hearts and minds.
Understanding the developers needs and the runtimes they want to use (Spring, node.js, Vert x) can lead to positioning OCP + MW Runtime Bundles.
Working with Marco to discuss each country/region having 1-2 SSA who can carry out these workshops.
Our ApproachWe help achieve Individual
Team Requirements
DEVELOPER BENEFITS
INFRASTRUCTURE BENEFITS
OPERATORS BENEFITS
SECURITY BENEFITS
Developer Workshoptry.openshift.com
Infrastructure Cost Savings ROI Calculator
Operations Workshop 10 Layers of Container Security Workshop
Business - Faster time to market/move investment from
maintaining to innovation
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Support letter went out Sept 3 to EAP subscribers (emea only)
Tactic 2 - Move your EAP subscribers to the Runtimes Bundle!
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● Demo’s ‘ala Burr Sutter’, workshops, presentation at developer conventions, developer workshops, etc etc
● Recent hires to help increase our relationship with developer communities - developers in your accounts!
● We’d like to work (more) with you !
Markus Eisele Alex Soto
https://www.linkedin.com/in/markuseisele/ https://www.linkedin.com/in/asotobu/
Update 1 - Use Developer Adoption program and developer ‘’evangelists’’
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● AppDev Hackathon
started September
10 - running until
December 9
● Prizes and eternal fame● Creating awareness and
driving use of RH
technology
Update 2 - Invite developers to Hackathons (1/ 2)
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● Developer Adoption hackathon CPH - 26 nov, jointly with Accenturehttps://events.redhat.com/profile/form/index.cfm?PKformID=0x1059450001
● Developer Adoption hackathon STO - 28 nov, jointly with Accenturehttps://events.redhat.com/profile/form/index.cfm?PKformID=0x1060400001
● Container & Cloud-Native Roadshow Amsterdam,Presented By HCS Companyhttps://events.redhat.com/profile/form/index.cfm?PKformID=0x1138870001
● And much more…● Tell us what we can do together !
Update 2 - Invite developers to Hackathons (2/2)
CONFIDENTIAL Designator
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Q & A
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