CONFIDENTIAL Designator Nov 18, 2019 Maximize Revenue with Red Hat Runtimes James Falkner Richard Naszcyniec Luis Cortes Ronald Meuwsen Product Marketing Manager Director, Go-to-Market Programs GTM Programs Sales Lead & BDM Middleware BU Middleware BU Middleware BU EMEA I AppDev 1
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Red Hat Runtimes CONFIDENTIAL Designator Maximize Revenue … · SERVERLESS APPLICATIONS STATELESS, EVENT-DRIVEN MICROSERVICES HIGH PERFORMANCE TRADITIONAL MONOLITHIC STATEFUL TRANSACTIONAL
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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
1
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.
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
9
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
● 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
● 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