1. SUSE CaaS Platform Competitive and How to Sell Salescast Jennifer Kotzen Global Product & Solutions Marketing Manager Simona Arsene Senior Product Manager Andreas Jaeger Senior Product Manager Confidential: For internal use only

2. Agenda 2 Market Structure and Competitive Landscape Overview Competitive Comparisons Sizing SUSE CaaS Platform v1 Opportunities Q&A

3. Non-Agenda 3 Product Overview -Product launch salescast Pricing Review -Product launch salescast -Product announcement -SUSE pricing guide presentation https://intra.microfocus.net/docrepcontent/container.jsp?containerId=10539 Cloud Application Platform Competitive Review -Will cover positioning in some areas of overlap only -More will come with SUSE CAP product launch

4. 4 Market Structure and Competitive Landscape Overview (Decoder Ring)

5. Cloud Service Cloud Application Platform Container Management Platform Standalone SW

6. Cloud Application Platforms Accelerate end-to-end application development and delivery at scale include a Container Management Platform Container Management Platforms Simplify deployment and management of containers and containerized applications Cloud Application Platform Container Management Platform

7. Cloud Application Platforms vs Container Management Platforms Cloud-native application platforms are opinionated about application architecture and process. Container platforms are not. Those opinions provide guardrails and productivity; lack of opinions gives you more flexibility. Gartner, June 2017 Comparing Leading Cloud-Native Application Platforms: Pivotal Cloud Foundry and Red Hat OpenShift

8. Standalone SW Platform software is deployed and managed by the customer -Customers can deploy anywhere they want = infrastructure provider independence -Operator experience matters Cloud Service Cloud services are deployed and managed by the customer’s cloud provider -Customers are freed from responsibility for platform management -Customers depend on the provider for the service

9. Platform-as-a-Service (PaaS) Container-as-a-Service (CaaS) Cloud Application Platform SW Container Management Platform SW

10. Platform-as-a-Service (PaaS) Container-as-a-Service (CaaS) Cloud Application Platform SW Container Management Platform SW SUSE Cloud Application Platform SUSE CaaS Platform Azure, Amazon, and Google will offer SUSE CaaS Platform as-a-Service Azure, Amazon, and Google will offer SUSE Cloud Application Platform as-a-Service

11. What about the technology (stack)? Orchestration Docker SWARM, Diego Kubernetes, Mesos Containers Docker, Rkt, Garden Open Container Initiative (OCI) Infrastructure Bare metal, VM, private cloud, public cloud “Model” Cloud Foundry Red Hat OpenShift Operating System Linux, Windows Container OS Infra -as-a- service (IaaS) Container -as-a- service (CaaS) Platform -as-a- service (PaaS) Container Mgt SW Application Platform SW

12. Platform-as-a-Service (PaaS) Container-as-a-Service (CaaS) Cloud Application Platform SW Container Management Platform SW Cloud Foundry SUSE Cloud Application Platform Pivotal Cloud Foundry IBM BlueMix Local Kubernetes-based Red Hat OpenShift Apprenda Mesosphere DC/OS Apcera Docker Enterprise Cloudify Cloudsoft AMP VMware Photon Kubernetes distros: SUSE CaaS Platform CoreOS Tectonic Rancher Canonical/Ubuntu Platform9 Heroku AWS Elastic Beanstalk Microsoft Azure App Service Red Hat OpenShift Online, Dedicated Pivotal Web Services IBM BlueMix SAP Cloud Platform SUSE CaaS Platform-as-a-Service Offered by AWS, Google, Azure Amazon EC2 Container Service (ECS) Google Container Engine Microsoft Azure Container Service SUSE CaaS Platform-as-a-Service Offered by AWS, Google, Azure

13. Competition 13

14. Main Competitors 14 CoreOS Ubuntu Rancher Mesosphere Docker Enterprise Edition Red Hat OpenShift

15. Main Competitors 15 CoreOS Ubuntu Rancher Mesosphere Docker Enterprise Edition Red Hat OpenShift Kubernetes Based Solutions Non-Kubernetes Based Solutions Cloud Application

16. CoreOS A Smart Datacenter Powered by #GIFEE Until now, these tools were only available to web giants like Facebook and Google. CoreOS brings this power to all businesses through the philosophy of #GIFEE 16 Google's Infrastructure for Everyone Else #GIFEE utilizes new or existing data center infrastructure to easily operate at web scale with automated scaling, self-healing, and automatic software upgrades.

17. CoreOS Offering vs SUSE Offering 17 CoreOS/TectonicSUSE CaaS Platform Enterprise-grade operating systemYes Enterprise 24/7 SupportYes Self-service provisioningYes Pure KubernetesYes Service-discoveryYes Open SourceYes Image registryYes Persistent storageYes Multiple Interaction Models (e.g. Ecplise,JBoss Developer Studio) No Multi-orchestration support (e.g. Kubernetes, Swarm,etc.)No SUSE CaaS Platform v1 is ready to compete with CoreOS/Tectonic solution

18. SUSE CaaS Platform Strong Points 18 Easy to use HW Certifications Latest Technology Enterprise Support and Services Partner Eco-system

19. Pricing PriceNote Container Linux Support Subscription$995/month for 10 servers24/7 Phone & Ticket Management tools included Tectonic (Kubernetes)$5000/month for 10 servers First 10 servers free Offer available only with Container Linux Support Subscription 19 * Unofficial pricing found on a blog post

20. Rancher “The most complete container management platform” 20

21. Rancher Offerings RancherOS Fast, ultra- lightweight container OS 21 Rancher Lab Mesos + more git projects Rancher Kubernetes Swarm App Catalogue

22. Rancher Pricing 22 Focus on Public Cloud Pricing: Starting $0.0670/minute RAM 4 GiB, CPU 1 vCPU

23. Rancher Offering vs SUSE Offering 23 CoreOS/ Tectonic RancherSUSE CaaS Platform Enterprise-grade operating systemYes Enterprise 24/7 SupportYes Self-service provisioningYes Pure KubernetesYes Service-discoveryYes Open SourceYes Image registryYes Persistent storageYes Multiple Interaction Models (e.g. Ecplise,JBoss Developer Studio) No Multi-orchestration support (e.g. Kubernetes, Swarm,etc) NoYesNo * Multi-user support will come with v2

24. SUSE CaaS Platform Strong Points 24 Enterprise Solution Well established enterprise support and services Partner Eco-system

25. Canonical “The Canonical Distribution of Kubernetes” 25

26. Canonical Offering Kubernetes packaging 26 Canonical Support Google Consulting

27. Canonical Pricing 27 Standard Canonical Ubuntu pricing for Kuberntes support

28. Canonical Offering vs SUSE Offering 28 CoreOS/ Tectonic RancherCanonicalSUSE CaaS Platform Enterprise-grade operating systemYes Enterprise 24/7 SupportYes Self-service provisioningYes Pure KubernetesYes Service-discoveryYes Open SourceYes Image registryYes No**Yes Persistent storageYes Multiple Interaction Models (e.g. Ecplise,JBoss Developer Studio) No Multi-orchestration support (e.g. Kubernetes, Swarm,etc) NoYesNo **Recommendation to use DockerHub

29. SUSE CaaS Platform Strong Points 29 Full container solution incl deployment, management and provisioning Well established enterprise support and services Partner Eco-system

30. Docker Enterprise Edition “Modern platform for enterprise container management and security” 30

31. Docker Enterprise Edition 31

32. Pricing BasicStandardAdvance Docker Enterprise Edition$750/year/server No OS incl $1500/year/server No OS incl $2000/year/server No OS incl 32

33. Docker EE vs SUSE Offering 33 CoreOS/ Tectonic RancherUbuntuDocker EE SUSE CaaS Platform Enterprise-grade operating systemYes NoYes Enterprise 24/7 SupportYes Self-service provisioningYes Pure KubernetesYes Service-discoveryYes Open SourceYes Image registryYes No**Yes Persistent storageYes Multiple Interaction Models (e.g. Ecplise,JBoss Developer Studio) No Multi-orchestration support (e.g. Kubernetes, Swarm,etc) NoYesNo **Recommendation to use DockerHub

34. SUSE CaaS Platform Strong Points 34 Open Source Solution (avoid vendor lock-in) Kubernetes based solution easy to use for large clusters Partner Eco-system

35. Mesosphere 35 “ THE PREMIER PLATFORM FOR BUILDING DATA- RICH APPS”

36. Complete solution for DataCenters 36

37. Mesosphere Offering vs SUSE Offering 37 CoreOS/ Tectonic RancherUbuntuDocker EE MesosphereSUSE CaaS Platform Enterprise-grade operating system Yes NoYes Enterprise 24/7 SupportYes Self-service provisioningYes Pure KubernetesYes Service-discoveryYes Open SourceYes Image registryYes No**Yes Persistent storageYes Multiple Interaction Models (e.g. Ecplise,JBoss Developer Studio) No YesNo Multi-orchestration support (e.g. Kubernetes, Swarm,etc) NoYesNo YesNo **Recommendation to use DockerHub

38. SUSE CaaS Platform Strong Points 38 Kubernetes based solution – easy to use for large clusters Easy to integrate within an existing environment Partner Eco-system

39. Red Hat OpenShift 39

40. Red Hat OpenShift Offerings 40 Red Hat OpenShift Online On-Demand Access Quickly build, deploy, and manage containerized applications in the public cloud, operated and supported by Red Hat.

41. Red Hat OpenShift Offerings 41 Red Hat OpenShift Online On-Demand Access Quickly build, deploy, and manage containerized applications in the public cloud, operated and supported by Red Hat. Red Hat OpenShift Dedicated Enterprise Public Cloud Develop and manage powerful containerized applications with your own OpenShift cluster, operated by Red Hat. Service operated and supported by Red Hat.

42. Red Hat OpenShift Offerings 42 Red Hat OpenShift Online On-Demand Access Quickly build, deploy, and manage containerized applications in the public cloud, operated and supported by Red Hat. Red Hat OpenShift Container Platform In Your Data Center Bring the benefits of PaaS to the enterprise with a private application platform in your data center or private cloud. Red Hat OpenShift Dedicated Enterprise Public Cloud Develop and manage powerful containerized applications with your own OpenShift cluster, operated by Red Hat. Service operated and supported by Red Hat.

43. Red Hat OpenShift Container Platform – Stack View 43

44. 44 Red Hat OpenShift Container Platform vs SUSE CaaS Platform SUSE Cloud Application Platform

45. 2 Approaches 45 Holistic: Full IT Transformation Opportunistic: Large Scale Container Management Red Hat SUSE Red Hat OpenShift Platform SUSE Cloud Application Platform SUSE CaaS Platform Ø

46. Pricing StandardPriority Red Hat OpenShift Container Platform $13,650 2-socket/year $22,000 2-socket/year 46

47. RedHat Offering vs SUSE Offering 47 CoreOS/ Tectonic RancherUbuntuDocker EE MesosphereRed Hat OpenShift SUSE CaaS Platform Enterprise-grade operating system Yes NoYes Enterprise 24/7 SupportYes Self-service provisioningYes Pure KubernetesYes NoYes Service-discoveryYes Open SourceYes Image registryYes No**Yes Persistent storageYes Multiple Interaction Models (e.g. Ecplise,JBoss Developer Studio) No Yes No Multi-orchestration support (e.g. Kubernetes, Swarm,etc) NoYesNo YesNo **Recommendation to use DockerHub

48. SUSE CaaS Platform Strong Points 48 Flexible and Modules approach versus “all- in-one” solution Kubernetes and Cloud Foundry based solutions Partner Eco-system

49. Pricing 49

50. Pricing Assumptions: Use industry standard, 2-socket servers Priority Support Prices are annual 20 threads/socket (1vCPU = 1 thread) 50

51. Pricing Overview 51 Note: Docker EE doesn’t include an OS subscription

52. Sizing SUSE CaaS Platform v1 Opportunities 52

53. SUSE CaaS Platform Requirements: CaaS Platform hosts micro services (MicroOS), running many containers means: Per node: 8 GB of RAM, at least 40 GB of hard disk More depending on number and size of the container images Minimal cluster size: 1 admin node 1 master node 1 worker node 53

54. SUSE CaaS Platform 1.0 Testing SUSE CaaS Platform 1.0 has been tested at launch and is ready to run under the following conditions. We will extend its limits based on additional testing and feedback. If you need to go beyond these, ask us! Bare Metal: Any SLES 12 certified hardware Virtualization: KVM, Xen, Vmware, HyperV Private and public cloud: SUSE OpenStack Cloud Note: public cloud is bring your own subscription for now Storage: SUSE Enterprise Storage, NFS, hostpath 100 containers per node (upstream kubernetes limit) 54

55. SUSE CaaS Platform 1.0: Size of Cluster Today supported: 25 nodes. We continue with extensive testing to raise this number! HW setup for 25 nodes: Admin node with at least 32 GB RAM Master node with at least 32 GB RAM While scalability testing has been done with up to 200 nodes (with 19900 pods), the most extensive tests did not go beyond 25 nodes! 55

56. 56

57. Your customer wants something else? Please talk with us as part of the POC approval and we will evaluate and help! From Nils‘ announcement of version 1 on 27th June 2017: Take note that this product requires a proof-of-concept (POC) and assessment of sizing requirements for your customers. So, be sure to get the POC approved by Joe Felisky (NA), Kevin Smith (EMEA), Peter Lees (APJ) and Phillip Cockrell (Embedded or IHV engagement). Check out our internal FAQ: https://wiki.microfocus.net/index.php/SUSE/CaaS-Platform- FAQ 57

58. Resources 58

59. Keys to Successful Selling 59

60. 60 Cloud Application Platform Container Management Platform Cloud Application Platforms Target buyer is looking for a holistic, top-to-bottom (stack) and end-to-end (lifecycle) solution Top-down decision Container Management Platforms Buyer is unwilling or unable to commit to holistic solution, preferring instead to focus on container management at this time Opportunistic or bottoms-up decision

61. 61 5 Keys to Successful Selling 1.Understand the relationship between container management platforms and cloud application platforms and always present the complete SUSE vision 2.Work with the customer to understand their strategy for transforming their application development and delivery – is it holistic, or is it opportunistic? 3.Highlight differentiating value of SUSE’s approach to this market (not technical details) 1.Curated packaging of industry leading open source technologies that are enterprise hardened and supported, 2.Ease of installation and management of the platform itself 3.Flexibility to grow with the customer, throughout their IT transformation journey 4.Drive home SUSE’s key advantage vs each competitor in the account 5.Always start with an approved PoC (work with team for approval)

62. 62 Red Hat OpenShift 62

63. Red Hat Vision WHO WE ARE The world's leading provider of open source, enterprise IT solutions Key value: deliver a comprehensive portfolio of products and services using the same open, collaborative business model and an affordable, predictable subscription. 63

64. Red Hat Vision WHO WE ARE The world's leading provider of open source, enterprise IT solutions Key value: deliver a comprehensive portfolio of products and services using the same open, collaborative business model and an affordable, predictable subscription. 64

65. Red Hat OpenShift Dedicated: Developers and End-Users Languages supported: Java (8),.NET Core (1.0, 1.1), Node.js (0.10, 4, 6), PHP (5.5, 5.6, 7), Python (2.7, 3.3, 3.4, 3.5), Ruby (2.0, 2.2, 2.3), and Perl (5.16, 5.20, 5.24). Jenkins (1.x, 2.x). Tomcat (7, 8), with support for with Java (7, 8, EE), available via Red Hat JBoss Web Server. Middleware Services available JBoss EAP, JBoss Web Server (included), JBoss A-MQ, JBoss BPM Suite Intelligent Process Server, JBoss BRMS Decision Server, JBoss Data Grid, JBoss Data Virtualization, JBoss Fuse Integration Services, and Red Hat Single Sign-On Database services MariaDB (10.1), MongoDB (2.4, 2.6, 3.2), MySQL (5.5, 5.6, 5.7), PostgreSQL (9.2, 9.4, 9.5), and Redis (3.2) 65

66. Red Hat OpenShift Online 66 StarterPro What is it good for?For individual learning and experimentingProfessional projects and hosting Projects1 Project10 Project CollaborationNoYes Memory1GiB2GiB Memory Included Up to 48GiB Memory Available Storage1GiBUp to 100GiB Storage Support CommunityPro Basic Deployment Strategy Rolling, Recreate (default), Custom Base Price Free $50.00 / month $1.65 / day $0.07 / hour

67. Red Hat OpenShift Dedicated 67 Open and Extensible Application Portability Orchestration & Management Automation Collaboration

68. Red Hat OpenShift Dedicated – Stack View 68

69. Red Hat OpenShift Dedicated – Pricing 69

70. Red Hat OpenShift Container Platform 70 Application Portability Collaboration Open Source Scalable Choice of Cloud Infrastructure

71. 2 Sub-segments 71 Red Hat OpenShift Platform SUSE Cloud Application Platform SUSE CaaS Platform Holistic: Full IT Transformation Opportunistic: Large Scale Container Management Red Hat SUSE Does the job Can be seen as too complex or too expensive Simple solution. Easy to install and run on any environment. Easy to start with Complete solution. Flexibility Right level of investment Complete solution