1. SUSE® Linux Enterprise Server with Expanded Support New Offering
Thank you for joining us for an introduction to SUSE Linux Enterprise Server Subscriptions with Expanded Support.
Kkinan note:
Change title to read: Novell/Microsoft Interoperability
Partnership Fundamentals and NEW Programme Information
No need to include" fundamentals" 1 1

2. Agenda SUSE® Linux Enterprise Server with Expanded Support 1 2
Novell®/Microsoft Partnership
Novell/Microsoft Partnership Refresher
The NEW offering: SUSE Linux Enterprise Server with Expanded Support
The Important Stuff: Nominations, Getting Paid, Pricing
Certificate Usage Guidelines
1.     Microsoft/Novell Interoperability partnership refresher
a.     why you should care
b.     partnership historical
c.     momentum
2.     what can you sell — certificate portfolio
a.     Three skus
b.     What is the customer profile for selling these skus?
3.     the new programme/offering
a.     introduction — why do you need this?
b.     what is it?
4.     how do you get paid?
— nominations — how to
a.     Americas — "uncovering a deal"
b.     emea and ap
c. Comp info and pricing 3 4 2

3. What is it? SUSE® Linux Enterprise Server with Expanded Support
Commit to SUSE® Linux
Enterprise now
Make the move to SUSE Linux Enterprise Server over a three-year timeframe
Receive technical support
Deployment guidance
SUSE® Linux Enterprise Server with Expanded Support
SUSE Linux Enterprise Server with Expanded Support is designed to address these deployment challenges
Customers make a commitment to SUSE Linux Enterprise now
Make the move to SLES over a two-year window
Receive the technical support they need for their existing environment
Migration process managed by account representatives
SUSE Linux Enterprise Server with Expanded Support is designed to address these deployment challenges
Customers make a commitment to SUSE Linux Enterprise now
Receive technical support they need for their existing environment
Q: What happens if I don't finish the migration prior to my two year Red Hat support period expiring?
A: This programme provides customers with two years of support. Additional support will be granted at the discretion of Novell and will require a formal request and migration plan.
Q: What does Novell consider a formal migration plan?
A: Evidence of migration includes, but is not limited to, Novell Customer Centre (NCC) downloads, subscription management tool (SMT) or ZLM reports of server installation, on-site engineer reports, telephone support activity and customer server counts. 3 3 3

4. SUSE® Linux Enterprise Server with Expanded Support SKU includes:
Three-year, non-renewable subscription to SUSE Linux Enterprise Server
Priority level technical support, which includes:
Electronic delivery of updates and fixes via SMT
24/7 unlimited technical support
1 or 4 hour response time
Red Hat Enterprise Linux support for up to three years
Existing installations of RHEL versions 3, 4, 5
Patches and updates that are binary compatible to those published via Red Hat Network
Training for migration to SUSE Linux Enterprise from other Linux platforms including:
Electronic training course
Deployment guide with technical whitepaper
Three-year, non-renewable subscription to SUSE Linux Enterprise Server
Priority level technical support, which includes:
Electronic delivery of updates and fixes via SMT
24/7 unlimited technical support
1 or 4 hour response time
Red Hat Enterprise Linux support for up to two years
Existing installations
RHEL versions 3, 4, 5
Patches and updates that are binary compatible with those published via Red Hat Network
Training for migration to SUSE Linux Enterprise from other Linux platforms including:
Electronic training course
Deployment guide with technical whitepaper 4 4 4

5. Why is Novell® making this offer available?
Customers have asked Novell to reduce the cost and complexity of their Linux environment
Customers have multiple "flavours" of Linux and want to standardise
Customers want the industry's best Linux technical support and interoperability with their Windows environment
Customers want innovation around value and savings!
This offer is focused on consolidation and efficiency

6. Q: What hardware platforms are supported?
Frequently Asked Questions
Will Novell Support CentOS customers that want to make the transition to SLES?
2.       – Will Novell Support Oracle Unbreakable customers migrating to SLES?
3.       – What about customers that are using RHEL in virtualised environments — Will they be supported for the guest OS?
Response to question 1:  Novell will qualify customers through the centralised nomination process.  Support for CentOS will be considered by exception.
Response to question 2:  Novell will qualify customers through the centralised nomination process.   At this time, Oracle Unbreakable or Oracle Enterprise Server are not likely candidates for the offer, but, may be considered by exception.
Response to question 3:  RHEL in virtualised environments will not be considered at this time.  
Q: Does this offering cover new installations of Red Hat Enterprise Linux servers?
A: No. Only existing workloads and servers at the time of purchase are supported. Novell will not deliver installation binaries, only fixes and updates.
Q: What hardware platforms are supported?
A: x86, x86_64 based systems
Q: What is the impact on certification (hardware and software) when switching to Novell for support?
A: All existing Red Hat IHV and ISV certifications are still applicable.
Q: Can I upgrade to a newer version of RHEL during the migration support period?
A: No. We only support existing workloads and installations. This programme is designed with the sole purpose of supporting customers migrating from other Linux distributions to SLES.
Other common questions:
Q: Does this mean that I can just buy Red Hat support from Novell now just like Oracle?
A: No. This programme is to ease the transition period from RHEL to SLES. Unlike Oracle, Novell will not support new RHEL-based workloads nor provide RHEL installation binaries. Migrations will be monitored to ensure progress
Q: What do I do if my IHV/ISV informs me that they do not support Novell's version of the patches and fixes for RHEL?
A: Inform the IHV or ISV that the updates that Novell will provide are derived from the source code of the updates that Red Hat publishes and makes available to the general public. The Novell updates for Red Hat will be binary compatible with updates from Red Hat.
Q: Will Novell provide fixes and updates for defects I encounter on my existing RHEL servers that are not being fixed by Red Hat?
A: Novell will work with the customer to address critical issues and as necessary provide a fix or update that does not impact binary compatibility with Red Hat's distribution.
Q: Does Novell provide any migration assistance as part of this expanded support programme?
A: This programme provides customers with entitlements for electronic training as well as a Deployment Kit that will help customers make the switch to SUSE Linux Enterprise. This Deployment Kit provides project management tools as well as a comprehensive listing of the differences between SUSE Linux Enterprise and Red Hat Enterprise Linux.
Q: Which Red Hat Enterprise Linux distribution types does Novell support? (ie: WS, ES, AS)‏
A: Novell provides fixes and updates that are binary compatible with all of Red Hat's distribution types (WS, ES and AS).
Q: Does Novell provide support for Red Hat's GFS (Global File System) and Cluster Suite?
A: Yes
Q: Does Novell provide support for JBoss?
A: No
Q: Does this offering cover new installations of Red Hat Enterprise Linux servers?
A: No. Only existing workloads and servers at the time of purchase are supported. Novell® will not deliver installation binaries, only fixes and updates.
Q: What hardware platforms are supported?
A: x86, x86_64 based systems
Q: What is the impact on certification (hardware and software) when switching to Novell for support?
A: All existing Red Hat IHV and ISV certifications are still applicable.
Q: Can I upgrade to a newer version of RHEL during the migration support period?
A: No. We only support existing workloads and installations. This programme is designed with the sole purpose of supporting customers migrating from other Linux distributions to SUSE® Linux Enterprise Server.
Q: Will Novell support CentOS customers that want to transition to SUSE Linux Enterprise Server?
A: Novell will qualify customers through the centralised nomination process.  Support for CentOS will be considered by exception.
Q: Will Novell support Oracle Unbreakable customers migrating to SUSE Linux Enterprise Server?
A: Novell will qualify customers through the centralised nomination process.  At this time, Oracle Unbreakable or Oracle Enterprise Server are not likely candidates for the offer, but, may be considered by exception
Q: What about customers that are using RHEL in virtualised environments — Will they be supported for the guest OS?
A: RHEL in virtualised environments will not be considered at this time
For more FAQs see 6 6 6

7. Linux Magazine's Top 20 Companies to Watch
"The latest news from Novell® centres around SUSE® Linux Enterprise Server Subscription with Expanded Support, a programme designed to migrate users from Red Hat onto Novell enterprise servers. The Novell vs. Red Hat market tussle isn't new, but increased competition between the two could result in more services, reduced subscription rates, and other cost-saving goodies".
Linux Magazine, 8th January 2009

8. SUSE® Linux Enterprise Server with Expanded Support—Scenario
Customer Environment
Current state: 1000 RHEL servers — 400 RHEL and 3600 RHEL 4/5
Novell® Data Centre Consolidation via SUSE® Linux Enterprise Server with Expanded Support
Future state: 700 SUSE Linux Enterprise Server 10 or SUSE Linux Enterprise Server 11 servers
How…?
Leveraging the 2.6 kernel, virtualisation and more efficient XEON/AMD quad core architectures

9. Pricing Scenario Subscription Type Price Discount Invoice
Red Hat Enterprise
Premium 3 years 24/7
$3896
50%
$1948
SUSE® Linux Enterprise Server with Expanded Support
Priority 3 years 24/7
$4050
70% Max
$1215
Cost Difference
$733 per server
RHEL Premium for 2 socket.
RHEL Unlimited Socket Support 3 Yr Premium = $7496
All SUSE Linux Enterprise Server Subscription Types Support Unlimited Sockets 9

10. SUSE® Linux Enterprise Server with Expanded Support Costs
Pricing Advantage
RHEL Costs
SUSE® Linux Enterprise Server with Expanded Support Costs
1000 * ($1948) = $649,333k annually = $1,948,000 for 3 years
700 SUSE Linux Enterprise $1215 = $850,500 for 3 years
What can be done with the savings?
IBM System x3250 = $900
Subscribe to Novell® services and products
Plus…
Additional savings with reduced hardware TCO, lower power usage and smaller data centre footprint

11. Novell®/Microsoft Partnership

12. The Microsoft and Novell Partnership Agreement
On 2 Nov Microsoft Corp. and Novell Inc. announced a set of broad business and technical collaboration agreements to build, market and support a series of new solutions to make Novell and Microsoft® products work better together.
The agreement between Microsoft and Novell focuses on four technical areas that provide important value and choice to the market:
Virtualisation
Standards-based systems management
Directory and Identity federation
Document format compatibility
Deal also includes:
The two companies also announced an agreement to provide each other's customers with patent covenants by both companies not to sue the other company's customers for potential patent infringement for their respective products.
Microsoft will be making SUSE Linux Enterprise Server subscription certificates available to customers who use both Windows and Linux
Both companies are engaged in creating new marketing and sales programmes to promote the benefits of this agreement and to present solutions for customers who have Windows/Linux interop needs.
2 November 2006
Microsoft® & Novell® announced landmark collaboration agreement
Targeting solutions for customers with Windows® and Linux
Delivering unprecedented customer value
Interoperability via technology cooperation agreement (TCA)‏
Directory and identity federation
Microsoft and Novell Cooperation on IP issues
Microsoft providing SUSE® Linux Enterprise Server subscription certificates
Joint sales, marketing, support programmes
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The Microsoft and Novell Partnership Agreement
Collaboration agreement signed in November 2006
Agreement driven by customer input
Directly addresses many of the challenges for cross-platform server computing
Jointly developed technology to simplify coexistence and interoperability of Windows and Linux
Improved cross-platform support
Interop labs for better understanding of technical challenges and solutions
Resulting in:
Lower licensing and support costs
Faster time to market for mixed environment solutions
Better "out of the box" integration between Windows and Linux
Lower risk: IP, support, vendor assurance
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 12 12 12 12 12

13. Why you should care Customers come first
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Why you should care
Customers come first
Two companies working together to solve customer needs
IP assurance
Microsoft endorses SUSE® Linux Enterprise
SUSE Linux Enterprise is the only Linux distribution endorsed by Microsoft
Customers get validated interoperability
Co-developed and jointly tested
Joint customer support
Web services and service-oriented architectures continue to be one of the defining ways software companies can deliver greater value to customers. Microsoft and Novell will undertake work to make it easier for customers to manage mixed Windows and SUSE Linux Enterprise environments by collaborating on standards based solutions that provide superior scalability and flexibility in managing heterogeneous data centres.
Web Services for Management (WS-MAN) is the first specification in support of the DMTF initiative to expose CIM resources via a set of Web services protocols. WS- MAN has a number of advantages for managing mixed environments including providing a standard that all types of devices can use to share data about themselves so they can be managed more easily.
Important to emphasise that this agreement is being driven by customer realities and needs. This agreement puts Microsoft and Novell in the best position to address the needs of customers who use both Windows and Linux. No other pair of operating system vendors have come together in this way to directly address the interoperability, licensing and support challenges faced by customers running the two most popular operating systems — Windows and Linux.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 13 13 13

14. eWeek talks interoperability
"So, as a practical matter, if you want to save money by consolidating Linux and Windows servers, you have to take a good, long look at what Novell® is doing with Microsoft. A lot of people in your organisation might have emotional commitments to other Linux distributions. However, if you want to take advantage of both Windows and Linux in the most cost-effective way possible, the joint offerings from Microsoft and Novell make a pretty compelling case".
Michael Vizard, Editor in Chief eWeek, 13th January 2009

15. Current alliance highlights
200+ new SUSE® Linux Enterprise Customers to Novell® in October 2008
141,000 certificates have been activated
$160m+ of OPS invoice over the last 18 months
Announced SUSE Linux Enterprise Management pack for Microsoft System Centre
Dell now supports joint SUSE Linux Enterprise and Windows Server virtualisation solution
Programme is raising consideration for SUSE Linux Enterprise
95 percent approve of the collaboration between Novell and Microsoft. Microsoft, Novell and customers all benefit from collaboration. More than 90 percent of respondents approve of the Microsoft and Novell collaboration, believing it will benefit IT customers and increase interoperability of IT systems.
• 97 percent said they wanted platform providers to improve interoperability of their systems. Interoperability is the area where respondents want the most focus. Customers want their platform providers to work together to improve the interoperability of their systems and provide tools that make it easier for the end user to navigate both Linux and Windows environments.
• 67 percent said they're more likely to consider deploying SUSE Linux from Novell. The Microsoft-Novell collaboration increased customer consideration of SUSE Linux. More than two-thirds of all respondents, and 79 percent of respondents who currently use Red Hat, said the agreement was more likely to make them choose SUSE Linux for their data centre.
Other findings…
• 87 percent said that customers benefit if leading Linux distributors and Microsoft worked more closely with one another. Four out of five believe their organisation would consider doing more business with Linux dealers if Linux providers establish an alliance with Microsoft.
• 89 percent want technology companies to take responsibility for the intellectual property in the products they ship. Also, more than seven in ten are more likely to deploy Linux with intellectual property rights, which would limit their corporation's exposure to risk. These customers see it as the responsibility of their vendors to work out intellectual property issues before deploying services.
Extended partnership agreement with Microsoft, which is valued at $100 million
Launched new multi-media advertising campaign and website in eight languages. Average site visits have doubled since new launch
Added five points of market share growth

16. Worldwide joint customers
J o i n t w o r l d - c l a s s c u s t o m e r s i n c l u d e B M W , S i e m e n s , A I G , C r e d i t S u i s s e , H S B C a n d W a l - M a r t h a v e a l r e a d y s i g n e d u p f o r t h e c e r t i f i c a t e p r o g r a m m e
Worldwide joint customers 16

17. Novell® and Microsoft Offerings Certificates
Original SUSE® Linux Enterprise Server Certificate
Target: Deployment of Linux workload, new workload or self-supported
NEW SUSE Linux Enterprise Server Certificate
with Expanded Support
The SLES with Expanded Support certificate is NEW inventory.
The "Original" certificate is part of the original inventory purchased by Microsoft.
Target: Migration from other, existing Linux distributions 17 17

18. Intellectual Property
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Partnership Areas of Collaboration
Technology
Virtualisation
Standards-based Systems Management
Directory and Identity Interoperability
Document Format Compatibility
Silverlight Plug-in for Linux, "Moonlight"
Accessibility Interoperability
Joint interoperability lab
Intellectual Property
Microsoft and Novell® provide customers with patent coverage
Gives customers' IP peace of mind
Respects the innovations of each company and the contributions of the open source community
Business
Joint sales and marketing
Co-marketing fund
Focused sales personnel
SUSE® Linux Enterprise Server support certificates
Microsoft can make subscription certificates available for customers to redeem to receive SUSE Linux Enterprise Server support services directly from Novell
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 18 18 18 18

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20. 20 Unpublished work of Novell, Inc. All rights reserved.
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General disclaimer
This document is not to be construed as a promise by any participating company to develop, deliver or market a product. It is not a commitment to deliver any material, code or functionality, and should not be relied upon in making purchasing decisions. Novell, Inc. makes no representations or warranties with respect to the contents of this document, and specifically disclaims any express or implied warranties of merchantability or fitness for any particular purpose. The development, release and timing of features or functionality described for Novell products remains at the sole discretion of Novell. Further, Novell, Inc. reserves the right to revise this document and to make changes to its content, at any time, without obligation to notify any person or entity of such revisions or changes. All Novell marks referenced in this presentation are trademarks or registered trademarks of Novell, Inc. in the United States and other countries. All other third-party trademarks are the property of their respective owners. 20