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Program GuideFALL 2020SUSE One PartnerProgram GuideSUSE.comThe Power of Many. Together as One.
SUSE One Partner Program Guide2020Table of Contents203Welcome!04About SUSE06SUSE One Partner Program11Program Highlights14Training and Certifications16Additional ResourcesSUSE.com
SUSE One Partner Program Guide2020Welcome!There has never been a better time to partner with SUSEYou have made the right choice to join us. Our business is growing and we are developing cutting-edgesolutions that solve issues faced by large enterprises operating in heterogeneous IT environmentsthat help our partners to grow too!We want to ensure that our partnership is equitable, profitable and successful. The purpose of thisProgram Guide is to provide you with information on:Please don’t hesitate to email us if you have anyquestions or feedback about the SUSE One PartnerProgram.If you are in the Americas, you can send anemail to partnerteam.americas@suse.com;in EMEA, partnerteam.emea@suse.comin Asia Pacific, partnerteam.apj@suse.com.Best regards, Navigating your way through the SUSE OnePartner Program Gaining knowledge of SUSE products andsolutions Accessing free sales and technical training Getting professional technical training andcertifications Broadening your partnership with SUSE aroundour new Specializations Gaining additional profit from Deal Registrationand our other programsThe SUSE One Partner TeamP.S. You can download your new SUSE One PartnerCertificate by logging on to the SUSE One PartnerPlatform today!We look forward to working with you!3SUSE.com
SUSE One Partner Program Guide2020SUSEThe largest independent open source software company in the worldOur goals are your goals – to fill the world withEnterprise-class open source solutions backed by anetwork of individuals and partners intent on making Linux and open source a primary componentthat helps customers achieve their goals and manage their business.How does SUSE do this? By engaging and collaborating with an ecosystem of partners and communities to deliver enterprise-grade, open sourcesoftware-defined infrastructure and applicationdelivery solutions backed by superior service andsupport. 2003-4: SUSE introduces SUSE Linux Desktopfor business. SUSE acquired by Novell;openSUSE launched 2006: Microsoft and SUSE announcesinteroperability agreement. SUSE offers firstEnterprise virtualization technology integrationfor Linux (Xen). 2007: SUSE Linux Enterprise 10 launched.openSUSE launches Tumbleweed (a rollingLinux release)HistoryFounded in 1992, SUSE is the world’s first providerof an Enterprise Linux distribution 2009-10: SUSE Linux Enterprise 11 releasedwith KVM. SUSE Studio launched. VMwarepartnership announced. SUSE Linux Enterpriseon Amazon EC2SOME OTHER NOTABLE ITEMS IN OUR HISTORY: 2011-12: SUSE OpenStack Cloud released;SUSE Linux Enterprise on Windows Azure. SUSElaunches it first user conference – SUSECON 1992: SLS is released – it’s the firstcomprehensive Linux distribution 1994: Linux 1.0.0 released supporting singleprocessor i386-based computer systems;S.u.S.E. Linux 1.0 released 1996-7: Linux 2 released, supporting multipleprocessors in a single system. SUSE Linux 4.2released, the first true SUSE distribution; SUSEbecomes Europe’s leading Linux distribution.SUSE enters North America market 1999: IBM, SAP and Oracle partnershipsannounced. SUSE enters the Asia Pacific market.SUSE develops YaST, a unique, popular graphicalinstallation and configuration framework 2000: First Enterprise Linux released. SUSELinux Enterprise Server (for IBM S/390). SUSEstarts helping AMD port Linux to x86-64architecture4 2001-2: SUSE Enterprise Linux Server releasedfor x86; Key partnerships include Intel, AMD, HPand Fujitsu 2014-15: SUSE joins the Micro Focus group.SUSE Linux Enterprise 12 and SUSE Managerreleased; SUSE Enterprise Storage (based onCeph) released. SUSE joins Cloud Foundry 2016: SUSE CEO joins Micro Focus board; SUSEacquires openATTIC storage management assets 2017: SUSE acquires OpenStack IaaS and CloudFoundry PaaS talent and technology assetsfrom HPE. SUSE celebrates its 25th anniversary.SUSE Cloud Application Platform certified byCloud Foundry. SUSE Container as a ServicePlatform released 2018: SUSE Linux Enterprise 15 released; SUSEcontributes openATTIC storage managementframework to the Ceph project 2019: Partnership with EQT sees SUSE becomethe largest independent, open source softwarecompany. Melissa Di Donato named SUSE CEOSUSE.com
SUSE One Partner Program GuideWhy SUSE?WHAT DOES OPEN MEAN TO YOU?For SUSE, open means more than software. It’s abusiness model and a culture. Leveraging our Linuxheritage, we deliver truly open solutions, flexiblebusiness practices, lack of enforced vendor lock-in,and exceptional service and support that your digitaltransformation demands. Our commitment to opensource means adapting it and making it dependable,with highly flexible solutions that are hardened andsecured for the most demanding IT environments. There are 8,500 certified applications for SUSELinux Enterprise Server SUSE Linux Enterprise Server is certified on13,500 hardware systems Two-thirds of SUSE customers give SUSEengineers a perfect score SUSE is currently engaged with 100 opensource projects SUSE has 650 staff actively working in researchand development SUSE support is available globally, 24x7A FEW FACTS FOR YOU:Today, thousands of businesses worldwide rely onSUSE for their mission-critical computing and ITmanagement needs. More than 50% of SUSE employees focus ondevelopment and support52020SUSE.com
SUSE One Partner Program Guide2020SUSE One Partner ProgramNew Comprehensive Partner ProgramThe new SUSE One Partner Program aims to simplifyyour interactions with SUSE by bringing togetherand updating historic programs, benefits and practices into a single comprehensive program based onspecializations that give you the choice to opt in toone or more areas of specialization.You choose whether you want to go deep or broadto align with your own business strategies and customer solutions. To make this as smooth a transition for you, we will be implementing a phasedrollout of the new SUSE One Partner Program.OverviewHere’s what you need to know to join and progressthrough the tiers in the Partner Program so that youcan enjoy more benefits of partnering with SUSE.All organizations new to the program start as Silverpartners.If you are interested in certifying your product and/or solution (as an ISV, IHV, Embedded or Appliancepartner), then you can start your journey into theSpecializations as an INNOVATE partner.The main requirement for joining is to be a validatedorganization, in good standing and accepting theSUSE One Partner Program agreement on the SUSEOne Partner Program portal.6SUSE One Partner PortalEASY ACCESS TO ALL CONTENT, RESOURCES, ANDTOOLS RELATED TO SUSE ONE PARTNER PROGRAMThe SUSE One Partner Portal is the place to go forall things related to the program.It provides easy and quick access to: Collateral Sales & Presales training content Technical training and certification(Gold/Platinum) Price lists Product documentation Sales plays SUSE One Partner Solution Stacks Software Support and more!TiersIn the SUSE One Partner Program framework thereare 3 tiers:Silver, Gold, and PlatinumBaseline requirements and benefits are commonacross all specializations and are included in theSilver tier level.Gold and Platinum tiers provide additional benefitsand requirements and are specific to each specialization and are in addition to those provided in theSilver tier.SUSE.com
SUSE One Partner Program Guide2020SpecializationsINNOVATEPlatinumGold Available to allpartnertypesincludingIHVs,ISVs,Embedded,aswell as VARsor Sr’sbuildingout value-added solutions Focused support for IHV &ISV certificationand co-innovation with SUSEofferingsBUILD Supportsintegration &aggregationof end-to-endsolutionsacross SUSE& partnerofferings Will includeSUSE OnePartner StacksSELLMANAGE Focused onrevenue generation from anypartner that isinterested inreselling SUSEofferings and/or SUSE OnePartner Stacks Appropriate forpartners thatare managingSUSE or SUSEOne PartnerStacks throughan MSP, Private,Public. and/orhybrid cloudenvironmentSERVICE Consulting,migrationdeployment& integrationservices IntegratedSUSE OnePartner Stacksin cloud, onprem or hybridenvironmentTRAIN Focused onpartners thatwill providetrainingservices andofferings withSUSE and/or SUSE OnePartner Stacksolutions TEINCLUDES THE FORMER SUSE TECHNOLOGYPARTNER PROGRAMThis specialization focuses on SUSE TechnologyPartners whose co-innovation/co-engineering supports SUSE offerings with IHV and ISV certifications.This specialization is available to all partner typesengaged with SUSE that require SUSE certificationand/or engineering support. Programs include theSolidDriver, YES Certification, and SUSE Ready depending on the partner’s product or solution.Participation in this specialization does not require arevenue commitment. Instead, we help provide engineering support to partners certifying their products and solutions with SUSE software to build joint,high-quality solutions for our mutual customers.7BUILDINCLUDES FORMER SUSE IHV, ISV, OEM, ANDEMBEDDED PROGRAMSThis specialization supports the integration andaggregation of end-to-end solutions across SUSEofferings as well as partner offerings. This specialization is available to all partner types aggregating,integrating, and/or building with already certifiedsolutions.This specialization does not require SUSE engineering support but may require partner engineering oradd-on services and outputs from partner offeringscreated/certified through the INNOVATE program.This specialization is focused on revenue generation.SUSE.com
SUSE One Partner Program GuideSELLINCLUDES FORMER SUSE RESELLER ANDAUTHORIZED DISTRIBUTOR PROGRAMSThe specialization focuses on revenue generationreselling SUSE offerings and/or SUSE One PartnerSolution Stacks. This specialization is available to allpartner types and is an evolution of the historicalvalue-added resellers, resellers, and authorized distributor programs. It can also include services-ledorganizations that build their own services aroundSUSE products and solutions; however, those services-led organizations, including value-added resellers, might start to investigate branching into ourSERVICE Specialization as well.2020SERVICENEW SUSE SPECIALIZATION THAT INCLUDESEXISTING EFFORTS/PROGRAMS AROUND SYSTEMS INTEGRATORS, SERVICES PARTNERS, ANDOTHERS.This new specialization focuses on the consulting,deployment, migration, implementation, and integration services involving SUSE services and offerings and/or SUSE One Partner Solution Stacks asauthorized by SUSE. This specialization is revenuegenerating and open to all partner types. Eligibilityfor bi-directional subcontracting opportunities exist.TRAINMANAGEINCLUDES FORMER SUSE CLOUD SERVICEPROVIDER PROGRAMThis specialization supports partners managingSUSE offerings or SUSE One Partner Solution Stacksthrough a CSP, MSP, hosters/hosting, private, public, and/or hybrid cloud managed environment. Thisspecialization is revenue generating and open to allpartner types.8REPLACES THE FORMER SUSE TRAININGPARTNER PROGRAMWith a broad array of Training Courses across allSUSE Technologies, the goal of TRAIN is to createa mutually beneficial partnership that will deliverworld classing training to enable customer success.We feature a tiered program and engage with youat a level that makes sense for your business. Thisspecialization focuses on partners that will providetraining services and offerings with SUSE and/orSUSE One Partner Solution Stacks. This is a revenue generating specialization open to all partnertypes who meet the requirements of this specialization and includes partners from the former TrainingPartner Program.SUSE.com
SUSE One Partner Program Guide2020Specialization Benefits and RequirementsSilverBaseline – Available to all partners in the SUSE One ProgramBenefits Access to the SUSE One Partner Portal & Partner Help Desk SUSE One Partner Program Logo (Silver) SUSE One Partnership Certificate (Silver) Free online access to SUSE Product Sales (SSS) and Technical Sales Training (STSS) Access to SUSE Product announcements and relevant communications Access to SUSE Products/Services - Corporate Price List Limited Partner Use Software (NFR) Software Co-branded SUSE Product collateral and proposal sheetsRequirements A validated organization in good business standing Registration online and acceptance of SUSE Partner Program AgreementGoldAll of the above the below:Benefits SUSE One Partner Program Logo and Specialization designation (Gold) SUSE One Partnership Certificate (Gold) Listing in the SUSE Partner Locator Free online access to SUSE Technical Expert training (includes SUSE Academies) Access to SUSE One Partner Solution Stacks Access to SUSE Technical Support based by specialization Partner Use Software (NFR) Software** Invites/passes to SUSECON and Partner Summit SELL: Deal Registration/Protection – Gold level (up to 12%) SELL: 30-pack Technical Support tickets based on product solution area certification SELL/BUILD: Access to partner sales coverage SELL/BUILD: Access to Presales technical resources BUILD: Access to the IHVISV/OEM Price List MANAGE: Access to the Cloud Services Price List MANAGE: 5-pack Technical Support tickets for new partners TRAIN: Access to eKit Courseware TRAIN: Ability to resell SUSE Training CreditsRequirements Successful completion of at least one SUSE Product Sales (SSS) certification Successful completion of at least one SUSE Technical Sales Training (STSS) OR successful completion of one Technical Expert Certification (SCA/SCE/FA) Recent Technical Expert Certifications (two years or less) – validated regularly BUILD: Completion/acceptance of SUSE IHVISV Program Agreement BUILD: Must provide L1-L2 technical support to end customers MANAGE: Completion/acceptance of SUSE One Partner MANAGE (CSP) Program Agreement and CSP Schedule MANAGE: Must provide L1-L2 technical support to end customers TRAIN: Completion/acceptance of SUSE One Partner TRAIN (Training Partner) Agreement/Appendix TRAIN: Must have a minimum of two SUSE Certified Instructors TRAIN: More requirements may be needed. Consult the TRAIN program guide for more information9SUSE.com
SUSE One Partner Program Guide2020PlatinumAll of the above the below:Benefits SUSE One Partner Program Logo and Specialization designation (Platinum) SUSE One Partnership Certificate (Platinum) Joint business planning with regular business reviews Partner Advisory Board (by invitation only) Access to additional technical support (Platinum Level) Access to PM/Engineering Resources (Workshops/Roadmap alignment) SELL: Deal Registration/Protection – Platinum Level (up to 20%) SELL: 60-pack Technical Support tickets based on product solution area certification SELL/BUILD: Assigned Partner Executive coverage SELL/BUILD: Access to Presales technical resources SELL/BUILD: Access to Solution Architecture support BUILD: Access to personalized/customized training BUILD: MDF (by invitation only; plans for future expansion) BUILD: May qualify for Premium Support/IHVISV Services Benefits MANAGE: 30-pack Technical Support tickets for new partners TRAIN: Ability to resell Training creditsRequirements Successful completion of at least four SUSE Product Sales (SSS) certifications Successful completion of at least two SUSE Technical Sales (STSS) certifications AND successful completion of at least two technical certifications Approved business plan and revenue commits SELL: At least two Individual(s) with technical certifications (two total certs minimum) BUILD: May have to achieve at least 1m annual revenue for some benefits TRAIN: Must have a minimum of three SUSE Certified Instructors TRAIN: Must be able to deliver content via Virtual/eLearning* NOTE: any/all benefits and/or requirements are subject to change at any time.** Most partners use between 5-20 instances. If you anticipate needing more, please contact us to discuss for approvalPartner Use Software (includes Internal Useand Not-For-Resale Software)Any use of SUSE software made available to Partnersis subject to the terms and conditions in the SUSEPartner Agreement as well as the SUSE Terms &Conditions and SUSE application End-User LicenseAgreements. The Partner Use Software productsare made available AS IS with no warranty. SUSEis not obligated to provide any technical support toPartner for use of Partner Use Software. Any misuseor use of partner use software product provided forprofit/gain or production use is unacceptable andwould be considered as cause for termination ofthe partner’s participation in SUSE’s partner program and rights to use said software provided bythe program.10Partner Progression – Why move up the Tiers?PARTNERING WITH SUSE CAN BE REWARDINGAND CAN HELP YOUR BUSINESS GROW!New partners enter at the Silver tier and can specialize in one or more of the areas of interest. Onceyou move into any of the Specializations, you enter at the Gold tier and start accessing additionalbenefits.S U S E i n t ro d u c e d t h e S U S E O n e P a r t n e rSpecializations (INNOVATE, BUILD, SELL, MANAGE,SERVICE, and TRAIN) in September 2020. Partnerswishing to gain greater benefits and/or grow theirbusiness into a new Specialization must meet therequirements for each specialization. Please checkthe Benefits and Requirements table on the previous page to understand how you can move up thetiers for the different specializations and/or participate in other specializations.SUSE.com
SUSE One Partner Program Guide2020Some HighlightsSUSE One Partner Program CertificateObtain your SUSE One Partner Program Certificatedirectly from the SUSE One Partner Platform.Each stack is driven by a customer use case andenables your customer to solve a critical challengefaced by their business today.SUSE One Partner LocatorThe SUSE One Partner Locator helps customers locate any/all SUSE One Partners by location or country and/or by their Partner type or designation (e.g.INNOVATE, BUILD, SELL, SERVICE, MANAGE, TRAIN).You’ll find suggested like-for-like ha rdware, software, or cloud components (as appropriate) in eachstack so you can propose a customized solutionthat best suits your customer’s IT environment andbuying preferences.NOTE: SUSE will be updating the Partner Locatorin the future to highlight Gold and/or PlatinumPartners as well as some other exciting new additional features.To make it easy for you to position each stack withyour customers, we provide sales, marketing, and/or technical assets, which can be found on theSolution Stacks area on the SUSE One PartnerPlatform. Explore the stacksFree Product TrainingAS A VALUED PARTNER, WE WANT YOU TO BESUCCESSFUL.You can access our free sales and pre-sales training on-demand, as well as collateral and even presales technical enablement resources so you canget up to speed with SUSE products quickly andsupport our joint customers professionally. Look forthe “Training” or “Skill Up” content on the SUSE OnePartner Platform - https://partner.suse.com.We suggest you also review the SUSE PartnerCourses and Certifications guide for more information on the learning roadmaps according to yourrole.SUSE provides Sales and Technical Sales trainingfree of charge to all our SUSE One Partners (Silver,Gold, Platinum; all Specializations). SUSE One Goldand Platinum Partners also have access to ourTechnical Expert training (e.g., SCA, SCE, etc.) as wellas the SUSE Academies.SUSE One Partner Solution StacksHave meaningful conversations with your customers on how SUSE works with their applications andenvironments with fully supported and validatedSUSE One Partner Solution Stacks.11We want to hear from you
Overview Here’s what you need to know to join and progress through the tiers in the Partner Program so that you can enjoy more benefits of partnering with SUSE. All organizations new to the program start as Silver partners. If you are interested in certifying your product and/ or solution (as an ISV, IHV, Embedded or Appliance
OpenStack Juno Big Data service SUSE Storage integration SUSE Linux Enterprise Server 12 Compute Node GA GA GA SUSE Cloud 5 High Availability Guests Docker support (tech preview) SUSE Cloud 6 OpenStack Kilo Install
3 SUSE & Oracle Technology Partner Strong Partnership ‒800 certified Oracle Apps in SUSE ISV Catalog ‒Relationship since first Oracle version 8.0.5 on SUSE 6.0 ‒Testing, supporting partners/customers on technical issues ‒Bugs, customer problem escalation, future features, etc. ‒Combined testing efforts - service packs and Oracle patches Oracle products are certified to run .
Fast SAP HANA Fail Over Architecture with a SUSE High Availability Cluster in the AWS Cloud Dr. Stefan Schneider Partner Solutions Architect @ Amazon Webservices stsch@amazon.com Markus Gürtler Senior Architect SAP @ SUSE mguertler@suse.com. 2 Agenda
Hardening Guide SUSE Linux Enterprise Server 12 SP5 Deals with the particulars of installing and setting up a secure SUSE Linux Enter-prise Server, and additional post-installation processes required to further secure . The SUSE Linux Enterprise Server Security and Hardening Guide deals with the particulars of in-
update the database, and restarts services. Example: 4.0.1 4.0.2. This means first you ensure that you have the latest version of all installed packages installed. Then you can upgrade the database schema. Procedure: Updating Packages on the SUSE Manager Server By default, several update channels are configured and enabled for the SUSE .
product feature requests / Bugzilla Dedicated Partner Engineer Full access to the SUSE SolidDriver Program, including driver kit generation for system vendors Strategic technical collaboration: Technology roadmap reviews, feature management, and one week of onsite SUSE YES Certification training For More Information
Lab Partner Portal www.kasperskypartners.eu . 3 Partner Program Benefits The Kaspersky Lab Partner Program offers a wide range of benefits that can help you to start selling and to grow your business with Kaspersky Lab B2B Products. The Partner Program offers the following benefits depending on Partner status determined in the Partner Program:
Agile Software Development with Scrum An Iterative, Empirical and Incremental Framework for Completing Complex Projects (Slides by Prof. Dr. Matthias Hölzl, based on material from Dr. Philip Mayer with input from Dr. Andreas Schroeder and Dr. Annabelle Klarl) CHAOS Report 2009 Completion of projects: 32% success 44% challenged 24% impaired Some of the reasons for failure: Incomplete .
