Selling Your Boss and Your Boss' Boss on Novell® Linux Desktop

Ted Haeger

Director Product Marketing

Jeff Allen

Product Marketing Manager

Stakeholders in Typical Decision Process

Decision Maker

Influencers

Influencers

Technical Sale

Business Sale

CxO

LOB VP/

Purchasing

Agent

IT/LOB

Director

IT Staff

Business Unit Staff

Stability of Vendors

Strategic Decisions

High-cost Decisions

Cross-Org Decisions

Mandates (top-down policies, regulatory issues, etc.)

Cost of solution

Match with business need

Affect on other investments

Proposal Elements (ROI, TCO, etc.)

Implementation issues

Match with business need

Operational Impact

Technical fit

Novell Linux Desktop
Attack Plan for Key Market Segments

Flexibility & Choice

Avoid vendor lock-in | Custom-tailor desktop images

Security & Reliability

Malware | Viruses | Spyware

Innovation

Rapid innovation | Not chasing feature parity with Windows*

Cost savings

No need for proprietary hardware | Ideal UNIX* workstation replacement

Why Linux* for the desktop?

Technical Support

Training & Certification

Migration Tools

Enterprise Tested

Enterprise Management Tools

Value-Added Software

Why Linux* from Novell®?

ZENworks® Linux Management
Aggregate and Deliver Updates

update.novell.com

YaST Online Update

Public/Private ZLM Servers

Red Hat* Network

desktops

workstations

laptops

servers

ZENworks Linux Management

Novell Linux Desktop 9
powered by SUSE® LINUX

Includes leading open source office productivity and collaboration applications

Highly-refined desktop environment

Ideal for organizations seeking more flexible control of desktops

Powered by SLES 9

Supported by Novell

Novell Linux Desktop 9
Powered by SUSE LINUX

1,488

packages

3,926

packages

6 month release interval

18 - 24 month release interval

Novell Linux Desktop 9

powered by SUSE LINUX

SUSE LINUX 9.1

Professional

Enterprise
Tested

Novell Linux Desktop 9

Business Desktop Components

SUSE LINUX Professional (Developer)

Server and Desktop Components

Enabling End User Productivity

Email/Calendaring

Web Browser

Word Processor

Spreadsheet

Presentations

Novell Evolution

Mozilla* Firefox*

OpenOffice.org, Novell edition

...

Demo

100% of Novell employees on OpenOffice.org by
mid-summer 2004 (done)

50% of Novell employees on Novell Linux Desktop by fall 2004 (done)

100% of Novell employees on Novell Linux Desktop and OpenOffice.org (by end of 2005)

2004

2005

100%
OpenOffice

50%

Linux Desktop

100%

Linux Desktop

spring

summer

fall

winter

SUSE LINUX in the Enterprise
Internal Desktop Migration at Novell

The Novell Internal Migration
Solid business drivers for making the move

TCO
extended HW life | lower cost HW | reduced maintenance
Security
reduced virus vulnerabilities | not the current objective
Flexibility
dramatic reduced vendor lock-in

Novell Linux Desktop
Identify Target User Communities

Have minimal allegiance to Windows* / MS Office

Have limited dependence on IE

Do not rely on Windows-only applications

Do not present mutiny risk

Identify groups of users who

Novell Linux Desktop
Identify Target User Communities

Have minimal allegiance to Windows* / MS Office

Have limited dependence on IE

Do not rely on Windows-only applications

Do not present mutiny risk

Identify groups of users who

Novell Linux Desktop
Identify Target User Communities

Have minimal allegiance to Windows* / MS Office

Have limited dependence on IE

Do not rely on Windows-only applications

Do not present mutiny risk

Identify groups of users who

Novell Linux Desktop
Target User Type Recommendations

Transactional Workers (Structured Task Workers)

Require just two or three applications to perform their job duties (word processor, spreadsheet, email, browser)

Receptionist, Lower-level administrative personnel, call center agents, insurance claims processor, advanced data-entry worker, managerial task worker, etc.

UNIX* (Technical Workstation Replacement)

Technical workers whose current job functions are met using UNIX workstations

Software Developer, Computer-Aided Design (CAD), Electronic Design Automation (EDA), Other Compute-heavy Operations

Early Adopters (Linux* Supporters)

Typically technical individuals – often in IT or engineering organizations – who are interested in experimenting with Linux on the desktop

Shift the way you think
about the desktop

Novell Linux Desktop 9

Powered by SUSE LINUX

Next Steps

Pickup your Novell® Linux Desktop evaluation kit and begin your evaluation today

http://www.novell.com/desktop

Learn more about planning your migration

http://www.novell.com/linux/migrate

http://www.novell.com/maketheswitch

Novell has always believed in using the technologies we develop and support. Linux desktop solutions are no exception. That’s why we’ve launched an internal project called the “Open Desktop Initiative.”

This summer, 100% of the company moved to an open source productivity suite called Open Office, which runs on both Windows and Linux. We’re also in the process of switching all of our 6,000 employees to a SUSE LINUX platform running Open Office and the Novell Linux desktop. That process should be complete later this year.

We see a clear trend in operating systems going forward. Either get deeper into Microsoft or get out as fast as you can. We’re choosing the 2nd option because we like choices, and we like saving money. We’re confident that many other companies will feel the same.

Technical Support

• Novell has a worldwide technical support organization offering 24 x 7 x 365 support to CIOs who know that Novell will be there to back them up if problems occur.

• Novell’s technical support staff alone is larger than the combined total employees of Red Hat, Mandrake and Turbo Linux.

• With over 800 support staff located in seven support centers covering every region of the world, Novell can deliver unmatched levels of service on a global scale.

Linux Training and Certification

• Novell is the only company that offers a comprehensive set of Performance Consulting and Training Services that enable our clients to take proactive steps to mitigate risks and ensure staff potential is converted to optimal performance when selecting the Linux platform.

Business and IT Consulting for Linux

• Novell employs a large IT consulting staff and supports a global channel partner network, both of which have the credentials to help customers realize business benefits and design IT strategies to take advantage of Linux and open source software.

• Novell, and our partners, can help with specific migration strategies and approaches from Sun Solaris, Red Hat Linux, Novell NetWare, and Microsoft Windows

Extensive Partner Universe

• Novell has a network of channel partners that we believe is essential to supporting our customers via resellers and consultants in local markets.

• Novell has more than 4,200 channel partners worldwide in its PartnerNet program - with thousands more who sell Novell technologies - ensuring that customers can get qualified local sales and service support on Novell solutions.

Value Added Software Available from Novell

Novell also offers value-added network services that make it easy for IT administrators to move to Linux and meet the needs of their end users. These are services that Novell developed over the last 20 years include managed file, print, messaging, identity management and collaboration.

ZLM makes it easy to aggregate software packages for applications and a variety of Linux distros, not just SUSE LINUX.

Novell Linux Desktop 9 is the successor to the SUSE LINUX Desktop (SLD1) and incorporates the best of the Ximian Desktop (XD2). It is a complete desktop Linux distribution tailored to the needs of enterprise customers.

With this release, we're helping enterprises realize the freedom and choice promised by Linux and open source. We're doing that by delivering the assurance that comes from:

The mature underlying common code base (SLES9)

Leading open source productivity and collaboration applications

Training and support from global solution partner – Novell

Novell Linux Desktop 9 is the successor to the SUSE LINUX Desktop (SLD1) and incorporates the best of the Ximian Desktop (XD2). It is a complete desktop Linux distribution tailored to the needs of enterprise customers.

With this release, we're helping enterprises realize the freedom and choice promised by Linux and open source. We're doing that by delivering the assurance that comes from:

The mature underlying common code base (SLES9)

Leading open source productivity and collaboration applications

Training and support from global solution partner – Novell

Novell has always believed in using the technologies we develop and support. Linux desktop solutions are no exception. That’s why we’ve launched an internal project called the “Open Desktop Initiative.”

This summer, 100% of the company moved to an open source productivity suite called Open Office, which runs on both Windows and Linux. We’re also in the process of switching all of our 6,000 employees to a SUSE LINUX platform running Open Office and the Novell Linux desktop. That process should be complete later this year.

We see a clear trend in operating systems going forward. Either get deeper into Microsoft or get out as fast as you can. We’re choosing the 2nd option because we like choices, and we like saving money. We’re confident that many other companies will feel the same.

At Novell we have also recognized the solid business drivers for making the move to Linux

As you begin to develop your plans for

As you begin to develop your plans for

As you begin to develop your plans for

The Linux revolution continues. We are committed to enabling Linux within every part of your business that makes sense.

2003-12-08T12:43:39