Transcript SCO OpenServer Upgrades

The Time to Upgrade Your SCO OpenServer
Customers is Now!
Mart Withers
Michelle Chatwin
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Session Process
 Recording to be made available
 Scheduled for 60 minutes
 Ask questions through the Web console
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Purpose
 Opportunity to move your existing SCO
OpenServer customers to Release 5.0.7
 Drive more revenue to you
 Simplify future upgrades
 Prepare your customers for the Legend
release
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Agenda
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Promotion overview
SCO’s core business
Reasons for upgrading customers
Customer influencers
How to upgrade customers
Sales and marketing tools
Channel promotion
Q&A
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Promotion Overview
 SCO OpenServer 5.0.7 with SCO Update
 15% additional margin
 Promotion runs from March 1 to August 31,
2004
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Poll: How many of your customers are running
Release 5.0.6 or older?
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Less than 10 customers
Between 10 and 50 customers
Between 50 and 100 customers
Over 100 customers
None
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SCO’s Core Business
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Customers Small and Large Rely on
SCO OpenServer
Mass Merch. / Retail
Business Services
Pharmacy
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SCO Value
 SCO OpenServer delivers rock-solid stability,
security, and dependability on commodity
hardware
 SCO delivers worldwide support, consistent
24-month roadmaps, and unencumbered IP
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Small Business Opportunity
 Small business shipments will increase
by 15.4% annually thru 2007
 Basic needs for network, multi-user
applications, shared printers, back-up,
security, and shared Internet connection
 Even by 2007, only 43% of small businesses
will be networked
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U.S. Market Business View
Fortune 1000
Large Business (1,000+)
Mid-size Business (100–999)
Small Business (<100)
Still only 1000!
8 thousand
93 thousand
7.9 million
32.7 million
73.9 million
Home Office
Consumer
Households
(Non-Home
Office)
More technology
migrating down market
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Small Business Characteristics
 Reasons businesses adopt technology
 Improve efficiency and productivity
 Save money
 Increase competitive advantage
 Small businesses want proven, mainstream
technologies tailored for their markets
Source: U.S. Department of Commerce, “Main Street in the Digital Age,” Feb. 2002
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Reasons for Moving Customers to
SCO OpenServer 5.0.7
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Key Customer Messages
 Includes upgrade to SCO OpenServer Legend
at no additional product cost
 Delivers the latest enhancements, new
features, and support for a more secure
system
 Leverages legacy applications
 Provides increased performance on the latest
hardware (time is money)
 Sustains rock-solid stability and dependability
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SCO OpenServer Customer Solutions
 Provide e-mail services and shared calendar
with SCO Office Mail Server 4.1
 Share printers, faxes, and data for internal
collaboration
 Protect data with regular back-ups
 Connect traveling or off-site workforce
 Provide shared high-speed Internet access
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Release 5.0.7 Delivers New Features
Features
Updated e-mail server (Sendmail)
Bootable CD-ROM
DNS server (BIND)
Web apps (Apache, Mozilla, Squid, NAT)
5.0.0
5.0.2
5.0.4
5.0.5
5.0.6
5.0.7
X
X
X
X
X
X
X
X
X
X
X
X
X
X
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Hyper-threading technology
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IDE (138GB+), Serial ATA, LS-120/240 drives
X
USB 2.0 and 1.1 (printers, mice, keyboards, drives,
scanners, etc.)
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Database (PostgreSQL)
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Printer (CUPS, GIMP-Print, Ghostscript)
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Java (JDK, runtime)
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Windows files and printer sharing (Samba)
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Secure access (OpenSSL, OpenSSH)
X
Development environment (GNU tools)
X
Processors (Pentium 4/Xeon, Athlon XP/MP)
X
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More Reasons for Moving Customers to
SCO OpenServer 5.0.7
The Product Roadmap
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SCO OpenServer 5.0.7 Updates
UP 4 – Q3’04
FOCUS
• USB Printers
• CUPS Printer
Subsystem
• Gimp-print
• Latest Mozilla
• Bind Improvements
• PostgreSQL
UP 2 – Q1’04
UP 3 – Q2’04
FOCUS
• Java 1.4
• User Level Threads
• DVD-R Utilities & Back-up
• Joliet CD Filesystem
• Ultra DMA for IDE CDs
• Improved SCOadmin
• WebFace and Web Services
FOCUS
• Samba 3.x
• Apache 2.x
• GCC 3.x
• XFree86
• Improved
Security
• PAM/NSS
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Legend Roadmap
UP1 – Q2’05
RELEASE – Q4’04
FOCUS
SCO
FORUM
2004
PREVIEW – Q2’04
BETA – Q3’04
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Major kernel advances
Single certification
Large file size (1 TB)
Added hardware support
Simplified installation
Graphical user interface
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Poll: Which OpenServer feature is the
most important to your customers?
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Applications availability
Hardware availability
Large file size support
Graphical interface
Web services integration
Java updates
Other
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More Reasons for Moving Customers to
SCO OpenServer 5.0.7
SCO Update and Services Drive
Additional Revenue Opportunities
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SCO Update Overview
 Licensed online upgrade service
 Delivers new and/or enhanced features, drivers, maintenance,
and security patches
 Provides cumulative updates between major releases
 Includes next OS release
 Proactive e-mail notices
of updates
 Available through standard
SCO channels
 New revenue opportunities
 Additional value to bundle
 Regular revenue from update process
 More frequent customer interaction
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SCO Update Comparison
Features
Maintenance
SCO Update
No Cost
License
Includes maintenance pack
X
X
Provides critical patches
X
X
Includes security patches
X
X
Available for download
X
X
Cost
Delivers new features
X
Provides feature revisions
X
Delivers new and updated drivers
X
Available on CD
X
Delivers next OS release
X
Announces availability electronically
X
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SCO Update Provides Upgrade Protection
 Distributes new features incrementally
 Includes the next major release (Legend)
 Provides price protection on upgrade
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Sweeten Deal with SCO Services
 Unlimited and per incident (up to 20% margin)
 New low-priced 3-month Server response support
ideal for upgrades, installation, and configuration
 PS Promotion: $10K or more receives e-mail
consulting service used at your discretion
 Subcontract to SCO and receive finder’s fee
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How to Move Your Customers to SCO
OpenServer 5.0.7 with SCO Update
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Target #1: Customer Upgrades Hardware
 Slow performance of a 5-year-old Pentium system
wastes customer’s time
 SCO OpenServer 5.0.7 running on Pentium 4-based
processor increases performance
 Near-term ROI for increased workforce productivity
 SCO OpenServer has over 7,400 compatible
hardware devices
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OpenServer 5.0.7 Hardware Certification
Vendors
Certified
Dell
7
Hewlett-Packard
5
5
Yes
IBM
5
5
Yes
Fujitsu-Siemens
7
Yes
Adaptec
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Yes
ATI
63
Yes
Certified = Available now
Planned = On certification roadmap
Planned
Legend
Yes
Legend = Planning with vendor
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Target #2: Customer Upgrades App
 Compelling features drive application upgrade
 SCO OpenServer 5.0.7 completes the
upgrade with the latest features, security, and
advances
 The customer enjoys the ROI from increased
efficiency and convenience
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OpenServer 5.0.7 Application Highlights
by ICM Systems
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Target #3: Customer Adds Intranet
 Customer wants to collaborate on their network
 SCO OpenServer 5.0.7 delivers Windows file and
printer sharing, secure remote access, and internal
intranet
 The results makes it easier and more secure to share
data with employees, delivering more productivity and
improved communication
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Poll: Which solution will likely motivate your
customers to upgrade?
 Increasing hardware performance
 Adding new hardware (USB printer, UPC
scanner, etc.)
 Deploying new application features
 Increasing security
 Sharing broadband Internet access
 Sharing data, printers, faxes, etc.
 Implementing SCO Office Mail Server
 None of these reasons
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Customer Influencers
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#1 Influencer: You
 Solution providers are experts in their
field and they gain credibility by
Source: State of the
demonstrating expertise
VAR Market 2004
 70% of solution provider revenue comes from existing
customers
 70% of revenue from existing customers comes from
upgrades
 74% of small businesses
don’t have a dedicated
IT person
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Key Partner Wins
 AA Truck Renting Corp.
 Wanted stability and upgrade servers
 SysIntegrators delivered new hardware with SCO
OpenServer 5.0.7 Enterprise
 Kays Engineering
 Wanted networking and more efficiency
 Venmar Systems delivered SCO OpenServer 5.0.7
Enterprise on new hardware
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Economy Bouncing Back
 The strong economic recovery is
resulting in higher IT spending.
Server unit shipments grew 19.5%
in 2003
 65% of solution providers report
noticeable IT spending
increases in last 6 months
 Over half of solution providers will
target upgrades this year
Source: Jan. 2004
Source: State of the
VAR Market 2004
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The IT Spending Recovery
% Growth
US Preliminary Forecast 68% growth 2004
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Source: Worldwide
Black Book, Dec.
2003
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6
4
2
0
-2
-4
-6
2001
2002
2003
2004
2005
2006
2007
United
States
The bottom was 2001/2002
-8
-10
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Poll: Have you observed an increase in IT
spending among your customers?
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Yes, with a very solid increase in IT spending
Yes, with a solid increase
Yes, but a limited increase
Yes, but a tiny increase
No increase at all
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Leveraging Channel Promotion and
Campaign Tools
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Promotional Pricing Overview
 Improves margin by 15%
 Promotion applies to trade-ins that include
SCO Update
 Promotion runs from March 1 to August 31,
2004
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Qualifying Trade-in Products
 Enterprise, Host, or Desktop
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SCO OpenServer 5.0.0
SCO OpenServer 5.0.2
SCO OpenServer 5.0.4
SCO OpenServer 5.0.5
 SCO OpenDesktop (ODT)
 SCO UNIX Release 3.2 and later
 SCO Xenix
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Promotional Trade-in Pricing
Product
U.S.
List
To 5.0.7 Enterprise from Enterprise, OpenDesktop, SCO
+ Update)
$749
To 5.0.7 Desktop from Desktop, OpenDesktop, SCO UNIX
Update)
$439
To 5.0.7 Host from Host, OpenDesktop, SCO UNIX 3.2+,
$399
3 Months of Technical Support
$699
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Co-Branded Marketing Tools
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Post Card Mailer
Web Banners
Web Page
Ads
HTML email blast
Questions: [email protected]
What marketing resources do you need?
Channel survey coming soon.
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Sample Post Card Mailer
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Sample Web Banners and Sample Web Site
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Sample Ads
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Sample HTML Email
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Upgrade Resource Web Page
 Location: Partner Lounge under the “What’s New”
section www.thescogroup.com/login
 Contains:
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Co-Branded Marketing Tools
Webinar Archive
Channel Rebate Program
White Paper
Promotional Pricing
End User Presentation
Data Sheet
 Login questions: [email protected]
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Questions & Answers
Mart Withers
Michelle Chatwin
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Partner Benefits Summary
 Improve your margin
 Boost product and service revenue with tradeins to OpenServer 5.0.7
 Establish regular service revenue with SCO
Update services
 Sweeten your revenue with Services finder
fees
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Next Steps
www.thescogroup.com/login
Mart Withers
Michelle Chatwin
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