As native console offerings, Red Hat OpenShift Cloud Services are differentiated and

poised to compete against native cloud Kubernetes such as AWS-EKS, Azure-AKS/ARC,

etc. In this session Senior Principal Product Marketing Manager Oren Kashi, will
describe the similarities and differences between Red Hat OpenShift Cloud Services and
public cloud offerings including architecture and features, investment, support and
management, and flexibility. You will leave this session armed with information to
position OpenShift Cloud Services against and over other cloud Kubernetes services in
the customer’s cloud of choice.

o The move to public cloud

o Top customer challenges
o Getting value from OpenShift Cloud Services
o How does Red Hat win versus xKS?

Customer Pitch - Part I

Lesson 2 of 4
Customer pitch session is divided into two sessions. In this first lesson Principal Product
Marketing Manager Brooke Jackson will pitch Red Hat OpenShift Cloud Services. After this
session, you will learn how to pitch Red Hat OpenShift Cloud Services from a business point of
view. Some of the topics covered include:

 Benefits of moving to the cloud

 Understanding customer challenges and priorities
 How can we help customers focus on innovation and growth

Customer Pitch - Part II

Lesson 3 of 4
In this second lesson, Senior Product Marketing Manager Alexa Overbay will finish the pitch on
Red Hat OpenShift Cloud Services. After this second session, you will learn how to pitch to a
customer Red Hat OpenShift Cloud Services from a business point of view.

 How Red Hat Cloud Services is different from legacy managed services.
 Red Hat OpenShift platform options.
 Red Hat OpenShift Cloud Services features.
 Red Hat Cloud Services differentiators.
 The value of a managed platform.
 Red Hat OpenShift Cloud Services cost comparison with xKS.

Together Red Hat and AWS offer you the tools to reduce complexity
and simplify your environment, innovate faster, deliver high-quality
customer experiences, and expand and scale your infrastructure in any
direction so you can be a disruptor in your industry.
Watch the below video from Stefanie Chiras, SVP of Partner
Ecosystems at Red Hat, to learn more about the partnership with
AWS.

Why Red Hat and AWS?

“Given that Red Hat is the world’s leading provider of open-source solutions, our enterprise
customers have been passionate about seamlessly running Red Hat Enterprise Linux and various
other Red Hat solutions on AWS.”
Andy Jassy | CEO, Amazon
“Given that Red Hat is the world’s leading provider of open-source solutions, our enterprise
customers have been passionate about seamlessly running Red Hat Enterprise Linux and various
other Red Hat solutions on AWS.”
Andy Jassy | CEO, Amazon

Red Hat and AWS are industry leaders with extensive experience

in IT infrastructure, hybrid cloud, digital

transformation, and open source innovation.

Through collaborative engineering activities, they offer integrated,

certified solutions to meet modern, digital business needs.

Consistent, enterprise-grade platforms with advanced security and

management features help organizations build IT infrastructure that
supports their business efficiently and cost-effectively and adapts on
their schedule.

Red Hat and AWS have been partners for over 10 years, with over 70,000 joint customers that
we’ve helped to innovate faster.

Overview of Red Hat & AWS Offerings

Click on each of the offerings below to learn more.
Red Hat Enterprise Linux on AWS
+Most IT professionals are familiar
with Red Hat Enterprise Linux (RHEL)
on AWS, as our foundational platform offering. It is:
 A powerful, adaptable platform for innovation and digital business
operations
 Available through On-demand and Bring-your-own-Subscription
(BYOS)

Red Hat Enterprise Linux for SAP on AWS

 +Create a proven foundation for SAP® HANA® and S/4HANA® that
improves datacenter innovation, efficiency, and flexibility
 Available through On-demand and Bring-your-own-Subscription
(BYOS)

Red Hat Enterprise Linux with Microsoft SQL on AWS

 +Deploy a proven foundation for Microsoft SQL Server that improves
datacenter innovation, efficiency, and flexibility
 Available currently only On-demand

Red Hat OpenShift Service on AWS (ROSA)

 +Build a turnkey Kubernetes environment for quickly creating,
deploying, and managing modern, container-based applications.
  Available through On-demand and Private Offer (PO/CPPO) via AWS
Marketplace

Red Hat Offerings on AWS Marketplace

 +Customers may accelerate procurement of their Red Hat software
running on AWS, drawdown their AWS committed spend, and access
special pricing through Private Offers.
 Ansible, OpenShift (self-managed), and RHEL will be the first
offerings available with additional Red Hat products being added over
time.

All of these are vailable through the AWS Console.

Market Opportunity
Organizations today face ever evolving shifts in market landscape,
customer demand, and competitors leading to nearly all organizations
expecting a transformation in their primary business activities over
the new three years.

In order to deliver and scale high-quality innovative applications and

customer experiences, organizations need to embrace digital
transformation. Hybrid cloud environments are typically a great
solution to this necessary change as they can provide the scalability,
innovation, and flexibility needed.

To accommodate this change, organizations are now spending an

average of 30% of their total budget on cloud services,
including 10% on Software-as-a-Service (SaaS) offerings.
Red Hat solutions on AWS provide the foundation of security,
scalability, and reliability organizations require to capture the
opportunity presented by digital transformation.

Why Co-Sell with Red Hat?

NEW OPPORTUNITIES
As an AWS ISV-Accelerate (ISV-A) partner, RH participates in AWS's
ACE co-selling program (for sellers and partners) that helps accelerate
deal velocity, allowing both teams and partners to target new workload
modernization and cloud migration opportunities.
Special Pricing

Customers may leverage either On Demand or Private Offer transaction

models, where the Consulting Partner Private Offer (CPPO)
program allows authorized Consulting Partners to receive wholesale pricing.

INCREASED SALES
Red Hat & AWS offerings can be combined with partner services and
solution offerings to increase sales and deal sizes.

LEVERAGE MAP

AWS partners can also leverage the Migration Acceleration Program

(MAP) where AWS provides cash incentives at increasing levels through the
technology adoption process from pilot to production.

 Red Hat & AWS Channel

 2

2
Red Hat OpenShift Service on AWS Sales Messaging Playbook

 3

3
Red Hat OpenShift Service on AWS Cheatsheet

 4

4
Forrester Report - "Red Hat OpenShift Service on AWS Enables Innovation and Agility
for Modern Business"
 5

5
Red Hat OpenShift Service on AWS - ROSA - Overview Presentation

 6

6
Red Hat OpenShift Service on AWS - ROSA - Demo
 7
7
Customer Challenge - Boston University Success