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Hortonworks Partner Update

Hortonworks Partner Update. February 19, 2014. Agenda. Hortonworks key messages and sales plays for 2014 Recent announcements and impact New resources available for partners Hadoop Summit Updates. Hortonworks Messages and Sales Plays. John Kreisa , VP Strategic Marketing.

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Hortonworks Partner Update

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  1. Hortonworks Partner Update

    February 19, 2014
  2. Agenda Hortonworks key messages and sales plays for 2014 Recent announcements and impact New resources available for partners HadoopSummit Updates

  3. Hortonworks Messages and Sales Plays

    John Kreisa, VP Strategic Marketing
  4. A Standard Sales Methodology Why Hadoop? Why HW? Buying Process Initial Deal Expansion Hortonworks is executing a traditional enterprise selling motion What is the catalyst? New Analytic App CDH Replacement MDA / Data Lake Why Us? Open Leadership Enterprise Rigor Ecosystem Endorsement Managing the Process Is there a clear champion? Allow 1-6 months for legal process Relationship Established Do not expect to land a large initial deal We haven’t won anything yet Ensure Success Facilitate journey to the data lake
  5. Sales Play #1: New Analytic Applications SCALE New Analytic Apps New Types of Data LOB Driven 60% SCOPE
  6. Most Common NEW TYPES OF DATA SentimentUnderstand how your customers feel about your brand and products – right now ClickstreamCapture and analyze website visitors’ data trails and optimize your website Sensor/MachineDiscover patterns in data streaming automatically from remote sensors and machines GeographicAnalyze location-based data to manage operations where they occur Server LogsResearch logs to diagnose process failures and prevent security breaches Unstructured (txt, video, pictures, etc..)Understand patterns in files across millions of web pages, emails, and documents Value
  7. Business Applications by Type of Data (1 of 2)
  8. Business Applications by Type of Data (2 of 2)
  9. Sales Play #2: Modern Data Architecture / Data Lake SCALE New Analytic Apps MDA/Data Lake New Types of Data LOB Driven Cost, Insight IT Driven 60% 30% SCOPE
  10. Play #1 & #2 Enable the Customer Journey SCALE New Analytic Apps MDA/Data Lake New Types of Data LOB Driven Cost, Insight IT Driven 60% 30% SCOPE
  11. A Modern Data Architecture APPLICATIONS Custom Applications Packaged Applications Business Analytics OPERATIONAL TOOLS DEV & DATA TOOLS MANAGE & MONITOR BUILD & TEST DATA SYSTEM REPOSITORIES RDBMS EDW MPP SOURCES Existing Sources (CRM, ERP, Clickstream, Logs) Emerging Sources (Sensor, Sentiment, Geo, Unstructured)
  12. Keep Existing Data Around Longer Online archive Data that was once moved to tape can now be queried to understand long term trends Compliance retention Industry specific requirements for retentionof data Combine with external historical data sources Weather, survey, research, purchased, etc. Value
  13. Requirements for Hadoop Adoption 3 Requirements for Hadoop’s Role in the Modern Data Architecture IntegratedInteroperable with existing data center investments Key ServicesPlatform, operational and data services essential for the enterprise SkillsLeverage your existing skills: development, operations, analytics
  14. Data Lake Defined A Data Lake is an architectural concept wherein Hadoop is used to capture very large quantities of data in a single place
  15. Oh Yeah Sales Play #3 is Working: CDH Replace SCALE CDH Replace New Analytic Apps MDA/Data Lake New Types of Data LOB Driven Cost, Insight IT Driven Existing Hadoop 60% 30% 10% SCOPE
  16. Generating ADD-ON Business SCALE CDH Replace New Analytic Apps MDA/Data Lake New Types of Data LOB Driven Cost, Insight IT Driven Existing Hadoop 60% 30% 10% SCOPE
  17. ADD-ON Play #1: More NODES More nodes More data New analytic apps SCALE CDH Replace New Analytic Apps MDA/Data Lake New Types of Data LOB Driven Cost, Insight IT Driven Existing Hadoop 60% 30% 10% SCOPE
  18. ADD-ON Play #2: More WORKLOADS More nodes More data New analytic apps SCALE CDH Replace New Analytic Apps MDA/Data Lake New Types of Data LOB Driven Cost, Insight IT Driven Existing Hadoop More workloads Apache Storm Apache Accumulo 60% 30% 10% SCOPE
  19. SALES CANVAS New Apps | Data Lake | More Nodes| More Workloads | Compete Wins | Customer Success More nodes More data New analytic apps SCALE CDH Replace MDA/Data Lake New Analytic Apps New Types of Data LOB Driven Cost, Insight IT Driven Existing Hadoop 60% 30% 10% More workloads Apache Storm Apache Accumulo SCOPE
  20. Win the Influencers, Win the Deal SI Partner CSC Analytics Analytics Lead Influence: High Data Architecture Data Architect Influence: High Buyer CIO CDO SVP BI Vendor SAS Tableau Microsoft DW Vendor Teradata SAP Vertica HW Vendor HP Dell Infrastructure Infrastructure Lead Influence: Medium

  21. Recent Announcements

    John Kreisa, VP Strategic Marketing
  22. Recent Announcements January 21st - HDP 2.0 for Windows availability February 10th - Strategic Alliance with Red Hat February 11th HDInsight with HDP 2.0 public preview February 11th - Rackspace HDP 2.0 availability

  23. Partner Resources on the Portal

    Lisa Sensmeier, Dir. Channel Marketing
  24. Resources Access: Hortonworks.com/partners  Portal Request access Program Getting Started with Hortonworks Education Hadoop Basics Video, Use cases whitepaper Marketing Solution Overview templates, Sandbox templates Logos, Descriptions for your website “blurbs” Sales Sales Presentation, Hadoop Case Studies Technical Resources YARN applications, Cluster Sizing, HDP Dependencies, docs
  25. New Resources Hadoop Case Studies (under Sales) Business Applications of Hadoop that are Anonymized Why Hortonworks as Your Partner (under Sales) Hortonworks Corporate Presentation (under Sales) Hadoop 101 (under Education) Training Discounts for Partners – Process (Education) Updated Hortonworks Descriptions (Marketing) Coming Soon: New Partner Start Up Guide

  26. Hadoop Summit 2014

    Lisa Sensmeier, Dir. Channel Marketing
  27. 3 full days of content 100+ sessions and 7 tracks 2500+ attendees Sponsorships available AMSTERDAM April 2-3 SAN JOSE June 3-5 2 full days of content 50 sessions and 5 tracks 500+ attendees Sponsorships available The Largest Hadoop Community Events in Europe and North America www.hadoopsummit.org
  28. Thank you and Call to Action Ask your questions in the Webex chat or Q/A window System Integrator: Please update your profile Get Certified Submit your use case or implementation blog Register for Hadoop Summit Europe and N. America Technology Partner Sponsor and/or register for Hadoop Summit Submit text for your Solution Overview Get your solution certified on HDP 2.0 Prepare a Sandbox demo Contact Lisa Sensmeier (lsensmeier@hortonworks.com) for questions

  29. Additional Slides

  30. HDP 2.0 Certification

  31. Certification Get Your Solution Certified with HDP 2.0 Certification demonstrates our solutions work together Download the certification kit from the Partner Portal Kit includes how to submit for review If you are certified on 1.3 You will need to retest using HDP 2.0 Anything unchanged does not need to be resubmitted
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