SUSE Partner

Quick Start Guide

June 2018
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Welcome from
Mark Salter
I want to personally welcome you to I look forward to working with you – please don’t
the SUSE Partner Program! hesitate to email me If you have any questions or
feedback about the SUSE Partner Program.
You have made the right choice to join
us – our business is growing and we are Best regards,
investing in developing cutting edge
solutions that solve issues faced by large enterprises
operating in heterogeneous IT environments.

We want to ensure that our partnership is equitable, Mark Salter

profitable and successful. The purpose of this Quick VP Global Channel Sales
Start Guide is to provide you with the links to:

• Gain knowledge of SUSE Solutions P.S.: Request your SUSE Partner Certificate by logging
• Access free sales and technical training on to the Portal today!
• Profit from deal registration
• Navigate your way around SUSE
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Overview | Partner Progression | Accredited Partners | Solution Partners | Free Training | Partner Rewards

Understanding the
SUSE Partner Program
We welcome you to the SUSE Partner Program as a
Registered partner. Here’s how you can progress up
the tiers in the Partner Program so that you can enjoy
more benefits of partnership.
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Overview | Partner Progression | Accredited Partners | Solution Partners | Free Training | Partner Rewards

Progressing from One

Tier to the Next
We want to help you be successful. You won’t be
asked to commit to revenue targets for any partner
tier, instead, partners move up the partner tiers by
skilling up and earning SUSE, pre-sales and technical
certifications.
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Overview | Partner Progression | Accredited Partners | Solution Partners | Free Training | Partner Rewards

Become an
Accredited Partner
• Choose any of these solution
areas to certify in: Enterprise Linux,
Software-defined Storage, OpenStack
Cloud, Systems Management, or
Container Management

• You’ll need at least 1 SSS AND 1 STSS OR

Foundational Assessment OR 1 SCA in
any of the solution areas to become an
Accredited Partner

1 SUSE Sales Specialist (SSS)

AND
1 SUSE Technical Sales Specialist (STSS)
OR
1 SUSE Foundational Assessment (for
Container Management)
OR
1 SUSE Certified Administrator (SCA)
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Overview | Partner Progression | Accredited Partners | Solution Partners | Free Training | Partner Rewards

Become a
Solution Partner
For Software-defined Storage, OpenStack Cloud, or Systems
Management: 2 SUSE Sales Specialists (SSS) OR 2 SUSE Technical
Sales Specialists (STSS) AND 2 SUSE Certified Administrators (SCA).
For Enterprise Linux: 2 SSS OR 2 STSS AND 2 SUSE Certified
Engineers (SCE).
For Container Management: 2 SSS OR 2 STSS AND 2
Foundational Assessments in CaaS Platform

Choose any of these solution areas to certify in: Enterprise Linux,

Software-defined Storage, OpenStack Cloud, Systems
Management, or Container Management

• Your sales and technical certifications need to be in the same

solution area

• You’ll also be assigned a SUSE Partner Executive who will work

with you on a joint business plan

We’re here to help with free training that equips you with the skills
that you will need to successfully sell and support SUSE solutions.
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Overview | Partner Progression | Accredited Partners | Solution Partners | Free Training | Partner Rewards

Access Free Training via the SUSE

Partner Portal under Enablement:
• A wide range of on-demand training courses
(including hands-on labs for technical courses)

• Partner Academies: blended learning opportunity

with self-study and a weekly instructor-led webinar
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Overview | Partner Progression | Accredited Partners | Solution Partners | Free Training | Partner Rewards

Why Move Up the

Partner Tiers?
Partnering with SUSE is very rewarding.

Accredited Partners Receive: Solution Partners Receive:

• 30 service requests for 12 x 5 follow-the-sun • 60 service requests for 24 x 7 follow-the-sun

support from our world-class tech support team support from our world-class tech support team

• Profit from standard deal registration (10% rebate • Profit from enhanced deal registration (30%
on sales from Enterprise Linux, Software-defined rebate on sales from Software-defined Storage
Storage, OpenStack Cloud, Systems OpenStack Cloud and Container Management)
Management and Container Management) and 10% rebate on sales from Enterprise Linux
and Systems Management
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Enablement At-a-glance
You can access sales, pre-sales and technical training and certification across these SUSE solution areas:
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Access Sales Training & Certification | Access Pre-Sales Training & Certification | Access Technical Training & Certification | Why Certification

Access Sales
Training & Certification
Understand how to sell with online, on-demand sales training courses and SUSE Sales Specialist (SSS)
certifications for each of our four solution areas via the SUSE Partner Portal.

Enterprise Linux OpenStack Cloud

• Take the Training Course › • Take the Training Course ›
• Take the SUSE Sales Specialist certification › • Take the SUSE Sales Specialist certification ›

SUSE Linux Enterprise Server for SAP Systems Management

Applications • Take the Training Course ›
• Take the Training Course › • Take the SUSE Sales Specialist certification ›
• Take the SUSE Sales Specialist certification ›
Container Management
Software-defined Storage • Take the Training Course ›
• Take the Training Course › • Take the SUSE Sales Specialist certification ›
• Take the SUSE Sales Specialist certification ›

Each Sales Specialist certification exam consists of two modules. You’ll see this module SUSE Sales
Specialist – Foundations listed under the SUSE Sales Specialist certification for each solution area
but you’ll only need to take and pass this module once, and it will count towards all the Sales
Specialist exams that you wish to take.
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Access Sales Training & Certification | Access Pre-Sales Training & Certification | Access Technical Training & Certification | Why Certification

Access Pre-Sales
Training & Certification
Aimed at pre-sales professionals, these Enterprise Linux
courses are designed to provide in-depth • Take the Training Course ›
information to enable you to technically sell. • Take the SUSE Technical Sales Specialist certification ›
For each of these courses there is an
accompanying certification exam – the SUSE SUSE Linux Enterprise Server for SAP Applications
Technical Sales Specialist (STSS). • Take the Training Course ›
• Take the SUSE Technical Sales Specialist certification ›

Software-defined Storage
• Take the Training Course ›
• Take the SUSE Technical Sales Specialist certification ›

OpenStack Cloud
• Take the Training Course ›
• Take the SUSE Technical Sales Specialist certification ›
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Access Sales Training & Certification | Access Pre-Sales Training & Certification | Access Technical Training & Certification | Why Certification

Access Technical *Additional actions: Once you’ve received your certificate,

please email [email protected] with a scanned copy
of your certificate. Your Certified OpenStack Administrator

Training & Certification certification will be converted to a SUSE Certified

Administrator for OpenStack Cloud certification.

We have three levels of technical Enterprise Linux

certifications available: • Take the Training Course ›
• Take the SUSE Certified Administrator (SCA) in Enterprise Linux 12 (cost US$199) ›
• Take the SUSE Certified Engineer (SCE) in Enterprise Linux 12 (cost US$199) ›
• Foundational: SUSE Foundational
Assessment Software-defined Storage
• Intermediate: SUSE Certified Administrator • Take the Training Course ›
(SCA) • Take the SUSE Certified Administrator (SCA) in Enterprise Storage
• Advanced: SUSE Certified Engineer (SCE) (cost: US$149) ›

OpenStack Cloud*
The typical progression is to take the
• Take the Training Course ›
Foundational Assessment or SCA exam first.
• Take the SUSE Certified Administrator (SCA) in OpenStack Cloud (also known
The SCE exams should only be attempted as the OpenStack Foundation’s Certified OpenStack Administrator exam)
after you’ve worked with the product for a (cost: US$300) ›
while, and taken additional classroom based • Take the SUSE Certified Engineer (SCE) in OpenStack Cloud (cost: US$195) ›
training or self-service online training via the
Partner Portal. Systems Management
• Take the Training Course ›
• Take the SUSE Certified Administrator (SCA) in Systems Management (cost:
You can take the technical certification
US$149) ›
exams online via remote proctoring.
Container Management
• Take the Training Course ›
• Take the SUSE Foundational Assessment in SUSE CaaS Platform ›
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Access Sales Training & Certification | Access Pre-Sales Training & Certification | Access Technical Training & Certification | Why Certification

Why Get SUSE Certified?

1. Move up the SUSE Partner Program. Certifications, 6. Instantly apply your knowledge. Even while you are
not revenue targets, will help your company move up studying, you’ll gain knowledge that can be applied
the Partner Tiers to become a SUSE Accredited or to existing customer situations, which will increase
Solution Partner. on-the-job effectiveness and customer satisfaction.
2. Certified individuals increase opportunities and 7. Turbocharge your marketing. As a SUSE Accredited
contribute to growth. You’ll be well-armed to spot or Solution Partner, you’ll be featured on the SUSE
new or upsell opportunities to your customers. Partner Locator, and earn the right to use the SUSE
3. Establish credibility with your customers. Your Partner Program Mark to distinguish your company
customers will confidently choose you to provide from other players in the marketplace.
mission-critical computing, pain-free cloud solutions, 8. Be a speed demon and free up your time. Now that
storage for explosive data volumes, and simplified IT you’re the Linux expert, your troubleshooting will be
infrastructure management. done quickly and easily, so you’ll have more time to
4. Become your customers’ trusted expert. focus on other things, like having fun.
Troubleshoot your customers’ problems with 9. Access technical support when you need it. If you
confidence and ease. Your customers will thank you can’t fix it, you can contact us for free. As a SUSE
for minimizing downtime and disruption to their Accredited or Solution Partner, you’ll receive 30 or
business. 60 service requests per annum.
5. Prove you’re at the top of your game. You always 10. The green chameleon is cool. Enough said.
knew you had the smartest team in the business;
now you can prove it to everyone else.

Join a community of over 22,000 professionals who already understand the value of certification. Access free
online training and certification exams for SUSE Sales Specialist, SUSE Certified Administrator or SUSE Certified
Engineer at partner.suse.com.
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

How to Download SUSE Software for

Demo or Not-for-Resale Purposes
You can easily download SUSE software from the SUSE Partner
Portal. Just follow these easy steps:

1. From the Portal, choose SUSE Registration Codes.

2. This will take you to the Subscriber Portal where you will be
able to Download Software and Request Software
Registration Codes.

3. The codes generated are version agnostic.

4. Your subscription will now appear in your SUSE Customer

Center dashboard.

You can access free support for your software downloads as

an Accredited or Solution Partner or you can also purchase
discounted service request packs.
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Rules of Engagement | Enhanced Deal Reg Rules | Exclusions

Profit Linux and System Management Solution

areas for Solution Partners
• In cases of a Special Pricing Request (SPR),
where the end user price has been
significantly discounted as agreed with

from Deal • The rebate amount is calculated net of any

royalty payments due to be paid by SUSE to
SUSE, SUSE will subsequently advise of the
Deal Registration eligibility

Registration
our business partners. An exception is when
SUSE Linux Enterprise Server for SAP • License compliance/audit deals are excluded
Applications is sold. SAP royalties will not be and ineligible for deal registration
deducted from the purchase amount before
Accredited and Solution partners the rebate calculations are done • Deal Registrations must be claimed within 60
stand to profit from deal days from the order transaction booking date
• Minimum software purchase is $5,000
registration. (based on the values for the first year, net to • If the deal continues to meet all the rules,
SUSE) Partners can expect to receive the rebate
Here’s what you need to know payment sixty (60) days after the end of the
about the rules of engagement for • New deals must have an expected close date month in which the relevant transaction has
standard and enhanced deal of 15 or more calendar days beyond the closed and satisfactory proof of sales was
registration: submission date submitted by authorized partner

• Request for Proposal (RFP) and other bid • Partners need to log in to the SUSE Partner
• Deal Registration applies to new
requests are excluded and ineligible for Deal Portal to update the deal as won, populate
subscriptions only
Registration until the bid is awarded the win reason and upload the required POS
document such as an Electronic License
• Only sales that have been successfully closed
• Registered deals expire 180 days after the Delivery (ELD) document or purchase order
after been accepted as registered deals will
approval date from customer or distribution (pricing
be eligible
information may be redacted)
• Partners may apply for an extension subject
• SUSE assumes that the partner that registers
to approval which will renew the opportunity • All deal registrations go through an active
the deal also transacts the deal with the end
for a further 180 days approval process before the deal registration
customer
is confirmed; accepted with amendments; or
• Only one partner may register a single rejected
• Standard deal registration offers a 10%
opportunity. In the case of duplicate deals,
rebate across Enterprise Linux, Storage,
the rebate offer will be awarded to the first • Approval SLA – we will take best efforts to
Cloud, and System Management solution
partner who meets the approval criteria first respond to you within 72 business hours
areas for Accredited Partners; and Enterprise
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Rules of Engagement | Enhanced Deal Reg Rules | Exclusions

Profit from
Deal Registration
In addition, Enhanced Deal Registration is also
subject to these rules:

• Enhanced deal registration of 30% rebate is available to Solution

Partners for Storage Cloud and Container Management solution
areas, provided that the partner has achieved the certifications
required for the respective solution set

• Enhanced deal registration percentage amounts are applied to

the first US $100k per customer, for each solution area

• Enhanced deal registration is only applicable against the first 12

months of a new multi-year subscription
 Welcome | Partner Program | Get Enabled | Training & Certification | Demo & NFR Software | Deal Registration | Contact SUSE

Rules of Engagement | Enhanced Deal Reg Rules | Exclusions

Profit from
Deal Registration
Exclusions:

• Renewals

• All services

• Consulting and training services

• Selected products

• License compliance, audit transactions, OEM / Royalty price lists

• Deal registration is not available in some countries – please

contact your Partner Team to check if your country is eligible

• Multi-year-deals – deal registration will be paid on the first year

maintenance or first year subscription only

Register a deal ›
Contact SUSE
Need help finding something in the Portal
or have problems with your login?
Contact our friendly Partner Helpdesk:

Americas
Email: [email protected]

Europe, Middle East and Africa

Email: [email protected]

Asia Pacific
Email: [email protected]

Deal Registration
Email: [email protected]

Talk to a Partner Executive in your region ›