When it comes to operating systems, you still compete Microsoft?
There are application based which are appropriate to the different platforms. The whole industry has moved — it is less of a dog - cat kind of situation to a more mature and cooperative situation. And finally it is the best tool for a customer's business needs. For a Windows environment , the customer might virtualize on SUSE Linux or he might run Hyper V on applications appropriate with Linux. A strong Microsoft customer can have certain applications more suitable as Linux based than Windows based. That is the reason Microsoft has the option of selling through Linux ecosystem.
What about association with vendors like SAP, Oracle, HP, Dell - to name a few in the technology space?
SAP's development for any UNIX or Linux platform purely on SUSE. SAP HANA — the in-memory database platform is again 100% based SUSE. We have a specialized version of SUSE Linux — which is specific for SAP applications that include high availability, additional performance and integrated support model. With HANA, we have relationship with all hardware vendors including HP and Fujitsu. We do work with Oracle too. We have relationship with HP Proliant servers - Generation 8 which includes embedded SUSE technology for the initial start up system. We work with Dell especially on Open Stack project. Like SUSE Linux based on the basic Linux project, we have SUSE cloud on Open Stack project. With the open source components, we make a stable platform by adding extra bits and pieces and for these projects we work with Dell. We are in good discussion with Cisco around UCS and Open Stack.
The Attachmate Group has four business units - Novell, Suse, NetIQ and Attachmate. What is the 'go-to-market' for India?
In North America and Europe, there are separate business units with an entire management chain from sales and pre sales engineering to senior management just for SUSE, Novell and so on. But in APAC, we have a combined management structure as we go in operational parts then we specialize in particular areas. We still take advantage to showcase all different products and tie them together at joint events. Essentially our business is more to focus on the individual units rather than cross selling. We cater to all segments right from the small companies with one or two servers to big organizations with hundreds of server. The main offerings include SUSE Linux enterprise, server and desktop. We have POS version which is quite popular in India.
But does cross selling different solutions across portfolio makes business sense in a large complex project?
Sign up for CIO Asia eNewsletters.