1. IBM Cloud Pak for Business Automation
OpenShift Container Platform Vs.
Other Kubernetes Platform
Ecosystem Engineering/ GSI Lab â Automation Squad
February 2023
3. Four Adoption Patterns Application Development
& Line of Business
Infrastructure &
Ops Teams
Container Platform
âRun and manage
containers betterâ
Cloud-native Apps
âBuild new apps quicklyâ
Hybrid Cloud
âBuild and run
infrastructure efficientlyâ
Business Innovation
âTransform the way
to run businessâ
OpenShift
Opportunity
4. RED HAT CONFIDENTIAL
OpenShift offers the broadest set of hybrid cloud services
4
Amazon Red Hat
OpenShift
Azure Red Hat
OpenShift
Red Hat
OpenShift on
IBM Cloud
On-premises
Red Hat OpenShift
Red Hat Managed OCP Customer
Managed
Developer Efficiency Business Productivity Enterprise Ready
Red Hat
OpenShift
Dedicated
Joint offerings with Cloud Provider
Offered as a Native Console offering on equal parity with cloud provider
Kubernetes service
or
OCP Customer Managed
OpenShift
Container
Platform
5. Building a Platform is not YOUR business focus
Compute
â xKS Services are Kubernetes Cloud lock-in
â 10-20+ individual services needed to make a platform
â Customer must do integrations and maintenance
â All non-xKS Services priced differently
â All non-xKS Services supported individually
Storage Network
Logging Registry Security
Monitoring xKS Service
CI/CD
Automation
DNS Authentication
Service Mesh App-Services DB-Services
Additional costs
and
integrations
OpenShift allows your
technology teams to focus
on building business value,
not focusing on building
technology platforms
xKS services are NOT free,
and not simple
5
6. Customer Actions
RH Managed Services xKS
Platform Issue Auto-heal / Open Support
Ticket
Search forums
CI/CD S2I, Jenkins, Imagestreams
built in
Add provider service and
configure
Logging EFK Stack (OSD) / Azure
Monitor (ARO)
Add provider service and
configure
Metrics/Monitoring Prometheus and Grafana /
Azure Monitor (ARO)
Add provider service and
configure
Updates Red Hat Managed Mix of auto and manual
Upgrades Red Hat Managed Mix of auto and manual
7. Total Cost of Ownership
Support and Operations
Red Hat Core OS
Kubernetes
OpenShift Cluster Services
Networking :: Router :: OLM
Registry
Service
Mesh
Logging
Monitoring
CI/CD
Metrics
Dev
Tools
$xxxx
$xxx
Included
Included
OpenShift Dedicated xKS
$xxxxx $xxxxxx
Additional
costs and
config
Custom OS
Kubernetes
Support and Operations
Registry Logging CI/CD
Metrics
Monitoring
Service
Mesh
Dev
Tools
Kubernetes Cluster Services
Basic Networking :: Ingress
$xxx
$xxx
$xxxx
$xxx
10. Objection handling
Client Persona: IT Operations Leader, Enterprise Architect, Application Developer
âOCP is expensive, and I can use Kubernetes/Rancher to build a DIY
platform instead. Why should I choose OpenShift when Kubernetes is free?â
Questions to ask:
âą How do you combine all open-source projects, components,
processes and updates, while ensuring that your supply chain is secure?
âą Does open source provide you with SLAs and ability to open support cases?
Counter with:
âą There is more to the total cost of Kubernetes than the free version.
You must combine all open-source projects, components, and processes.
âą OpenShift provides not just the base Kubernetes infrastructure,
but a complete application development platform that includes
developer tooling, service mesh, CI/CD tooling, etc.
Validate:
âą Share this executive summary with highlights from the IDC study of existing OpenShift clients, which include
a five-year ROI of 636% and 20% higher DevOps and development team productivity
11. Objection handling
Client Persona: CIO, CFO, Application Leader, Enterprise Architect, Application Developer
âI donât need all the added features or functionality of OpenShiftâ
Questions to ask:
âą Have you made decisions as to how to stitch together additional components
that make sure you can operationalize your Kubernetes environment?
âą How much time does your team spend on making sure these services work
as an integrated bundle? Do you depend on third party ISV solutions
embedded in your product and are they supported on your platform?
âą How do you avoid lock-in with a cloud provider offering,
and ensure portability or risk mitigation?
Counter with:
âą Do you believe that the additional services needed can be provided by the cloud provider?
âą Did you know that OpenShift is integrated with all the major cloud providers
and is offered as a managed service to reduce your operational burden?
Validate:
âą OpenShift is much more than just xKS. Red Hat OpenShift is a leading enterprise Kubernetes platform,
and it allows the client to mitigate risk because it is available on any public cloud, on premise, or at the edge.
12. Objection handling
Client Persona: IT Leaders, Enterprise Architect, Application Leader, Application Developer
âOpenShift is complex, we do not have the skills to support OpenShift,
and I do not want to manage this platform. OpenShift locks me into Red Hat.â
Questions to ask:
âą How do you combine all open source projects, components,
processes and updates, while ensuring that your supply chain is secure?
âą Does open source provide you with SLAs and ability to open support cases?
Counter with:
âą You are not locked into a Red Hat stack. You can use the technologies that you need.
âą You can leverage one of our managed service offerings: Red Hat OpenShift Dedicated
managed by Red Hat, Red Hat OpenShift on IBM Cloud (jointly managed & supported
with IBM), Red Hat OpenShift Service on AWS (jointly managed & supported with AWS),
and Azure Red Hat OpenShift (jointly engineered, managed & supported with Microsoft).
Validate:
âą Offer to get the client started with a deep dive to discuss an MVP or PoC. Alternatively, suggest that they could get started
on their own with three available trial options. - a. Developer Sandbox, b. Managed services, or c. Self-managed.
13. Kubernetes vs. OpenShift
Container infrastructure and management
Kubernetes OKD OpenShift
Multi-host container scheduling â â â
Self-service provisioning â â â
Service discovery â â â
Enterprise Linux operating system â
Image registry â â
Validated storage plugins â â
Networking and validated networking plugins â â
Log aggregation and monitoring â â
Multi-tenancy â â
Metering and chargeback â
14. Kubernetes vs. OpenShift
Developer experience
Kubernetes OKD* OpenShift
Automated image builds
No
developer
or
application
services
â â
CI/CD workflows and pipelines â â
Certified application services â
Certified middleware â
Certified databases â
200+ certified ISV solutions â
15. Kubernetes vs. OpenShift
Enterprise Support and community
Kubernetes OKD* OpenShift
Community forums and resources â â â
Zero downtime patching and upgrades â
Enterprise 24/7 support â
9-year support lifecycle â
Security response team â
16. Red Hat OpenShift Differentiators
DIY
Traditional Software Vendors
Public Cloud Kubernetes Services
âą Integrated platform
âą Enterprise support
âą Deep expertise
âą Mature platform
âą Multicloud options
âą Integrated, managed
& supported platform
17. Differentiators
âąA consistent, trusted, and proven platform
âąComprehensive platform that supports the entire application life cycle at scale
âąAdvanced security and compliance
âąEnd-to-end management and observability
Cluster data management and cloud-native data services
Simplify software deployment with a certified partner ecosystem
Superior support
Joint, cloud-native solutions with leading cloud providers
Expert consulting services
Future-ready and flexible for the client's needs today and tomorrow
18. More insight into major
competitors
Amazon
Amazon Red Hat Differentiator
Strengths:
âą Leader in the Cloud market with many services options
âą Quick & easy to get started with Kubernetes
âą Pay as you go model for everything
Weaknesses:
âą Clients are responsible for all integration,
security, and uptime of applications. AWS only provides
infrastructure; the rest is up to the customer. EKS is not a
fully managed service.
âą Complexity of choices and lack
of integration slows down progress
âą Limited developer tooling
âą Provides a fully managed service through OpenShift
Dedicated integrated into Amazon Console (announced
April 2020)
âą Integrates all required technologies
for Kubernetes into a single platform
bringing simplicity and speed to market
âą Leads the Kubernetes market in the breadth of
developer tooling, processes, and automation
Notas do Editor
This slide shows the three editions of self-managed OpenShift. From left to right, the first is OpenShift Kubernetes Engine (OKE), which caters to the foundational Kubernetes infrastructure needs of an enterprise. OKE is the foundational enterprise Kubernetes offering that runs anywhere. It is powered by core Kubernetes functionality with Red Hat Enterprise Linux (RHEL) CoreOS immutable architecture. OKE forms the core instance of OpenShift. It is focused on installation of Kubernetes and RHEL CoreOS as the foundation to deploy containers. OKE offers OpenShift automated installation experience and caters to the needs of Day 2 operations. OpenShift Kubernetes Engine serves as an introduction to the OpenShift experience without the headache of doing it yourself (DIY) or xKS. However, client need to keep in mind that for application development and platform services or multi-cluster management, Red Hat OpenShift Container Platform (RHOCP) or Red Hat OpenShift Platform Plus (RHOPP) are the best options.
Red Hat Enterprise Linux at the Foundation:
Full installation integration with Kubernetes, with a foundation of immutable infrastructure.
Linux namespaces, SELinux, CGroups, and Secure Computing Mode to isolate and protect containers
Built with certified Kubernetes:
Fully compliant upstream Kubernetes, with enterprise lifecycle support and fully integrated enhancements
Automated installation on hybrid cloud infrastructures:
Operator model maintains immutable and fully automated installation and updates
Core Cluster services deployed using operators
Moving right is OpenShift Container Platform (OCP), which is often just simply referred to as OCP. It is the complete platform for containerized application deployment. In addition to the capabilities found in OpenShift Kubernetes Engine, OCP offers expanded platform services (service mesh, serverless, pipelines, GitOps), full developer console and services, and excels with its enhanced application and data services.
Delivering the full capabilities of OpenShift:
Kubernetes foundation of OKE with a broad set of added advanced (platform, application, data, and developer) services
Enhancing the user experience for managing and deploying containers:
Advanced cluster and network management tools
Extending the experience to developers:
Developer console designed to integrate with how developers deploy code (Developer CLI, CodeReady workspaces, CodeReady containers, etc.)
Finally, OpenShift Platform Plus, which serves as the complete platform for deploying, managing, and protecting applications across hybrid cloud deployments. Once again, the features listed are in addition to everything already found in OpenShift Kubernetes Engine and OpenShift Container Platform.
Complete hybrid cloud foundation:
Consistent user experience, management, and security across hybrid infrastructure, with comprehensive tools for cloud-native application development
Including critical multi-cluster management tools:
Red Hat Advanced Cluster Management for Kubernetes, with centrally set policies and automated application deployments using placement policies
Injecting security from day-one:
Red Hat Advanced Cluster Security for Kubernetes (formerly StackRox) for Kubernetes-native workload protection and cloud security posture management
Maintain and enforce a âzero-trust executionâ approach to workload protection
Acronyms:
OKE: OpenShift Kubernetes Engine
RHACM: Red Hat Advanced Cluster Management
RHACS: Red Hat Advanced Cluster Security
RHEL: Red Hat Enterprise Linux
DIY: do it yourself
SELinux: Security-Enhanced Linux, a security architecture for Linux systems that allows administrators to have more control over who can access the system
xKS: the generic term for a cloud-native Kubernetes service managed by a provider. Popular xKS services include:
IBM Cloud Kubernetes Service
Amazon Elastic Kubernetes Service
Microsoft Azure Kubernetes Service
Google Kubernetes Engine
The key to finding the target buyer can be found by listening to what a client is trying to accomplish. This self-explanatory slide shows the four key areas where Red Hat OpenShift aligns with client initiatives or business needs and objectives. Clients may fall into more than one container adoption pattern, offering more opportunity to adopt Red Hat products across the portfolio.
Source:
Red Hat Partner Training Portal: Selling Red Hat OpenShift
OpenShift portfolio
OpenShift on the 4 major clouds as a managed offering; 3 of the solutions are joint offerings.
Amazon Red Hat OpenShift
Azure Red Hat OpenShift
Red Hat OpenShift on IBM Cloud
Red Hat OpenShift Dedication on AWS or Google Cloud
OpenShift Container Platform
The OpenShift portfolio provides:
Broadest set of choices for customers to realize their hybrid cloud vision
Commitment to customers for open hybrid cloud
Multiple routes to market - both thru cloud provider and Red Hat
OpenShift everywhere
To provide consistency of the offerings:
Red Hat is the only provider managing the services
Red Hat is developing and delivering the software
And Red Hat has one support team across all the offerings
Accelerates cross learning
Provide Same experience everywhere
xKS Services are NOT free, and not Simple
Consider the costs to purchase, manage, update, secure and integrate each of these separate services yourself
Managed OpenShift manages each of these services for the customer. Ensuring they are integrated, up to date, covered by the latest security patch, etc.
This takes a tremendous amount of effort OFF the customerâs plate to give them time to focus on their business and building innovative applications.
View of what Red Hat Manages for you vs what you would have to do on your own on another Kube Service. OpenShift provides these options out of the box - Those are separate services that you must find, manage and keep up to date on your own with xKS.
CICD
AWS CodeBuild
Azure Pipelines
Logging
AWS CloudWatch
Azure Monitor
New TCO with updated pricing - our total cost decreased from ~$71,000 to ~$44,000 and therefore making our TCO significantly lower than other Kube Services.
Clients often present reasons why they cannot buy a solution. Here are a few objections that may come up related to Red Hat OpenShift and some information sellers can leverage when responding to the objections. Details are self-explanatory in this slide.
Acronyms:
CI/CD: Continuous Integration/Continuous Delivery
DIY: do it yourself
IDC: International Data Corporation
IT: Information Technology
ROI: Return on Investment
SLA: Service Level Agreement
Source:
IDC executive summary on the business value of Red Hat OpenShift https://www.redhat.com/en/resources/idc-infographic-business-value-of-openshift
Here is the abridged version of the second objection that sellers may encounter. This one is likely to come from the CIO, CFO, VP of Applications, Enterprise Architect, or even the Application Developers. This objection covers when a client says that they donât need any of the additional features or functions provided in OpenShift.
Acronyms:
CIO: Chief Information Officer
CFO: Chief Financial Officer
ISV: Independent Software Vendor
VP: Vice President
xKS: the generic term for a cloud-native Kubernetes service managed by a provider. Current xKS services include:
IBM Cloud Kubernetes Service
Amazon Elastic Kubernetes Service
Microsoft Azure Kubernetes Service
Google Kubernetes Engine
A seller is likely to hear the objection presented on this slide from IT Leaders, Enterprise Architects, Application Leaders, or Application Developers. In todayâs climate, the lack of available skills is a very real concern, and that problem will likely create a bigger doubt in the minds of clients, about whether OpenShift will lock them in.
When it comes to OpenShift (and hence the associated skills), clients need to realize that it is much more than just the base infrastructure. It is a complete application development platform that includes developer tooling, service mesh, continuous integration / continuous delivery (CI/CD )tooling, and so much more. Offer to get the client started with a deep dive to discuss putting together a Minimally Viable Product (MVP) or a proof of concept (PoC). If the client would like to see for themselves if the skills would be worth the investment, suggest that they get started on their own with three available trial options, where they can choose from a developer sandbox, managed services. or a self-managed option.
This slide includes a few questions on how to understand a clientâs thought process better, or things that they should think about.
Acronyms:
AWS: Amazon Web Services
CI/CD: Continuous Integration/Continuous Delivery
MVP: minimal viable product
PoC: proof of concept
SLA: Service Level Agreement
Source:
Try Red Hat OpenShift https://www.redhat.com/en/technologies/cloud-computing/openshift/try-it
This self-explanatory slide compares the features of Kubernetes, OKD, and OpenShift in terms of container infrastructure and management and requires no speaker notes.
Acronym:
OKD: the open source project formerly known as OpenShift Origin. This is the original community distribution of Kubernetes that powers Red Hat OpenShift.
Source:
Red Hat OpenShift: Innovation without limitation
This self-explanatory slide compares Kubernetes, OKD, and OpenShift in terms of developer experience and requires no speaker notes.
Acronym:
OKD: the open source project formerly known as OpenShift Origin. This is the original community distribution of Kubernetes that powers Red Hat OpenShift.
Source:
Red Hat OpenShift: Innovation without limitation
This self-explanatory slide compares Kubernetes, OKD, and OpenShift in terms of enterprise support and community and requires no speaker notes.
Acronym:
OKD: the open source project formerly known as OpenShift Origin. This is the original community distribution of Kubernetes that powers Red Hat OpenShift.
Source:
Red Hat OpenShift: Innovation without limitation
This slide discusses how Red Hat OpenShift is distinguished from competitors in each of the three categories.
Do-it-yourself (DIY):
Integrated platform: OpenShift has streamlined developer workflows and is tested with dozens of popular technologies, saving clients from this work
Enterprise support: DIY platforms do not have commercial support
Traditional software vendors:
Deep expertise, mature platform: Red Hat OpenShift has offered enterprise Kubernetes since 2015, while competitors did not standardize on Kubernetes until 2017. Vmware (now being acquired by Broadcom) only launched Kubernetes in 2020.
Public Cloud Kubernetes Services:
Multicloud options: Public clouds will not support other public clouds in addition to on premises. For example, AWS does not support Microsoft Azure.
Integrated, managed & supported platform: OpenShift provides clients with all required components for Kubernetes. Both control plane and worker nodes are supported.
Acronyms:
AWS: Amazon Web Services
DIY: do it yourself
Source:
Red Hat Partner Training Portal: Selling Red Hat OpenShift
This slide provides a summary of key competitive differentiators that put Red Hat OpenShift ahead of the competition. Like a few other slides prior to this, the content on this slide (and the speaker notes), are consistent with Red Hatâs Messaging Guide for OpenShift, last updated in March 2022.
A consistent, trusted, and proven platform: Red Hat OpenShift delivers consistency to improve usability and reduce friction when deploying applications and data across infrastructures, and has been tested for scale and performance. Thousands of clients across industries trust Red Hat OpenShift to help them drive digital transformation initiatives at scale.
Comprehensive platform that supports the entire application life cycle at scale: The Red Hat OpenShift platform includes the components developers need to build, test, and deploy applications while giving operations teams an enterprise-ready Kubernetes platform for workload management and operations. Red Hat provides access to the capabilities clients need out-of-the-box, or they can continue to use the tools that have already been established within the organization and integrate those with Red Hat OpenShift.
Advanced security and compliance: Red Hat OpenShift is pre-hardened to give a secure foundation. Core security capabilitiesâsuch as access controls, networking, and enterprise registry with built-in scannerâcome standard with Red Hat OpenShift. Additional security capabilities, such as runtime threat detection, full life cycle vulnerability management, and risk profiling are available for enterprises with advanced security or compliance requirements.
End-to-end management and observability: Red Hat OpenShift â alongside Red Hat Advanced Cluster Management for Kubernetes â lets clients manage their entire application lifecycle and deploy applications on specific clusters based on labels. It also provides a single view to observe and manage all of a clientâs OpenShift and non-OpenShift Kubernetes clusters. It lets them distribute policies at scale across clusters based on labels and automates violation remediation.
Cluster data management and cloud-native data services: Red Hat OpenShift â alongside Red Hat Open Data Foundation â supports performance at scale for data-intensive workloads. Advanced data service capabilities provide persistent storage for all applications, and cluster services that work with existing on-premises storage or cloud storage services.
Simplify software deployment with a certified partner ecosystem: Clients can build, deploy, manage, and secure applications on Red Hat OpenShift with OpenShift-certified Kubernetes operators and Helm charts. It can also be further extended with clientsâ preferred tool sets from both Red Hat and a growing list of certified operators from hundreds of independent software vendor (ISV) partners on Red Hat Marketplace.
Superior support: OpenShift is fully supported by Red Hat and dedicated engineering teams all the way from the operating system to the individual developer tools. As a leader in open source software, Red Hat advocates for clients and contributes new ideas upstream and packages the innovation of the open source community into a hardened enterprise platform, OpenShift. Every client is supported by a highly collaborative team of trusted advisors and talented site reliability engineers (SREs).
Joint, cloud-native solutions with leading cloud providers: For clients who prefer their application platform and ongoing operations to be managed for them, Red Hat OpenShift cloud services provides fully-managed solutions on Amazon Web Services (AWS), Microsoft Azure, Google Cloud, and IBM. With joint, cloud-native AWS and Microsoft products, clients receive expert management from both the Red Hat SRE and the cloud provider. This is provided with integrated support and cloud tools, in one bill, with access to cloud spend programs.
Expert consulting services: Clients can get help modernizing, migrating, and developing applications with expert services, detailed guidance, and practical tools that incorporate culture, process, and technology.
Future-ready and flexible for client needs today and tomorrow: Red Hat OpenShift gives organizations the flexibility to confidently run and manage workloads with consistency in the cloud and meet their security, compliance, and data residency requirements without worrying about managing the underlying Kubernetes infrastructure components. At the same time, organizations that need to deploy on-premise, in hybrid public cloud, or in edge environments can use Red Hat OpenShift to simplify deployment and management of a hybrid infrastructure. Whether clients want a self-managed or fully managed service running on-premises or in cloud and hybrid environments, OpenShift is ready to address their needs for today and tomorrow.
Acronyms:
AWS: Amazon Web Services
ISV: Independent Software Vendor
OS: Operating System
SRE: Site Reliability Engineer
Source:
Messaging Guide: Red Hat OpenShift, Mar. 2022
This self-explanatory slide describes more insights into the major competitor Amazon and requires no additional speaker notes.
Acronyms:
AWS: Amazon Web Services
EKS: Amazon Elastic Kubernetes Service
Source:
Red Hat Partner Training Portal: Selling Red Hat OpenShift