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PlateSpin® Recon for Assessmentsa Guide to Upselling Products and Services

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of the Logo from all other elements.The height of the "N" is themeasurement for the minimumclear-space requirements aroundthe Logo. This space is flat andunpatterned, free of other designelements and clear from the edgeof the page.

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http://www.novell.com

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PlateSpin Recon for Assessments

Table of Contents: 2 . . . . A Guide to Upselling Products and Services

2 . . . . Virtualization Assessments: A Historical Perspective

2. . . . . The Current Virtualization Landscape

4 . . . . The Virtualization Maturity Model

6. . . . . PlateSpin Recon for Assessments

6. . . . . PlateSpin Recon for Assessments Engagements and the Virtualization Maturity Model

7. . . . . Novell Upsell and the Virtualization Maturity Model

8. . . . . Customer Roles: The Virtualization Team

8. . . . . PlateSpin Recon for Assessments Use Cases

9. . . . . Upsell Scenarios by Use Case

14 . . . . Conclusions and Probing Questions

15 . . . . For More Information

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This document is intended to provide Novell® partners and consultants with an understand-ing of how to position PlateSpin® Recon for Assessments with their end customers in order to create new service offerings, drive new services revenue, extend their customer relationships, and add more value and differentiation from their competitors.

The document is designed primarily to teach a consultative approach to using and lever-aging Recon for Assessments. It provides guidance on an effective dialog between the consultant and the client to drive more services, increase services revenue and upsell additional Novell products—not just directly from Recon for Assessments, but also as an offshoot from these value-added service offerings and extensions.

Virtualization Assessments: A Historical PerspectiveIn 2005, PlateSpin (acquired by Novell in 2008) recognized a growing need to inven-tory, profile and analyze workloads in order to plan a server virtualization and consolidation initiative. Best practices dictated that the key success factors to virtualization initiatives—completing the project on time, minimizing business disruption, maintaining workload performance, etc.—depended on having quantifiable data to support both strategic decisions like “scale up” versus “scale out”

deployments, and operational decisions like how much hardware (processing power, memory and storage) to purchase. PlateSpin released PowerRecon to address the need in the market for products to execute these best practices. And while PowerRecon became PlateSpin Recon in 2008, it is important to recognize that these same best practices for server consolidation have not changed.

The Current Virtualization Landscape What has changed is the penetration and adoption of virtualization technology. Today, most large and mid-tier enterprises are well along the path to virtualization. At its Decem-ber 2009 Data Center Conference, Gartner Group stated that as of August 2009, some 19 percent of all x86 workloads were running in virtual machines, and that the Global 500 was leading the way with approximately 25 percent of its x86 workloads virtualized. By 2012, overall adoption will approach 50 percent, with about 58 million virtual machines deployed.

This tremendous growth in virtualization adoption has happened in a relatively short period of time. Forrester finds that many organizations, well over 50 percent of those surveyed, have been using virtualization for two years or less.

A Guide to Upselling Products and Services

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PlateSpin Recon for Assessments www.novell.com

This rapid adoption means that companies are deploying virtualization technologies for more than just a simple server consolidation initiative. Companies are growing their virtual infrastructures and performing iterative rounds of consolidation planning and virtualization. These companies are helped along by enhancements in both server hardware and virtualization software, that allow increasingly complex workloads to run, and run well, in a virtual environment.

As a result, each round of consolidation is more complex than before. Consolidation ratios are increasing as IT managers work hard to maximize resource utilization in the face of capex budget cuts. Workloads once thought to require discrete physical servers are now being virtualized, and application vendors that restricted support to physical servers are extending support to their products running in virtual machines as well. Novell itself is leading the way in pioneering soft-ware distribution through virtual appliances.

Assess Your Infrastructure Virtualization Maturity, Forrester Research, Inc., July 10, 2009


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These stages are a continuum. Organizations progress from stage one through to stage four as their virtual infrastructure grows. That growth can be measured in many ways: in the raw size (the numbers of virtual hosts and virtual machines), in the importance to the business of the workloads being virtu-alized, in the complexity of the infrastructure, and in the virtualization management technologies deployed.

In addition to qualitative descriptors of activities at each stage, Forrester also provides quantitative metrics around target consolidation levels for each stage. The four stages in the virtualization maturity model are closely aligned with the adoption of methodologies such as ITIL, and generally result in higher consolidation ratios (or virtual machine densities) as organizations make use of more advanced technologies to man-age their virtual infrastructure and capacity.

The Virtualization Maturity ModelAs we’ve seen, not all organizations have been using virtualization for the same amount of time. And not all organizations have deployed virtualization technologies to the same breadth and depth. Forrester’s four-stage Infrastructure Virtualization Maturity Assessment provides a helpful framework to determine an organization’s progress along the virtualization maturity curve. The four stages are as follows:

Stage 1: Acclimation Stage 2: Strategic consolidation

• Get comfortable with it as a concept and tool • Deploy for test/dev • Deploy for non-business-critical DR • Some production deployments—but tactical • No change to operations processes • Limited virtualization tool deployments

• Comfortable with it concept, use, maturity, stability • Shift mindset from server to virtual server • Spread production deployments widely • Begin deployment for some business-critical DR • Painfully transition from server sprawl to virtual server life-cycle management

• Experimenting with VMotion and Distributed Resource Scheduler (DRS)

Stage 3: Process Improvement Stage 4: Pooling and automation

• Using VMotion, starting to trust DRS • Can utilization rates be increased? • Deploy for business-critical DR • Begin bifurcating applications between priority and

nonpriority• Developing new operational efficiencies • Process improvement spreading/butting up against network, storage, security, development

• Trust DRS • Implementing production policies for automation • Some mission-critical DR deploys • Pooling and internal cloud development• Chargeback/utility tracking • SLA and QoS focus


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As we saw earlier, there are very few organi-zations left in stage one, Acclimation. Most organizations, even those with significant virtualization experience, now find themselves in stage two, Consolidation. However, the move to stages three and four is on, and Novell products, combined with partner ser vices driven from an understanding of these stages, are uniquely positioned to help customers get on the fast track to these later stages. Organizations in stages three and

four see increased return on the investments they’ve made in virtualization software (including the infrastructure management software as well as the base hypervisors), and increased utilization and reduced spending on their hardware purchases. This means faster time-to-value for the end customer and a differentiated trusted advisor role for the consultant, both of which are increasingly important in what many see as commodity markets.



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PlateSpin Recon for AssessmentsNovell introduced PlateSpin Recon for Assessments in 2009 to provide a broad-based assessment tool for authorized Novell partners. The program is not available to end users directly. Based on the PlateSpin Recon product, the program gives Novell partners a free, not-for-resale license to powerful monitoring, analysis, planning and reporting features for an assessment of a customer IT environment. The license is valid for 45 days, but is unlimited in terms of the number of workloads, servers, CPUs, cores and sockets. PlateSpin Recon for Assessments works across physical, virtual, and private cloud infrastructures, and supports all popular x86-based hypervisors and operating systems.

PlateSpin Recon for Assessments launched with a complete package of materials for two types of assessments: consolidation planning, and virtual capacity management. For each assessment type, Recon for Assessments includes specialized report templates, a guide to performing the assessment, and customiz-able presentations and report documents for presenting the assessment results and recommendations to the customer.

Consolidation Planning

The consolidation planning assessment meets the needs of customers who are in the initial stages of virtualization adoption, and are looking to plan their virtual infrastructure and size it appropriately for their test and development and other non-business-critical applications. Consolidation planning assess-ments are also appropriate for customers who already have an established virtual infrastruc-ture, and are broadening the scope of that

initial virtualization environment by migrating additional business applications into it.

Virtual Capacity Management

Because the footprint of virtualization is rapidly increasing across data centers, Novell has added functionality to PlateSpin Recon to move beyond the server consolida-tion use case. A virtual capacity management assessment, or “health check,” addresses the need for management information, processes and systems to operate and support the growing virtual environment. For many Novell partners, virtualization health checks—deliv-ering reporting, capacity, and performance management and planning for the virtual environment—represent a new service offering. This is a natural progression from executing one-time server consolidation projects, and it elevates the customer conversation from tactical deployment into strategic management.

PlateSpin Recon for Assessments Engagements and the Virtualization Maturity ModelPlateSpin Recon for Assessments can be deployed for different assessment types, delivering different reports and recommen-dations, at each stage of the virtualization maturity model. One of the primary benefits of using Recon for Assessments is its scalability and flexibility, which allows a consultant to standardize on a single methodology for multiple engagements. At top right, you see a graphical mapping of the different engage-ment types that are possible with Recon for Assessments at each stage of the virtualization maturity model.

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Novell Upsell and the Virtualization Maturity ModelOnce you’ve established where a customer falls on the virtualization maturity model, and determined the appropriate engagement type, it’s time to consider the products and services upsell. This is not always the same; different stages of maturity require different products.


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At the Acclimation stage, a customer with little or no virtual infrastructure would require a server consolidation assessment, and would use project-based editions of PlateSpin Recon and PlateSpin Migrate to handle this limited engagement opportunity.

At the Strategic Consolidation stage, the server consolidation and health check assessments lead to using PlateSpin Migrate to perform larger numbers of migrations faster, safer, and more efficiently, and using PlateSpin Recon Enterprise on an ongoing basis for planning and analysis.

At the Process Improvement stage, the virtual infrastructure has progressed to a size and state where PlateSpin Recon Enterprise is needed to provide management reports and to find additional capacity on a regular basis. Excess capacity within this larger virtual infrastructure can be repurposed to back up physical servers with PlateSpin Protect.

Finally, customers at the Pooling and Auto-mation stage will be able to take advantage of real-time status monitoring of what has become a mission-critical infrastructure, complete with automated self-serve provi-sioning and integrated charge-back facilities.

Customer Roles: The Virtualization TeamThe virtualization team within an IT organi-zation typically spends its time performing three main day-to-day tasks:

Creating new virtual machines for business users

Planning and performing additional migrations of the remaining physical workloads

Day-to-day maintenance and administration of the virtual environment

Note that typically, optimization of the virtual environment is not their responsibility! Shocking as that appears, these folks are understaffed and simply don’t have the time for anything beyond the current tasks at hand. This means that generally speaking, they will not assume the responsibility to implement more solutions to manage and maintain. In fact, optimization often isn’t anyone’s responsibility.

What they are responsible for is finding homes for the new virtual machines and migrated physical servers. So rather than talking about virtual infrastructure optimization at the data center level, it’s important to position this message at the level of the virtualization team audience. In this context, with restrictions on capex purchases of new server hardware, it’s all about making better use of the infra-structure they have for the task at hand, not a broad data center-wide initiative.

This is both an opportunity and also a problem.

PlateSpin Recon for Assessments will enable you to differentiate your business and drive additional revenue from your services with these IT managers.

Let’s talk about how to get started!

PlateSpin Recon for Assessments Use CasesFor the purpose of this document the primary Recon for Assessments use cases are server consolidation and health checks, but there are several new assessment types on the horizon. Overall, the Recon for Assessments program provides consul-tants many new opportunities to use and leverage new data streams to drive new service offerings.

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As a consultant, you’ll need to make a deci-sion right up front on the kind of engagement approach and relationship you want to have with each client:

A. Separate install per individual assessment—Use the software on a periodic engagement basis (quarterly, semi-annually, etc.). With each new assessment (or assessment type), you have to prove that you can provide added value, sell the assessment and the recommendations, and then reinstall Recon for Assessments for each new subsequent engagement.

B. A small permanent installation that grows with the virtual infrastructure—This enables you to set up reports for the customer’s IT management team that prepares them to manage the infrastructure as it grows over time. The team needs reporting for the environment. You can quickly show them how PlateSpin Recon can provide the required management reports against this growing environment by simply purchasing a few more cores for broader infrastructure assessment use and reporting, and by using your firm’s services to implement the new management report-ing solution. In addition, as the customer’s infrastructure grows, you have a resident PlateSpin Recon environment to continually reuse for numerous other assessment types such as hardware and software upgrades, inventory audits, conversions, migrations and more. You run new reports and propose new services.

Beyond server consolidation and health checks, let’s look at some of the other types of assessments our experienced clients and partners are offering as new services using PlateSpin Recon:

Intel* Nehalem processor migrations—Understanding the scaling benefits of physical to physical upgrade to higher-performance processors

Windows* 7 migrations—Application version discovery and system requirements planning

VDI planning—Desktop system inventory Solaris* to Linux* migrations—Application

discovery, utilization analysis and migration planning

VMware* upgrades—Upgrade older ESX* versions to vSphere*, upgrade from single- and dual-core processors to quad-cores and clusters

Upsell Scenarios by Use CaseLet’s break down each Recon for Assess-ments type and share an approach to upsell new services.

Server Consolidation Engagement

The upsell for this Recon for Assessments engagement type takes place at the proposal stage. The majority of consultants typically propose the following two Novell solutions to a client:

PlateSpin Recon Enterprise (a “manage-ment reporting” starter kit consisting of a small number of cores)

PlateSpin Migrate workload licenses

PlateSpin Recon Enterprise

As a consultant, you can set up numerous reports that provide management with valu able and timely status updates on the project, envi -ronment or service. Here are a few examples:

As you move workloads from physical to virtual, use PlateSpin Recon Enterprise to profile the new virtual machines for activity


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Run a memory report to ensure performance is stable on new virtual machines

PlateSpin Recon Enterprise is a great way to introduce the concepts and approach in creating a custom chargeback model for the customer

Before and after: You already have the utilization data from the “before” state, the physical servers. Running a 30-day application performance report after the migration, against the new virtual machines, will ensure that your design of the appli-cation was accurate, and proves that the physical to virtual migration did not introduce any performance problems. Virtualization is often blamed for performance issues on newly migrated workloads, and it’s very difficult to prove this otherwise.

Tip: Schedule the reports to be automatically run and e-mailed weekly to the management team.

PlateSpin Recon Enterprise enables you and the IT staff’s virtualization team to com municate to both management and the application’s owners.

Take the time to learn the fantastic solution that your clients will learn to rely upon. Leveraging PlateSpin Recon provides you with a com-petitive differentiation that puts your expertise front and center with your customer’s man-agement team as you guide them through the maturity of the new environment. It enables you to automatically communicate to man-agement in business terms the status of the project, and eliminates the burden on the internal staff to exert any additional effort.

PlateSpin Migrate

There are numerous benefits to using PlateSpin Migrate for the server migration component of the project. One of the primary and most significant reasons for the suc-cess of PlateSpin Migrate against VMware Converter and others has to do with the proposed methodology that we find and

recommend consultants use in testing newly migrated virtual machines.

Simply executing a single physical to virtual migration is somewhat basic, but compared to PlateSpin Migrate, other tools lack the flex-ibility and automation needed prior to the “go live/cut-over” phase of the migration project.

Why is this important? Let’s think for a moment about how a workload is moved from a physical server to a virtual machine. After a physical workload is copied to a new virtual machine, someone really needs to test it in the new location before users are migrated over and it goes live. Generally, the testing teams cannot test all the new virtual machines concurrently, so in many cases it takes weeks or months to do so. In the meantime, the original physical workload has changed, since users are still using it. Only PlateSpin Migrate, with its unique Server Sync feature, lets you go back to the source machine and capture any last remain-ing changes. No other solutions allow this staggered approach; options are a) perform a final server syncronization, or b) re-migrate the entire workload again after testing.

Generally, production servers that are migrated to a virtual environment remain in production for a period of time after the physi-cal to virtual migration (P2V) is performed. In many cases, we find that larger organiza-tions that are consolidating data centers to new locations, or outsourcing and shrinking their footprints, require keeping the production source machines up and running for weeks or months. This requirement is the preferred methodology of our largest system integrators. The lag time or delta between the physical to virtual migration and the testing/acceptance period should include this process for final sync.

We have found the majority of customers prefer this approach because it significantly reduces risk and increases acceptance from application owners.

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One other huge benefit to using PlateSpin Migrate is the ability to move the virtual machine back to a physical server—not neces-sarily the original one—with a virtual to physical migration. This can be required for a number of reasons, including application growth, performance or support troubleshooting.

Health Check (Virtual Capacity Management)

The health check assessment enables the consultant to engage with the client on many different points of entry. Some examples include:

Disk space reclamation Right-sizing virtual machines that have

been over- or under-provisioned Finding and dealing with virtual machines

that have been created and are no longer being used

Re-sizing host servers Finding virtual machine performance

bottlenecks New management reports Disk Partition mis-alignment VMware Tools versions mismatched

In one particular case, a customer created a new standard process that required all new applications to be deployed on physical machines. After a certain amount of time, they profiled the workload to determine if the physical workload would either become a candidate for virtualization or remain physi cal. PlateSpin Recon Enterprise deliv ered the profile analysis for this requirement, so the company adopted the following standard process:

PlateSpin Recon profiles each new physical server 120 days after it’s put into production

Analysis of the profile determines if the workload is a good candidate for virtualization

If the workload turns out to be a good virtual machine candidate, PlateSpin Recon would then be used to determine where this new workload would fit, and on which virtual host

This turned into a new service: physical to virtual change management. In this situation, the partner consulting firm upsold PlateSpin Recon Enterprise licenses for all migrations onto the virtual machine farm, and additional licenses for the servers being refreshed, as well as the new application servers to be deployed.

Upsell Case #1: Data Center Consolidation

Client Type: Multinational telecommunications firm

Project Details Nine data centers were collapsing into two 675 Windows and Linux Servers in scope

for migration and virtualization on to VMware

Business Issues Client required that the production physical

servers remain in production for 120 days Client required incremental updates from

production servers onto the new virtual machines during the testing phase

Client required a rapid migration in order to move out of the data centers it was retiring

200 servers that had to be migrated and moved within a 30-day period due to a data center lease expiration

Client required a final server synchronization from the production servers to the new virtual machines after the 120-day testing period

Novell Solution PlateSpin Protect Enterprise edition,

120-day subscriptions

Rationale and Justification PlateSpin Protect enabled the consultant

to schedule the 200 migrations over three weekends to complete the job within the mandated 30 days

PlateSpin Protect also enabled the consultant to fulfill the requirement of scheduling incremental production server changes


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Total License Value to Novell 200 licenses of PlateSpin Protect 120-day

subscriptions (475 additional licenses to be purchased

later)

Upsell Case #2: Server Consolidation Project

Client Type: Automotive manufacturer

Project Details 1,200 physical servers to be migrated onto

VMware/SAN infrastructure Third-party (outsourced) environment

Business Issues Client was paying for three terabytes of total

storage on a monthly basis, but was feeling overcharged. Client contended that the third party should not be charging for total storage allocation, but rather on actual usage

Client demanded a report showing storage allocated versus actually used over a 30-day period, and refused payment until such report was provided

Third party could not provide monthly report of allocation versus storage use per virtual machine

Novell Solution PlateSpin Recon for Assessments: The

assessment ran for only one week; that’s all the client needed. Once the solution was proven, the client upgraded to PlateSpin Recon Enterprise

Rationale and Justification PlateSpin Recon for Assessments

enabled the third-party storage provider to profile each existing virtual machine to determine allocated storage versus actual storage use

PlateSpin Recon Enterprise has the ability to run and schedule daily reports for management and in this specific

situation Novell enables both customer and storage provider to improve their relationship from a very tense business condition

Total License Value to Novell Approximately US$28,000

Upsell Case #3: Managing Multiple VMware Versions

Client Type: Insurance company

Project Details Very large VMware environment with over

1,400 virtual machines Understaffed IT virtualization team of five

people

Business Issues Virtualization team has no time to manage

existing environment due to mandate to complete migrations

Storage costs are excessive based on allocated versus actual use

Not able to profile legacy versions of ESX (2.5, 3.0, 3.5)

Migrations are taking too long; ROI of migration projects at risk

Executives want to upgrade and move to Virtual Desktop Infrastructure

Client wants to upgrade to Nehalem cluster-based environment

Novell Solution PlateSpin Recon for Assessment: virtual

capacity health check

Rationale and Justification The consultant installed Recon for Assessment and profiled the virtual infrastructure, includ-ing hosts and machines. The profiling data provided insight into a number of interesting business conditions and decisions that the staff had never realized:

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The older implementations of VMware had numerous issues

ESX versions 2.5 and 3.0 had been implemented on dual core machines. How would they move virtual machines onto a vSphere cluster? Which virtual machines go where, and why?

Many virtual machines had very low utilization (near zero; reclaim or delete?)

Most older virtual machines were not current with VMware tools, OS patches or antivirus updates

This client, like most, had simply never had the insight, manpower or solution in place to automatically provide scheduled reports to detect these “management’ issues. It’s simply impossible for most VMware admin-istration teams, as currently staffed, to do everything: migrate physical to virtual servers, add new virtual machines, actively maintain and manage the existing farm, and continue to roll out new infrastructure (while keeping up with the existing one) without this type of information.

The insurance company stated that the output from Recon has possibly eliminated weeks of unforeseen upgrade issues, licensing problems, and virtual machine performance issues moving onto a cluster.

Upsell Case #4: Server Refresh, Physical to Physical and Disaster Recovery Project

Client Type: Regional utility company

Project Details Data center moving to server blades New blades offer 30 percent reduction

in footprint, power and cooling

Business Issues Data center running out of floor and

rack space

Company just testing virtualization; no in-house experience

No planned project or budget in place

Novell Solution PlateSpin Recon for Assessments:

inventory collection PlateSpin Migrate: started with proof

of concept for five physical to physical migrations for refresh to new blades

PlateSpin Protect Enterprise: upsell in year two for image protection and disaster recovery

Rationale and Justification This is one of the better use cases as it show-cases the consultant’s ability to present a reduced risk, high ROI vision to the customer’s executive leadership. The consultant leveraged both Novell products and partner services to deliver a hardware refresh, virtualization and disaster recovery solution in a phased approach. This vision enabled both the partner and Novell to be viewed as a trusted advisor, providing a long-term approach to the strate-gic initiative to reduce cost, modernize the data center and improve IT service levels.

The sales cycle and consulting process went as follows:

45-day sales cycle from first meeting to purchase order

Partner sold US$2.5 million in new server blades

Partner sold US$125,000 of PlateSpin Migrate for the physical to physical/physical to virtual project

Partner secured over two years of consulting work

And more business followed in year two: Along the way, the partner introduced the

concept of using PlateSpin Protect for disaster recovery (P2I-I2P) versus using tape


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Partner secured an additional one year of consulting on implementing this disaster recovery strategy

Partner sold US$2,250,000 of PlateSpin Protect

Total License Value to Novell US$350,000

Conclusions and Probing Questions

Today’s IT environment grows more complex every hour, and IT is under more pressure than ever before. In this current economic time, client relationships, delivering value with impact, and service-based automation are keys to moving forward. It is possibly the greatest time in history for consultants to provide short- term projects that deliver greatest time to value impact to struggling IT resources.

Novell provides you world-class products, solutions and services-based engagements that cross a broad spectrum of use cases to drive your sales and services.

Our objective is to deliver engagement-based solutions to expand your services capability, and compel your clients to pick you and your unique services offerings. Only Novell provides you this opportunity.

Real-world IT Issues and Opportunities for You

Virtualization projects in mid-tier to very large organizations (with hundreds or thousands of physical servers awaiting migration) are going slower than projected. The IT department is facing tremendous pressure to go faster. Upsell PlateSpin Recon and PlateSpin Migrate to help them meet the CIO’s vision and mandate to get to the private cloud faster.

Most IT departments are understaffed, and can neither maintain nor manage the complexity of their growing virtual infrastruc-ture. Upsell PlateSpin Recon Enterprise so they can use automated reporting to ease that burden.

Every year, IT departments are faced with upgrades from VMware (new versions of ESX), Microsoft* (new releases or service packs of Windows), and server hardware refreshes. Get in the door with an upgrade engagement using Recon for Assessments and upsell PlateSpin Recon Enterprise.

Probing Questions to Ask Your Clients

How are you keeping up with all the releases of hypervisors, operating systems and applications? Many organizations we talk to struggle to maintain simple inventory data across virtualization, antivirus, operating systems, etc. Do you have an inventory solution that automates this complex but important task? If not, we have a simple assessment and solution that can discover applications, versions and patch levels in a few hours across Windows, Linux and UNIX*.

How do you know where to put the next virtual machine you’re going to create? Do you guess? Do you just buy new virtual host servers? Many companies are facing strict capex constraints; what if we could show you how to find room for your new virtual machines within your existing infrastructure?

Do you know when you’re going to need to buy new virtual host servers? Most organi-zations don’t, but the days of budget being available for random on-demand hardware purchases are gone. We can show you, based on detailed monitoring and analysis, when and where your current infrastructure will need additional resources.

How long do you currently schedule downtime windows when you perform physical to virtual migrations? How long does it take? And of that time, how much

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are you personally involved? We can show you how to do more migrations, faster, with less downtime, and to schedule and automate them so you don’t have to live at the console.

What process do you use to refresh your servers when the leases expire? Are you manually re-installing and reconfiguring applications, and applying OS and appli ca-tion patches and hotfixes? We can migrate

workloads from one physical server to another just as easily, quickly and auto-matically as migrating to a virtual machine— yes, even if you switch hardware vendors.

For More InformationPlease visit www.novell.com/partners/rfa for more information on Recon for Assessments program and support materials.


http://www.novell.com/partners/rfa

www.novell.com

Contact your local Novell Solutions Provider, or call Novell at:

1 800 714 3400 U.S./Canada1 801 861 1349 Worldwide1 801 861 8473 Facsimile

Novell, Inc.404 Wyman Street Waltham, MA 02451 USA

464-001049-002 | 03/10 | © 2010 novell, Inc. all rights reserved. novell, the novell logo, the n logo and PlateSpin are registered trademarks of novell, Inc. in the United States and other countries.

*all third-party trademarks are the property of their respective owners.

Novell Logo1 The registered trademark, ®,

appears to the right and on thesame baseline as the Logo.

Minimum Size RequirementsThe Novell Logo should NOT beprinted smaller than 3 picas(0.5 inches or 12.5 mm) in width.

Clear-space Requirements2 Allow a clean visual separation

of the Logo from all other elements.The height of the "N" is themeasurement for the minimumclear-space requirements aroundthe Logo. This space is flat andunpatterned, free of other designelements and clear from the edgeof the page.

3 picas(0.5 in)

(12.5 mm)

21 3

3


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