May 19-20 l Washington, DC l Omni Shoreham Parallels Service Provider Partnership Program Mike Riolo Vice President of Sales, Service Provider Division

May 19-20 l Washington, DC l Omni Shoreham

Parallels Service Provider Partnership Program

Mike Riolo

Vice President of Sales, Service Provider Division

Nils Hueneke

Sales Director, Hosting, Europe

Parallels Summit 20082

– Parallels Partner Programs

– Service Provider Partner Program Details

– Service Provider Alliance Program

– Our Partner Network

– Additional Benefits of a Partnership

– Partner Game – SO DON’T LEAVE EARLY!

–

Agenda

Parallels Partner Network• Technology Partners

– ISV, Hardware or OEM companies who offer software or hardware solutions that complement or utilize Parallels virtualization or automation solutions.

– Offer’s choices to end customers on deployment of Partner’s solution

• Channel Partners– Resellers who focus on selling software and/or hardware services. Offer complete

solutions to customers by including Parallels virtualization products.

• Service Providers– Offering hosting, managed services, SaaS, and communication offerings to their

customers based on a subscription or lease model. Use Parallels Ecosystem of virtualization and automation products as service delivery platform.


Parallels Service Provider Partner Network


650 Partners in over 40 countries

Parallels Focus


Focused Product Lines to help Partner’s grow! Virtualization

Parallels Desktop & Workstation

Parallels Server

Parallels Virtuozzo Containers

Automation Parallels Plesk Control Panel

Parallels Business Automation

Parallels Operation Automation

Service Provider Specific Parallels Plesk SiteBuilder

Parallels Confixx/Sphera/ Parallels Pro/H-sphere/Helm

3rd Party Products

Service Provider Partner Program• Program is managed with ALL Service Providers in

mind.

• Registered, Silver, Gold and Platinum Partner Levels– Your Level is dependent on Financial commitment

• Easily Upgrade your Partner Level when your Parallels revenues grow

• Technical Support included– The number of incidents included dependent on Partner Level

• Real time license Management in Key Administrator

• Multiple Marketing programs/processes/initiatives

• Dedicated Account Manager



Service Provider Partner Program

Sales & Marketing Registered Silver Gold Platinum

PartnerNet Partner Portal X X X X

Discounted Pricing X X X

Flexible Licensing Models X X X

Listing in Global Partner Directory X X X

PR Opportunities X X X

Sales Training X X X

Dedicated Account Manager X X X

Sales Promotion and Incentive Programs X X

Strategic Alliance Program Opportunity X X

Parallels Executive Sponsorship X



Development & Support Registered Silver Gold Platinum

Access to Parallels Technology Network X X X X

Application Packaging Standard (APS) Certification X X X X

Parallels Engineer Certification Program X X X X

Phone Support X X X

Email Support X X X

Access to 24x7 License Generation Tool X X X

Access to Test Licenses X X X

Dedicated Support Mechanisms X



Product Development Registered Silver Gold Platinum

Product Roadmaps X X X

Early Invitation to Beta Programs X X X

Product Development Feature Advisory Committee X

Access to Product Development Teams X

Feature Development Priority X

Service Provider Licensing for Partners• Pay as you grow model

– Our Pricing matches your service delivery model

– Flexible to address all your offerings

– Built for Up sell

• Plesk– 10, 100 and Unlimited domains available

– Up sell add-ons – Power Pack, Dr. Web, Game Server

• Virtuozzo– Many incremental levels allowing best ROI for you

– Easily upgrade licenses when needed

• Business Automation– Account based model


Service Opportunities to Exploit together


Virtualized Hosting Services Hosted Virtual Desktops

Virtual Appliances and Modules

VPS

Virtuozzo Powered Dedicated Servers

SaaS

Control Panels with Add-ons for Up Sell

Single server Reseller Offerings

Microsoft Advanced Hosting Exchange, SharePoint, CRM, SQL, etc…

White Label Reselling

We want to go-to market with you!

Service Provider Alliance Program


• Strategic Relationship to generate more success for everyone

• Dedicated Business Development Sessions

• Main Commitment of Partner is time and trust in our relationship

• Results from initial engagements will mean more tools and strategies for all Partners

Service Provider Alliance Program


How does the Program work?

The alliance team will work with you on all non-operational activities. Operational activities count as pre-sales, sales management, post-sales and support

Our Partner NetworkIncrease Parallels Partnership value to your company

• Are you interested in entering new markets? – We could provide feedback and introduce you to interesting local

players

• Are you interested in launching new services? – We can introduce you to our worldwide network of ISV Partners.

• You have a new business idea and want to launch it together with Parallels? – Let us know – we have the technologies and expertise to help.

• Our Products can help fill gaps in your offerings!

• More Products then ever – talk to your Account Manager!



Business Expertise:– We can help you fill the Gaps in your offerings

– We can help you standardize your business offerings:- PVC OS and Application templates

- APSstandard

- Parallels Automation

– We can help you set up your Parallels based services for maximum ROI and market penetration

– Software as a Service with Parallels- Opportunity to Grow revenue and grow new service portfolio- Enables Up sell to customer base- Can significantly cut costs to implement SaaS; Rapid TTM- Differentiate from Marketing GIANTS!- Get our Business Development Team working for YOU!

Benefits of a Partnership


Marketing Expertise:– PR Opportunities

– White Label Marketing Material

– ROI Tools

– Datasheets

– Case studies

– Reference Collateral

– Joint Events

– Joint Promotions

– Joint Advertisements

– Logos and Artwork

– Launch Activities

– Strategic Partner Alliance Program – focused on Go-to market

Benefits of Parallels Partnership with


Technical Expertise:• Early invitations to Beta Programs

• Advanced notification of product roadmaps

• Access to expert Sales Engineers

• Assistance in optimizing servers for your specific Parallels offerings

• Access to the largest support organization in the hosting software industry.

• Extensive Knowledge Base

• Deployment Assistance

• Parallels Summit – Onsite Labs

• Access to Developers – we work for you!

• Integration, customization, migration and new feature implementation

Benefits of Parallels Partnership


• Knowledge Transfer:– We can train your sales people to better position Parallels products

with your specific offerings which leads to a higher return on your Partnership.

– We can train your support people to provide better service to your customers.

– We have been through funding, we have done acquisitions – we know how to grow.

- We can help you buy or sell a hosting business

- We can help you build a sales team

Make sure you join us at 2:15 tomorrow for a 30 minute presentation from Peter Bauert on how to grow beyond $5 million in revenue.

Benefits of Parallels Partnership

Summary• We want to do more with you

• We can help you grow your business

• We can help you have complete offerings

• We can help you Automate your business – Leads to higher Revenues and Profitability

– Launch new services easily

• We want your feedback

• We want your Support and Acknowledgement


Partner Game• Do you offer Plesk? Stay standing

• Do you offer Virtuozzo based solutions? Stay standing

• Do you use Parallels Automation products? Stay standing

• Are you registered with Parallels Technology Network?

• Are you in the Parallels Partner listings?

• If I go to your website right now – would I know you are a Parallels Partner?

• Do you offer up-sell process for Plesk and Plesk add-ons?

• Is Plesk preferred control panel for your offerings?

• Have you used Parallels logos in your marketing in 2008?


Documents

May 19-20 l Washington, DC l Omni Shoreham Parallels Service Provider Partnership Program Mike Riolo Vice President of Sales, Service Provider Division