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Profit from the Cloud TM
Singapore 2011
Senior VP, Automation
Oleg Melnikov
Parallels Automation
Cloud Enablement
Profit from the Cloud TM
• Enabling Cloud Ecosystem
• Partnering to deliver Cloud
• Winning by reselling Parallels Automation enabled Cloud services
• Parallels Automation Roadmap Highlights
• Winning with Parallels Automation Standard
Agenda
The Changing SMB IT Ecosystem
148 Million SMBs
$1.1 Trillion USD
10,000s
ISVs
10,000
Service Providers
1,000,000s
VARs/SIs
Clo
ud
Eco
syste
m
10,000s
ISVs
HW Builders
100s
Distributors
1,000,000s
VARs Tra
dit
ion
al IT
Eco
syste
m
4 4
Profit from the Cloud TM
Cloud Value Chain
From an application trough a delivery and
monetization to a service consumption
Enable Deliver Consume
Enable Syndicate Package Operate Sell Purchase Use
5 5
Profit from the Cloud TM
Value Chain Friction
• Securing the right
service portfolio
• Knowing which services
to add
• Rapidly bringing new
services online
• Rapidly building channel
• Automating service
delivery
• Effectively monetizing
services
• Getting to market with
minimal investment
• Complexity to choose
and use services
• Effective marketing
programs
• Support and service
maintenance costs
Enable Deliver Consume
Enable Syndicate Package Operate Sell Purchase Use
6 6
Cloud Value Chain
Enable Deliver Consume
Enable Syndicate Package Operate Sell Purchase Use
New and unique value chain across the creation,
delivery and consumptions of cloud services
Add new services
Develop Channel
Monetize New Services through Channel
Parallels Automation
7 7
Partners Say
8
The Parallels Enabled Ecosystem
Whole
sale
VAR
SI
Vertical
Hoster
Small
Hoster
Incre
menta
l S
erv
ices
Direct
Syndicated and SaaS
service providers
Syndication applications
9
The right solution for the right time
Au
tom
ati
on
fo
r S
cale
Syn
dic
ati
on
an
d R
esell
Ho
ste
r In
-A-B
ox
STARTUP ESTABLISHED MATURE
Parallels Business Automation Standard
Parallels Automation (POA/PBA)
Reseller to Parallels Automation enabled Service Provider
11
Parallels Automation for Cloud Marketplace (PACM)
Everything You Need to Deliver a Cloud Store and SaaS Apps Instantly
Apps
• 9+ selected high demand apps for SMBs
• Pre-negotiated business terms
Support
• Certified Support Providers
• White-Label Help Desk Service
Open
• Parallels Prof Services can deploy and customize YourStore in days
• Marketing support for selling PACM apps to SMBs
Allows you to get to market quickly with a selection of
high-demand applications! Parallels.com/products/PACM
iiNet Kevin Clark, Hosting Manager
Parallels Automation
Company overview
• Australia’s 2nd Largest DSL
Internet Service Provider
• ASX listed company servicing
over 1.3 million broadband,
telephone and hosting services
nationally
• Business growing rapidly – while maintaining core differentiation on customer service
• Needed to support multiple brands which have different platforms.
• Competitive “Price Driven” Market – cost and time to market are the keys
• Launched PA (Parallels Business Automation and Parallels Operations Automation) 2 years ago
• Count on Parallels’ expertise and confidence in ability to scale and faster time to market
• Great support in integrating and migrating to new platform
• Immediate benefits by automation – fully provisioning without manual intervention 24x7
• Support tools greatly improve ability and efficiency at call center
• Able to launch new services quickly – already launched 3-5 core services.
• iiNet Domains and Hosting division awarded highest NPS score in 2011
Coming 2011/2012
PA (POA+PBA) Roadmap Hightlights
14 14
Profit from the Cloud TM
Service Providers Growth Vectors
Direct Resellers and Partners
Few
Services
Many
Services
Add new
services
Develop Chanel Existing
Business
Monetize New
Services through
Chanel
• Essential communication service
• Bundle together with other services like E-mail, Instant Messaging, Web Presence
• Use local BroadWorks or syndicate from a wholesaler
Benefits for Cloud Provider
• Enterprise PBX features (IVR, Call Group, VoiceMail) without upfront investments
• Simple setup of complex services
• Business efficiency with tightly integrated messaging and collaboration applications
Hosted PBX
VoIP and Telephony powered by BroadWorks
Benefits for Small Business
• Upsell Exchange mailboxes
• Supports Lync 2010 Enterprise and SP1 Hosting Pack
• Bundle IM with telephony through SIP trunk or BroadWorks PBX to avoid churn
Benefits for Cloud Provider
• Improve Productivity through rich presence and real-time collaboration
• Control Costs with Voice over IP (VoIP).
• Consistent User Experience across PC, desk and mobile phone
Microsoft Lync
Unified Communications
Benefits for Small Business
• Low cost full featured email server solution similar to Microsoft Exchange
• Automated provisioning and easy customer self-service keeps support costs low
• Extendable - open architecture and data APIs
Benefits for Cloud Provider
• Feature-rich cloud-based email, calendaring, tasking, documents, social media and enterprise applications
• Offline access with Desktop client and anywhere access from mobile phone
VMware Zimbra
Open source Email, Calendar and Collaboration
Benefits for Small Business
• Upsell existing Exchange customers with new email archiving options
• Attract new customers by regulation-compliant email solution
• Sell unlimited storage for email archive
Benefits for Cloud Provider
• Email solution compliant with federal and state regulation and laws
• Unlimited storage from the cloud for email archive of organization
• MS Outlook access to email archive
LiveOffice
Email Archiving for Hosted Exchange
Benefits for Small Business
• Upsell existing Exchange mailboxes with email filtering solution
• Offer advanced email content control
• Migrate existing customers from MessageLabs email security service
Benefits for Cloud Provider
• Email filter with content control from the cloud
• Integration with Exchange email
• Comprehensive security solution for desktops, laptops and file servers
• Group management for Administrators
Symantec Cloud Services
Email Security Service with Endpoint Protection
Benefits for Small Business
Usability Increase Customer Satisfaction and Sales
• Next generation End-Customer Panel
• Provides easy access to main scenarios
• Based on interviews with Customers
• Integrated Billing & Service Management
• New default skins (Parallels Plesk Panel)
• Improved UI layouts
• Increase satisfaction of End-Customers
New Customer Panel
• Customers can purchase new resources
right from Service management screens
• Increase revenue for Service Providers
Improved Upsell
Coming 2011/2012
PBAS Roadmap Hightlights
23 Profit from the Cloud
Optimized for Hosters
Over 600 hosting providers use this solution for their automation needs
• Pre-integrated for rapid deployment
• Scalable to tens of thousands of accounts
• Easy to install and manage
• Cost-efficient option
24 Profit from the Cloud
• Resell Syndicated Services without own
hardware – no CAPEX
• Benefit from the Parallels Automation partner
program
• Syndicate from multiple partners
Parallels Automation Syndication
• Generate additional revenue stream
• Built-in basic Referral Program
• Integration with external Affiliate Programs
Channel Management
Leverage the Channel – Increase Revenue
Affiliate Program
25 Profit from the Cloud
• Support for RAM+SWAP configuration
• Support new Resources and Options
Services & Integration Support of latest product versions and capabilities
Parallels Virtuozzo Containers
• Support Parallels Panel 11 for Shared
Hosting
• Centralized e-mail
Parallels Panel
• Most popular helpdesk solution
• Seamless integration with latest Kayako
Fusion
Kayako
PBAS
26 Profit from the Cloud
• Improved Look and Feel
• Faster Purchase Wizard
• More options to customize
• Better Integration with Provider’s Website
Improved Online Store
• Next generation End-Customer Panel
• Unify UI Look and Feel with Parallels Plesk
Panel and Parallels Automation (POA/PBA)
• Easy switch between subscriptions
Usability
Increase Customer Satisfaction and Sales
New Customer Panel
27 Profit from the Cloud
New PBAS Pricing
• Revenue Share Model • No initial license cost
• PBAS revenue share fee o 0% revenue share fee on revenue delivered through PBAS below $8K
monthly sell-through
o 2% revenue share fee applied to all revenue delivered through PBAS
above $8K monthly sell-through
The legacy pricing model based on # of accounts will remain
as an option for customers that don’t want to share revenue
information
28 Profit from the Cloud
• Partner to resell Parallels Enabled
Cloud Services
• Talk to Parallels Enabled Cloud
providers today
• Questions or comments:
Thank you!
29 Profit from the Cloud
February 14-16, 2012
Orlando, Florida
