Number of Services Delivered/Degree of Automation

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2 Size of Service Provider Sales Channels Service Providers Hosters Telcos Distributors VARs Web Pros ISVs End Customer 80% SMB; 20% Enterprise (always through Service Providers) Number of Services Delivered/Degree of Automation

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7 $99B in 2015 $116B in 2016 $159B in 2018 $38B $43B $17B $20B $19B $22B $24B $30B Infrastructure as a Service Web Presence and Web Applications Communication and Collaboration Business Applications Source: Odin SMB Cloud Insights (Global), 2015 Note: SMB: employees; $ = USD

8 ONLINE BACKUP & STORAGE INSTANT COLLABORATION FILE SHARING WEB CONFERENCING ONLINE CRM PAYROLL & HR HOSTED ACCOUNTING WEB HOSTING SUPPORT / HELP DESK VIRTUAL DESKTOP (VDI) and many others PHONE CONFERENCING Source: Odin SMB Cloud Insights (Global), 2014

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10 Service providers need to: Integrate core services with 3rd party services Consolidate billing across service types Deliver a unified customer experience Support multiple sales channels Easily create customized service bundles

11 Relevant, Integrated Services Portfolio Agile Product Management and GTM Multi-Channel Sales Enablement Converged Consumption, Control, and Commitment Extensible Delivery Platform and Comprehensive Services Ecosystem

12 Follow-on Sales Odin Service Automation APS-Packaged Services Odin Service Automation Flexible Cloud Delivery Cloud Offering Unique to Service Provider Multi-Channel Best SMB Reach Simplified Experience Customized Solution C&C Bundle Website Bundle IaaS Bundle FIELD W indows Azure Pa ck OUTBOUND Windows Azure Pack First Sale RESELLER INBOUND Billing and Provisioning Customers and Channel Catalog and Licenses ONLINE SUPPORT??

13 Service Component Management Define service plan: users, applications, permissions, storage, bandwidth, mailboxes, backups, etc. Cloud Service Business Management and Catalog Define pricing, bundles, terms, promos, overusage fees, auto-renewals, etc. Channel Enablement All of the above: available for N-tier reseller channel via white label Service Provisioning Define provisioning rules, capacity alerts, APIs, server farm management Ordering and Billing Design shopping cart, subscription management, billing, fraud screening, reporting, etc. Customer Self-service Delegate management and configuration of services, applications, resources, etc.

14 Anchor Value Adds Tools & Utilities Broadband + Productivity Suite Domain Registration Cloud PBX SEO SSL Certificates Encryption SEO Web Site Analytics Protection Desktop Backups End Point Protection Manage against key KPIs: Revenue per user/seat Number of apps/services per user Churn rate and reduction

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16 In the end, we chose Odin Service Automation because we felt it was the most mature technology, and offered the most powerful integration and automation of service provisioning and billing. Working with Odin we were able to quickly implement a solution that delivers provisioning and management of the Office 365 platform, allowing us to focus on creating the high-quality experience our customers demand. With Odin Service Automation, everything is possible. Without it, we wouldn t be where we are today and we wouldn t be able to offer our resellers the Microsoftbased Unified Communications services they need to be successful. Odin Service Automation and the Application Packaging Standard are hugely advantageous for us and crucial to the future of our business.

17 Spanish telecoms giant provides a flexible cloud services platform to its local business with a key focus on Office365 We have been very impressed by the commitment shown by Parallels in making their Parallels Automation offering relevant and effective for telecoms operators. Their willingness to adapt their solutions to our requirements, however complex, delivers real value for us. Tim Marsden, Head of SaaS at Telefonica Digital Business Challenge Telefonica Digital needed a flexible, reliable, scalable and fast-to-implement cloud services platform that could be rolled out on an international basis. Solution Summary Telefonica Digital is providing a cloud services platform with Microsoft Office 365 and a cloud-based backup service to Telefonica s local country businesses, enabling them to launch, scale and expand their services offering quickly and easily. Odin Products Used Odin Service Automation Odin Web Presence Builder Odin Shared Hosting NG APS ISVs & Services Offered Microsoft Office365 Box Backup Agent epages InstantServer and other Telefonica owned Services Results Migrated 400,000 users from Microsoft Hosted Exchange to Office 365 Enables local Telefonica country businesses to modernize and drive growth Broadens its cloud services offering by leveraging APS Enhances the stickiness of Telefonica s SMB customer offering Increases Telefonica s sales and share of wallet

18 Enables Australian web technology services company to seize the VAR opportunity Parallels Automation helped to mitigate our business challenges while generating a strategic opportunity for us to enable our own domain and shared hosting resellers with a broader set of products and a complete turnkey platform for cloud services. - Michael McGoogan, Chief Executive Officer, UberGlobal Business Challenge To compete effectively and grow its presence in the global technology services market, UberGlobal had to be able to roll out new services quickly, reduce operating costs and demonstrate that it could create value for its customers. Solution Summary UberGlobal decided to deploy Odin Service Automation because of the broad product range, compatibility with the company s existing hosting technology and N-tier reseller capability. Products Used Odin Service Automation Odin Virtuozzo Containers Odin Plesk Panel Results Enables rapid rollout of new services Creates the VAR opportunity Empowers customers and places them always ahead Greater operational efficiencies through the automation of business functions including ordering, account management, billing, invoicing, promotions and customer relationship management, as well as back office operations Increased revenue per employee by 66 per cent

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