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2 Facebook: Twitter: LinkedIn:

3 Three Key Messages Cloud Strategies Require Collaboration Channel Partners Should Provide Strategy Guidance and Deliver Sustainable Revenues Your Customers Will Tell You Where to Start!

4 About Hostway World s Largest Cloud Provider You ve Never Heard Of!

5 Every Business/Partner is an Enterprise Enterprise-Class Technologies at SMB Price Points 2 Million Customers 600,000 Direct Customers 1.4M Customers from Partners

6 Why a Cloud Strategy?!? Your Customers Want Cloud Source: Edge Strategy Survey by Microsoft

7 Concerns are Decreasing The Opportunity to Build/Execute Strategy Is NOW We will NEVER be the Single Source for IT Many of Our Partners Are. We Rely Heavily Upon Them!

8 Cloud Considerations Many More, But Four to Start Are You Going to Sell/Resell Cloud Services You See the Data, Traditional Delivery of IT Changing Which Services Are You Going to Offer Servers (IaaS), Platform (DaaS), Software (SharePoint, Exchange SaaS), Consulting (Migrations), Planning (BCDR), etc Build vs. Buy Must Evaluate CAPEX, Speed to Market, Core Competencies, Virtualization Expertise, Support, Billing, Ongoing Maintenance, Datacenter Standards/Controls, etc Who Will You Trust Even if Building; You ll Need a Solid Partner Strategy

9 An Example, Hostway Obviously, We Chose to Build 600,000+ Clients Partner Selection Critical for Client Experience A Few of Hostway s Partners Hypervisor Microsoft Hardware - Dell Processor Intel Networking f5 Storage - NetApp Security Cisco, Brocade, StillSecure Additional Partners to Consider CAPEX Consultants Security/risk Analysts Migration Services ISV to SaaS Packaging

10 Multiple Cloud Offerings Brought to Market Through Partner Collaboration

11 What to Look for in Cloud Partners Not Specific to IaaS, But Applicable Complementary Skills/Offerings No Different than Any Other Partner A Solid Reputation Even Cloud Startups Develop a Reputation Online, Quickly Also Ask for a List of Other Successful Partners Network of Contacts to Leverage One Partner Should Introduce you to Other Partners and Potential Prospects Agreement on Who Owns the Client Some Require Joint Ownership Know this Upfront Agreement on the Business Opportunity Cloud is a HUGE, Confusing Marketplace Agree on What Your Business is Capable/Willing to Do and When

12 Partner Profile Cynch Migration and Hostway Alignment About Cynch: Full-Service Web Design and IT Services Strong Emphasis on DBs and Migration Partner Experience w/multiple Hosts Primary Reason for Choosing Hostway: Ability to Grow Two Way Relationship Hostway Services Offered: FlexCloud Server, Hosted Exchange Results: Hostway Referred Over 20 Clients to Cynch in 6 Mos All New Cynch Clients Use Hostway Migration Efforts Underway for Existing Clients

13 Types of Channel Partners Best Place to Start A Channel Partner Common Types of Channel Programs Resellers Discounts Referral Partners Commissions Private/White Label Resellers Reseller vs. Referral Billing 1 st Level Support Commission vs. Discount Affiliate Programs Website Referral Commissions (Banner Ads) 3 rd party Agents Person On Site in Another Country, Access to System

14 Hostway Advantage Instant Revenue Referral Program Industry Only

15 Hostway Advantage Experience Assigned Channel Manager All With Channel Experience Fully-Integrated Partner Portal Lead & Sales Tracking, Support, Payments Education/Thought Leadership for Customers Gartner Video, How to Choose a Provider, etc Onsite Sales Training from a Channel Manager Sales Consultation and Custom Solution Design An API Surface Extending Private Label Services to Partners of All Sizes Geographically Dispersed Tech Centers East coast, central, and west coast coverage

16 Hostway Advantage Bus Dev Marketing & Business Development Support Referrals for Business Opportunities/Leads Partner Locator Launched Creating Partner Lead Community Co-Marketing Planning and Strategy MDF Funding Available Customized Co-branded Materials Road Shows/Event Joint Sponsorships Submit Requests through Partner Portal Microsites on Your Domain Webinars We ll Speak or Give You What You Need Newsletters Partner Promotions Featured Partners on Partner/Corporate Website Also Featured in Newsletters to Over 500K

17 Partner Profile ShopVisible Resells FlexCloud; Instant Scale Provided About ShopVisible: On Demand SaaS ecommerce Platform Clients Include: Tempur-Pedic, Loehmann s Primary Reason for Choosing Hostway: Instant Scale for New Customers 100% Uptime and Service Hostway Services Offered: Resell on FlexCloud Server Platform Results: Vapor Beauty Today Show 20 Orders to 4,000 NO Downtime Seamless Growth When New Clients Acquired Significant Joint Marketing & Press

18 Proliferation of the aas Where Do I Start With Designing Offerings Infrastructure Platform Software How to Integrate? Security Database Everything as a Service

19 You Have to Make Some Bets What Types of Apps Will Your Customers Deploy APPLICATION EXAMPLES COMFORT W/ CLOUD EASE OF SELLING EASE OF RESELLING SALES EFFORT REVENUE OPP Exchange 2010 High Extreme Extreme Moderate Medium Collaboration SharePoint Medium Moderate Extreme High High Business Growth Marketing, CRM High Extreme Moderate Low Low Web ecommerce, Portals, etc High Extreme Extreme Moderate Medium DB ERP Low Difficult Extreme High High Legacy/Mission Critical Billing Systems Low Difficult Extreme High High

20 Hostway Solution Portfolio A Provider with a Broad Cloud Portfolio Infrastructure Managed Hosting Cloud Hosting (Servers) Colocation Hybrid Deployments Geographically Dispersed DCs Applications (Exchange) SharePoint Databases Cloud Websites Marketing

21 Types of Hostway Partners Our Partners Are As Diverse As Our Customers

22 What We Hope You Takeaway Cloud Growth is Significant (Why You re Here) Build On A Foundation of Solid Partners Offer Solutions Your Customers Expect from You Jointly Go-to-Market with a Channel Partner Hostway is the Obvious Choice for Cloud Growth

23 Special Offers Free Cloud Strategy Consultation (not a salesperson!) Partners@Hostway.com Free 14 Days Free in the Cloud Redeem by calling or ing us with promo code: 14Days Partner Portal to Compare and Learn More Contact Us Phone: 866-HOSTWAY ( ) lead.generation@hostway.com