Parallels Automation Cloud Enablement. Oleg Melnikov. Senior VP, Automation. Profit from the Cloud TM

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1 Parallels Automation Cloud Enablement Profit from the Cloud TM Oleg Melnikov Senior VP, Automation Singapore 2011

2 Agenda Enabling Cloud Ecosystem Partnering to deliver Cloud Winning by reselling Parallels Automation enabled Cloud services Parallels Automation Roadmap Highlights Winning with Parallels Automation Standard TM Profit from the Cloud

3 Cloud Ecosystem Traditional IT Ecosystem The Changing SMB IT Ecosystem 10,000s ISVs HW Builders 100s Distributors 1,000,000s VARs 148 Million SMBs $1.1 Trillion USD 10,000s ISVs 10,000 Service Providers 1,000,000s VARs/SIs

4 Cloud Value Chain Enable Deliver Consume Enable Syndicate Package Operate Sell Purchase Use From an application trough a delivery and monetization to a service consumption 4 4 Profit from the Cloud TM

5 Value Chain Friction Enable Deliver Consume Enable Syndicate Package Operate Sell Purchase Use 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 5 5 Profit from the Cloud TM

6 Cloud Value Chain Enable Deliver Consume Enable Syndicate Package Operate Sell Purchase Use Add new services Develop Channel Parallels Automation Monetize New Services through Channel New and unique value chain across the creation, delivery and consumptions of cloud services 6 6

7 Partners Say 7 7

8 Wholesale Incremental Services The Parallels Enabled Ecosystem Syndicated and SaaS service providers VAR applications Syndication SI Vertical Hoster Small Hoster Direct 8

9 Hoster In-A-Box Automation for Scale Syndication and Resell The right solution for the right time STARTUP ESTABLISHED MATURE Parallels Automation (POA/PBA) Parallels Business Automation Standard Reseller to Parallels Automation enabled Service Provider 9

10 Reselling Parallels Enabled Cloud Services 10

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 11

12 Parallels Automation iinet Kevin Clark, Hosting Manager Company overview Australia s 2 nd 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

13 PA (POA+PBA) Roadmap Hightlights Coming 2011/2012

14 Service Providers Growth Vectors Many Services Add new services Monetize New Services through Chanel Few Services Existing Business Develop Chanel Direct Resellers and Partners Profit from the Cloud TM

15 Hosted PBX VoIP and Telephony powered by BroadWorks Benefits for Small Business Enterprise PBX features (IVR, Call Group, Voic ) without upfront investments Simple setup of complex services Business efficiency with tightly integrated messaging and collaboration applications Benefits for Cloud Provider Essential communication service Bundle together with other services like , Instant Messaging, Web Presence Use local BroadWorks or syndicate from a wholesaler

16 Microsoft Lync Unified Communications Benefits for Small Business 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 Benefits for Cloud Provider Upsell Exchange mailboxes Supports Lync 2010 Enterprise and SP1 Hosting Pack Bundle IM with telephony through SIP trunk or BroadWorks PBX to avoid churn

17 VMware Zimbra Open source , Calendar and Collaboration Benefits for Small Business Feature-rich cloud-based , calendaring, tasking, documents, social media and enterprise applications Offline access with Desktop client and anywhere access from mobile phone Benefits for Cloud Provider Low cost full featured server solution similar to Microsoft Exchange Automated provisioning and easy customer self-service keeps support costs low Extendable - open architecture and data APIs

18 LiveOffice Archiving for Hosted Exchange Benefits for Small Business solution compliant with federal and state regulation and laws Unlimited storage from the cloud for archive of organization MS Outlook access to archive Benefits for Cloud Provider Upsell existing Exchange customers with new archiving options Attract new customers by regulation-compliant solution Sell unlimited storage for archive

19 Symantec Cloud Services Security Service with Endpoint Protection Benefits for Small Business filter with content control from the cloud Integration with Exchange Comprehensive security solution for desktops, laptops and file servers Group management for Administrators Benefits for Cloud Provider Upsell existing Exchange mailboxes with filtering solution Offer advanced content control Migrate existing customers from MessageLabs security service

20 Usability Increase Customer Satisfaction and Sales New Customer Panel 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 Improved Upsell Customers can purchase new resources right from Service management screens Increase revenue for Service Providers

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22 PBAS Roadmap Hightlights Coming 2011/2012

23 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 23 Profit from the Cloud

24 Channel Management Leverage the Channel Increase Revenue Affiliate Program Generate additional revenue stream Built-in basic Referral Program Integration with external Affiliate Programs Parallels Automation Syndication Resell Syndicated Services without own hardware no CAPEX Benefit from the Parallels Automation partner program Syndicate from multiple partners 24 Profit from the Cloud

25 Services & Integration Support of latest product versions and capabilities Parallels Virtuozzo Containers Support for RAM+SWAP configuration Support new Resources and Options Parallels Panel Support Parallels Panel 11 for Shared Hosting Centralized PBAS Kayako Most popular helpdesk solution Seamless integration with latest Kayako Fusion 25 Profit from the Cloud

26 Usability Increase Customer Satisfaction and Sales New Customer Panel Next generation End-Customer Panel Unify UI Look and Feel with Parallels Plesk Panel and Parallels Automation (POA/PBA) Easy switch between subscriptions Improved Online Store Improved Look and Feel Faster Purchase Wizard More options to customize Better Integration with Provider s Website 26 Profit from the Cloud

27 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 27 Profit from the Cloud

28 Thank you! Partner to resell Parallels Enabled Cloud Services Talk to Parallels Enabled Cloud providers today Questions or comments: 28 Profit from the Cloud

29 February 14-16, 2012 Orlando, Florida 29 Profit from the Cloud