Will Open Standards Makes Dreams ofProfitability a Reality?                                    Profit from the Cloud™Sr. D...
Parallels: Leader in Desktop Virtualization andCloud Services Enablement Strong Foundation• 900+ employees worldwide• 100+...
The Evolving IT Ecosystem and the need forcloud distribution and integration standards                                    ...
The Traditional SMB IT Ecosystem     10,000s                   1000s                      100,000s           148M SMBs ISV...
The New SMB IT Ecosystem  10,000s ISVs           10,000s Service          100,000s Resellers       148M SMBs              ...
Enabling Seamless Distribution  10,000s ISVs       10,000s Service        100,000s Resellers    148M SMBs                 ...
+APS: Application Packaging StandardStandardizes the packaging of software and services for cloud distribution   Cloud Ser...
Ecosystem: Standardized Cloud Service Deployment           ISVs                                                      Servi...
APS Package Application Types         Web Server                                        Hosted by Service Provider        ...
APSStandard.orgFor ISVs•   Documentation & Tools•   Support•   Sandbox•   Certification•   Developer ForumFor service prov...
APS Packaging OptionsUse a certified APS System Integrator                     www.apsstandard.org                        ...
Sample Service Provider Online Stores                         12             Profit from the Cloud™
Service Provider Best Practices                      13          Profit from the Cloud™                                   ...
Quantifying the SMB cloud opportunity                           Current Market (WW, 2011) = $34B                    Estima...
SMB Cloud Market TrendsDemand 2012 will be year that SMBs see cloudtechnologies as the new normal rather thancutting edge ...
Focus on up-sell , cross-sell & bundleswith anchor services  Anchor:          Lead offerings within the Workload  Up-Sell:...
17   Profit from the Cloud™
Hosted communications & collaboration                          Desktop BackupCross-Sell                Desktop SecurityPur...
Communications & collaboration opportunityCross-SellPurchaser of workload                                  30% Use Online ...
Web presence and applications                          Project ManagementCross-Sell                CRMPurchaser of workloa...
Web presence and applications opportunityCross-Sell                                    Price became top-ranked purchase cr...
WHAT IS APS 2.0?             22    Profit from the Cloud™
APS 2.0 – Building Blocks for Pluggable Suites• APS Service Bus   •   Cross-sell, up-sell enablement                      ...
UpConference                                    $100 Off with Code                                     ATGNZU4JAlex Danylu...
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Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels

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  • Designer: Don’t touch
  • Owner: Adam (remove brands) Instructions to the designer: Adam talk to designers Notes: Walk the audience through current SMB IT services delivery model Ask question of what is driving this change
  • Leslie
  • Design: General clean up, text, title alignment, font consistency
  • Let’s take a look at few key SMB Cloud Market trends and end-user needs emergingSMB Group published their 2012 predictions and one of their top 10 predictions was“The Cloud Becomes the New Normal” - They are seeing demand for cloud-based solution accelerating in almost all solution areas and cloud services being thought of as “normal” vs. cutting edge Bundles: As this migration into the cloud accelerates, SMB buyers are showing a strong inclination to purchase bundled cloud offerings as opposed to a stand-alone application.“A significant segment of U.S. SMBs prefer to deploy multiple cloud services in order to achieve flexibility, ease of IT management, and lower CAPEX,” says Donald Best of AMI. “This is also driving an evolution in the channel ecosystem, as communications service providers and hosts increasingly offer bundles including productivity suites and other cloud-based applications.”For example, AMI research shows that 38% of U.S. SMBs have indicated a strong preference for obtaining software as a service (SaaS) as part of a package/bundleGrow your Profits by 50%A typical Hoster has ~1000 websites, means they get ~ $10k/month in revenue with 20% [at most] profit margin = $2k in monthly profit.10% penetration of $40 bundle is 100 customers and incremental $4000 in revenue.  Assuming 25% margin this is $1k in monthly profit, an incremental 50% from profit they made before.
  • Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels

    1. 1. Will Open Standards Makes Dreams ofProfitability a Reality? Profit from the Cloud™Sr. Director SaaS & ISV Alliancesadanyluk@parallels.comtwitter: @AlexDanyluk March 2012
    2. 2. Parallels: Leader in Desktop Virtualization andCloud Services Enablement Strong Foundation• 900+ employees worldwide• 100+ patents filed, pending or granted• 10+ year old company Cloud Services Enablement Cross Platform Clients• 10+M small businesses in 125 countries • 3+M users WW• #1 Cloud Service Enablement provider • #1 in Mac Virtualization with 75%• 50% of 30 largest telecom operators retail new units market share (for Q4 2011) Self-Service Control Panels Provisioning Billing Server Virtualization 2 Profit from the Cloud™
    3. 3. The Evolving IT Ecosystem and the need forcloud distribution and integration standards TM Profit from the Cloud
    4. 4. The Traditional SMB IT Ecosystem 10,000s 1000s 100,000s 148M SMBs ISVs/HW Builders Distributors ResellersDevelop, package for Aggregate, manage Integrate, upsell, Manually physical distribution physical distribution, cross-sell, license, deal or download, order fulfillment, help install, with upgrade, license, install revenue on each configure solution sometimes install transaction and configure, use 4 Profit from the Cloud™
    5. 5. The New SMB IT Ecosystem 10,000s ISVs 10,000s Service 100,000s Resellers 148M SMBs Providers & System IntegratorsDevelop, package for Aggregate, manage Development, Aggregation, Integrate, upsell, Use Manually physical distribution infrastructure infrastructure, physical cross-sell, help cross-sell, license, deal provisioning, or download, distribution, order provisioning configure solution help install, with installation, license, install fulfillment, revenue on automation, service configure solution upgrade, sometimes configuration, billing,transaction each recurring install licensing revenue and configure, use 5 Profit from the Cloud™
    6. 6. Enabling Seamless Distribution 10,000s ISVs 10,000s Service 100,000s Resellers 148M SMBs Providers & System Integrators APS: Application Packaging Standard Standardizes the packaging of software and services for cloud distribution 6 Profit from the Cloud™
    7. 7. +APS: Application Packaging StandardStandardizes the packaging of software and services for cloud distribution Cloud Service ISVs Thousands of Cloud 10s Millions+ or Service Partners Service Providers Cloud Service Subscribers TM Profit from the Cloud
    8. 8. Ecosystem: Standardized Cloud Service Deployment ISVs Service Providers• Package once, reach 10s of APS • Access to more applications Millions • Provisioning App. Account • Easier to install & maintain• Can be hosted anywhere & User Settings • Hosted or syndicated • Billing definition • Application integration 2M+ Downloads Over 100% YoY services sold growth 400+ Applications and Services 50%+ commercial apps 8 Profit from the Cloud™
    9. 9. APS Package Application Types Web Server Hosted by Service Provider • Account Creation and Web Hosted Automated Provisioning • Billing • Role based portal Legacy Syndicated administration Dedicated Servers or VPSs Syndicated Service 9 Profit from the Cloud™
    10. 10. APSStandard.orgFor ISVs• Documentation & Tools• Support• Sandbox• Certification• Developer ForumFor service providers• Application catalog• News & eventsAPS Certified SystemIntegration Partners 10 Profit from the Cloud™
    11. 11. APS Packaging OptionsUse a certified APS System Integrator www.apsstandard.org 11 Profit from the Cloud™
    12. 12. Sample Service Provider Online Stores 12 Profit from the Cloud™
    13. 13. Service Provider Best Practices 13 Profit from the Cloud™ TM
    14. 14. Quantifying the SMB cloud opportunity Current Market (WW, 2011) = $34B Estimated WW SMB Market in 2014 = $68B Hosted Communication and Other Web Presence Infrastructure Collaboration ApplicationsSource: Parallels SMB Cloud Insights™, 2012 14 Profit from the Cloud™
    15. 15. SMB Cloud Market TrendsDemand 2012 will be year that SMBs see cloudtechnologies as the new normal rather thancutting edge Mobile Top 10 2012 SMB Trends Web Site SEO 2014 2014 Bundled Solution Preference 38% of U.S. SMBs prefer to obtain SaaS as part of a package/bundle AMI-Partners 2011 2011 2009 SMB Paid Services Growth Ten percent penetration of $40 bundle of apps results in 50% increase in profit for average Cloud Service Provider 15 Profit from the Cloud™
    16. 16. Focus on up-sell , cross-sell & bundleswith anchor services Anchor: Lead offerings within the Workload Up-Sell: Complementary to the core Workload (enhancements) Cross-Sell: Purchaser of Workload is the same decision makerWorkloads Anchor Up-Sell Cross-SellCommunication Desktop E-mail, Anti-virus Archive, Collab.& Collaboration BackupWeb Presence & Marketing, CMS CRMWeb Applications MobileHosted Infrastructure Server, Backup, CDN C&C, LOB(IaaS) VirtualizationBusiness Applications Highly specific to each Business Application 16 Profit from the Cloud™
    17. 17. 17 Profit from the Cloud™
    18. 18. Hosted communications & collaboration Desktop BackupCross-Sell Desktop SecurityPurchaser of workload Video Conferencing Financialis also decision maker Hosted Desktop CRM Archiving E-mail Hosted PBXUp-Sell ConferencingComplementary to the Business IMcore workload.. Document Sharing Collaboration E-mailAnchor DNSServices you lead with. Virus Protection Spam Filtering 18 Profit from the Cloud™
    19. 19. Communications & collaboration opportunityCross-SellPurchaser of workload 30% Use Online Backupis also decision maker +13% Plan to Purchase 17% Use email archivingUp-SellComplementary to the +6% Plan to purchasecore workload.. 75% Growth in Hosted PBXAnchorServices you lead with. 30% Growth in premium hosted email since 2010Source: Parallels SMB Cloud Insights™, 2012 19 Profit from the Cloud™
    20. 20. Web presence and applications Project ManagementCross-Sell CRMPurchaser of workload Desktop Backupis also decision maker Business E-mail Collaboration SEO/Web Marketing Mobile WebsiteUp-Sell Email MarketingComplementary to the Website Securitycore workload.. Call Center Website Backup CDN Web PresenceAnchor CMS/BlogServices you lead with. Basic E-mail eCommerce 20 Profit from the Cloud™
    21. 21. Web presence and applications opportunityCross-Sell Price became top-ranked purchase criteriaPurchaser of workload #1 Value added services critical to profitabilityis also decision makerUp-Sell 50% Security concernsComplementary to thecore workload.. 50% Design sites In-house 47% Using Facebook – “Web Presence” criticalAnchor 50% Of those without websites plan to buyServices you lead with. 31% Plan to expand spendSource: Parallels SMB Cloud Insights™, 2012 21 Profit from the Cloud™
    22. 22. WHAT IS APS 2.0? 22 Profit from the Cloud™
    23. 23. APS 2.0 – Building Blocks for Pluggable Suites• APS Service Bus • Cross-sell, up-sell enablement Service Integration • Service discovery • Cross-service communication and dependencies • Cross-service notifications APS Service Bus• Single Sign-On• Control Panel Application UI P store.myco.com extensibility via HTML5 P www.myco.com 23 Profit from the Cloud™
    24. 24. UpConference $100 Off with Code ATGNZU4JAlex DanylukSr. Director SaaS & ISV Alliancesadanyluk@parallels.comtwitter: @AlexDanyluk 24 Profit from the Cloud™ TM

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