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  • Note: SaaS opportunity
  • 04/02/10 23:28 © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
  • Automation as a Competitive Adv - no notes

    1. 1. Automation as a Competitive Advantage Jan-Jaap Jager Managing Director - Asia / MEA , Parallels [email_address]
    2. 2. Agenda Automation As A Competitive Advantage <ul><li>What has happened / is happening… </li></ul><ul><li>How to keep Competitive </li></ul><ul><li>Automation the Secret to Success </li></ul><ul><li>How can Parallels Help </li></ul>
    3. 3. What has happened / is happening… Automation As A Competitive Advantage OPPORTUNITY
    4. 4. Hosting Industry <ul><li>Industry continues to mature </li></ul><ul><ul><li>Seen as a serious business </li></ul></ul><ul><li>Market Consolidation </li></ul><ul><ul><li>Leaders are buying followers/ close competitors </li></ul></ul><ul><ul><li>Leaders are buying smaller companies </li></ul></ul><ul><li>SaaS is not futuristic, it exists today </li></ul><ul><ul><li>Was and will be even more of a growth driver </li></ul></ul><ul><ul><li>Plenty of room for all hosting types </li></ul></ul><ul><ul><li>Threat and opportunity </li></ul></ul><ul><li>Larger ISVs see the need to move to SaaS as well </li></ul><ul><ul><li>SaaS is SOFTWARE as a service. They are important partners if you are to take advantage of SaaS opportunity </li></ul></ul><ul><ul><li>Does it make sense for ISV to be a Service Provider? </li></ul></ul>Automation As A Competitive Advantage
    5. 5. Actual Market Situation Automation As A Competitive Advantage ISV / SI ISV Applikation
    6. 6. Actual Market Situation Automation As A Competitive Advantage ISV / SI ISV Application ISV Application ISV Application ISV Application ISV Application ISV Application
    7. 7. Market Trend Automation As A Competitive Advantage ISV Applikation ISV Applikation ISV SaaS ISV Appl.
    8. 8. Hosting Market: Look ahead <ul><li>Hosting market grew to $8.2B in 2006 (from $6.8B in 2005)* </li></ul><ul><ul><li>US Market – represents only 50-60% of worldwide market </li></ul></ul><ul><li>By 2011, the market is predicted to grow to $16.4B* </li></ul>Automation As A Competitive Advantage <ul><li>Trend #1: Traditional hosting market is established and growing, but slowing down </li></ul><ul><li>Trend #2: Managed hosting and SaaS are the growing segments* </li></ul><ul><li>Key Point: Changes may be required to sustain revenues and continue growth </li></ul>* source: IDC presentation at 2007 Parallels Hosting Summit SaaS % of Business Software Market Opportunity: $8B increasing to $40B 0% 5% 10% 15% 20% 25% 2006 2011
    9. 9. What has happened / is happening… Automation As A Competitive Advantage Parallels Summit 2008 OPPORTUNITY GIANTS
    10. 10. Internet Giant – Google <ul><li>Google targeting SMBs with SaaS </li></ul><ul><ul><li>Google Sites (collaboration) </li></ul></ul><ul><ul><li>Google Apps (productivity tools) </li></ul></ul>Automation As A Competitive Advantage Google productivity tools for small and medium sized businesses. Competitor to providers offering Hosted SharePoint services. Applications Collaboration Screen Images Apps Hosting Note that Google’s service offering is starting to resemble website hosting.
    11. 11. Internet Giant – Amazon (and others) <ul><li>Amazon Web Services? </li></ul><ul><ul><li>S3 – Amazon Simple Storage Service </li></ul></ul><ul><ul><li>EC2 – Amazon Elastic Computer Cloud </li></ul></ul><ul><li>WebStores targets merchants </li></ul>Automation As A Competitive Advantage Complex usage-based fees which are not understood by typical SMBs. Found Web Services after scrolling down (not in the main departments). Compete with e-commerce offerings - $60/month plus 7%. Targeting Developers Home Page Screen Images WebStores
    12. 12. Internet Giant – Microsoft <ul><li>Microsoft targeting SMBs with SaaS </li></ul><ul><ul><li>Exchange Hosted Services (recent announcement) </li></ul></ul><ul><ul><li>Workspace (file sharing for office applications) </li></ul></ul><ul><ul><li>Small business (web site and domain tools) </li></ul></ul>Automation As A Competitive Advantage Online file sharing for office applications. “may include advertising” New offer is targeted at SMBs as well as large providers . Template-based websites with branded email and shared workspace. <ul><li>Microsoft is partnering with ISVs and hosting providers </li></ul><ul><ul><li>Take advantage of the opportunity </li></ul></ul>Workspace Email Screen Images Small Business
    13. 13. Other Bigger Industry Players – like… Automation As A Competitive Advantage
    14. 14. What has happened / is happening… Automation As A Competitive Advantage OPPORTUNITY GIANTS PRICE EROSION
    15. 15. Hosting Services Price Development Automation As A Competitive Advantage E-Mail ASP.NET & .NET Services E-Commerce Initial Presence Added Value Applications Average Revenue Per User $2 - $10 $500 - $1,500 $150 - $500 $10 - $150 Shared Website, static pages Shared VPS Dedicated VPS Shared, dynamic Website Demand for Services Managed Dedicated Environment with Web Servers), DB, Storage, Security, etc. Dedicated Web Server with Root Access ARPU/S opportunities: Shared to VPS to Dedicated New SaaS Applications
    16. 16. Effect of Price Erosion <ul><li>Your Premium Customers </li></ul>Automation As A Competitive Advantage $ / Customer # of Customers Your Typical Customers (Currently) “non addressable” Customers Cost What if you: (A) Lower your cost of sale (i.e. lower barrier to entry) (B) Lower cost of operations IT Optimization and Automation
    17. 17. What has happened/ is happening… Automation As A Competitive Advantage PRICE EROSION GIANTS OPPORTUNITY CHALLENGES
    18. 18. Typical Challenges <ul><li>Managing Costs </li></ul><ul><ul><li>Hosters are growing – problem is, costs are growing at the same speed </li></ul></ul><ul><ul><li>Must have economies of Scale </li></ul></ul><ul><li>Managing Complexity </li></ul><ul><ul><li>The bigger the infrastructure the more complex the management, especially when no good management automation is in place </li></ul></ul><ul><li>Scalability to answer your growth </li></ul><ul><ul><li>Can your platform automatically grow with your customer growth? </li></ul></ul><ul><ul><li>Horizontal and vertical? </li></ul></ul><ul><ul><li>Can you offer new services effectively and efficiently? </li></ul></ul><ul><li>Business Intelligence </li></ul><ul><ul><li>Do you actually know your customers? </li></ul></ul><ul><ul><li>Know what kind of services they like? what they don’t like? </li></ul></ul><ul><ul><li>What is your churn rate and why are they leaving? </li></ul></ul><ul><ul><li>What is your up-selling ratio and for which services? </li></ul></ul><ul><ul><li>Which marketing plan is successful and which are not? </li></ul></ul><ul><li>Flexibility </li></ul><ul><ul><li>Up sell, cross sell, upgrade, management </li></ul></ul><ul><ul><li>Can the change be done by the customer it self (its better for the customer and you!) </li></ul></ul>Automation As A Competitive Advantage
    19. 19. Typical Challenges <ul><li>Complete solution </li></ul><ul><ul><li>for installation/configuration, upgrade/downgrade & management/monitoring </li></ul></ul><ul><li>Single Sign On </li></ul><ul><ul><li>Does your customer have one single interface where they can logon to see and manage all services themselves? </li></ul></ul><ul><ul><li>Able to add new applications in the same single sign on concept? </li></ul></ul><ul><li>Billing Automation </li></ul><ul><ul><li>Payment Collection </li></ul></ul><ul><ul><li>Maintaining Customer Information </li></ul></ul><ul><ul><li>Maintenance product catalog and pricing </li></ul></ul><ul><ul><li>Quickly deploy price changes in your billing system, online store and for your resellers </li></ul></ul><ul><li>Service‘s are like Islands </li></ul><ul><ul><li>Different services, platforms, logins, invoices, etc. </li></ul></ul><ul><ul><li>Provisioning complex applications services </li></ul></ul><ul><ul><li>Are Configuration and Deployment automated? </li></ul></ul>Automation As A Competitive Advantage
    20. 20. Agenda Automation As A Competitive Advantage <ul><li>What has happened/ is happening… </li></ul><ul><li>How to stay Competitive </li></ul><ul><li>Automation the Secret to Success </li></ul><ul><li>How can Parallels Help </li></ul>
    21. 21. How to stay competitive <ul><li>Pricing </li></ul><ul><ul><li>Must be Low enough to attract customers and high enough to be Profitable </li></ul></ul><ul><li>Business Operations </li></ul><ul><ul><li>Be paranoid about efficiency by elimination of manual processes </li></ul></ul><ul><ul><li>Full Automation and Self Management are key </li></ul></ul><ul><li>Broader Set Service Plans </li></ul><ul><ul><li>Many & variety of services </li></ul></ul><ul><ul><li>Many & variety of applications </li></ul></ul><ul><ul><li>Give the customer a choice </li></ul></ul><ul><li>Better & flexible upgrade path </li></ul><ul><ul><li>Variety of workloads </li></ul></ul><ul><ul><li>Variety of sizing options </li></ul></ul><ul><ul><li>Automatic upgrades </li></ul></ul>Automation As A Competitive Advantage
    22. 22. How To Achieve This? <ul><li>Virtualization & Automation </li></ul><ul><ul><li>Helps for additional efficiency and flexibility </li></ul></ul><ul><ul><li>Remember to be paranoid about efficiency </li></ul></ul><ul><li>Business Automation </li></ul><ul><ul><li>Automate every aspect of your business and system processes </li></ul></ul><ul><ul><li>Must be fully integrated across all customers, partners and service plans – it is so for the GIANTS! </li></ul></ul><ul><li>Focus </li></ul><ul><ul><li>Maximize opportunities based on your Strengths </li></ul></ul><ul><ul><li>Where you could differentiate and cooperate, do so </li></ul></ul><ul><ul><li>Separately we lose, only cooperating we could win </li></ul></ul><ul><ul><li>Standards like APS Standard are required </li></ul></ul><ul><li>Have Optimized Infrastructure </li></ul><ul><ul><li>Automate, Virtualize and Standardize </li></ul></ul>Automation As A Competitive Advantage
    23. 23. Agenda Automation As A Competitive Advantage <ul><li>What has happened/ is happening… </li></ul><ul><li>How to keep Competitive </li></ul><ul><li>Automation the Secret to Success </li></ul><ul><li>How can Parallels Help </li></ul>
    24. 24. Secret to Success Automation As A Competitive Advantage Enabling your Business Hosting Business Automation Service & Support Marketing & 3 P’s Operations & Finance <ul><li>Marketing </li></ul><ul><li>Good Products </li></ul><ul><li>Good Pricing </li></ul><ul><li>Good Promotion </li></ul><ul><li>Service & Support </li></ul><ul><li>Efficient </li></ul><ul><li>Meets customer expectations </li></ul><ul><li>Operations & Finance </li></ul><ul><li>Process Driven </li></ul><ul><li>Enabling Technology </li></ul><ul><li>Rapid deployment of services </li></ul><ul><li>100% automated </li></ul><ul><li>Scalable </li></ul>Automation is the main contributor to the value of ALL your services. Not automated = Not offered
    25. 25. Agenda Automation As A Competitive Advantage <ul><li>What has happened/ is happening… </li></ul><ul><li>How to keep Competitive </li></ul><ul><li>Automation the Secret to Success </li></ul><ul><li>How can Parallels Help </li></ul>
    26. 26. Parallels Vision – Automation Automation As A Competitive Advantage Standards provide automated application delivery SaaS Enabled! Control Panels help to Contain Costs and Grow Revenue High Cost Hard to Grow Manual Hosting Cost of Service Delivery Scalability and New Service Creation (revenue opportunity) Simple Hosting Optimized Hosting high cost low cost Service delivery Semi Service management Manual Service creation Manual Service delivery Auto Service management Semi Service creation Manual Service delivery Auto Service management Auto Service creation Auto
    27. 27. Parallels Automation Overview Automation As A Competitive Advantage Parallels Virtual Automation Powerful tool helping administrators manage their virtual infrastructure Parallels Operations Automation Solution for automating key IT processes and providing delegated management through the organization Parallels Business Automation Solution for automating key IT business functions including service ordering and chargeback accounting
    28. 28. Top 10 Reasons for Parallels Automation <ul><li>Lowers your cost of operations and cost of sales </li></ul><ul><ul><li>By automation of service provisioning, management and billing </li></ul></ul><ul><li>Enables you to offer any kind of ISV application within a SaaS concept </li></ul><ul><ul><li>Through one single service delivery platform </li></ul></ul><ul><li>Enable quick time to market </li></ul><ul><ul><li>Offer any ISV application as a SaaS model within 30 days in a complete automated provisioning and billing hosted solution </li></ul></ul><ul><li>Highly scalable solution </li></ul><ul><ul><li>Manage millions of accounts </li></ul></ul><ul><ul><li>It can be deployed in clustered and load-balanced configurations </li></ul></ul><ul><ul><li>Supporting mission-critical services on a high-level </li></ul></ul><ul><li>Completely Customizable to your needs </li></ul><ul><ul><li>Wide range of APIs and SDKs available </li></ul></ul>Automation As A Competitive Advantage
    29. 29. Top 10 Reasons for Parallels Automation <ul><li>Central Business Intelligence/ Billing/ Ordering system </li></ul><ul><ul><li>seamlessly integrates into your website and internal systems </li></ul></ul><ul><ul><li>gives you unique visibility into performance of your business - growth, profitability, churn, up-sell and cross sell effectiveness, etc </li></ul></ul><ul><li>Unlimited reseller and white label capabilities </li></ul><ul><ul><li>Resellers can build their own stores, manage their own pricing, and manage their own customers. Without limits </li></ul></ul><ul><li>Proven solution </li></ul><ul><ul><li>500+ deployments worldwide </li></ul></ul><ul><li>Allows you to concentrate on what you do best – sell hosting services </li></ul><ul><ul><li>Leave software development to us (largest dev team in the industry) </li></ul></ul><ul><ul><li>300+ developers and engineers working on Parallels Automation </li></ul></ul><ul><li>Don’t reinvent the wheel we have already done it for you </li></ul>Automation As A Competitive Advantage
    30. 30. Summary Automation As A Competitive Advantage PARANOID CUSTOMER SATISFACTION REVENUE & PROFITABILITY DON‘T REINVENT THE WHEEL
    31. 31. Don‘t try to be Albert Einstein by yourself… <ul><li>… he was already crazy enough… </li></ul>Automation As A Competitive Advantage … take advantage of the Parallels Automation Einstein's Thank You Let us have a discussion now how we can help YOU as well… [email_address]

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