A presentation detailing Alibaba Cloud's Marketplace Alliance program. For those interested, visit: http://intl.aliyun.com/partner/list/alliance.html

1. Marketplace Alliance Program
David Zhangwei

2. Time to change
On premise
application
System
Ecosystem for
Service& Solution
Cloud based
Application
AliCloud
Hardware profit Cliff falling
Public/Private/Hybrid Cloud
Consulting provider
Service Provider SIs, ISVs, MSPs
Huge market space for Cloud Service driven by Cloud Computing

3. AliCloud Orientation
Base Cloud Service Provider
Global Market
Public Cloud
Hybrid Cloud
Key Account
Vertical Cloud
Solution for verticals
Cloud based IT service
Local Service& Support
Agency
Application

4. AliCloud Ecosystem
13
Apsara
(Elastic computing, storage service, large-scale computing and big data)
API
MarketplaceAgency SaaS
MSPs, SIs, ISVs, Solution Providers, Image Providers
E-commerce Finance Gov. Verticals…
———————————————————————— Application service ————————————————————————
Individual developers
Customers of small and medium
enterprises and venture companies
Solutions for medium and large
enterprises
————————————————————————— Customer —————————————————————————
Marketplace Alliance Program

5. Market distribution and Opportunities
Individual Client
Agency Small& Medium ISV
Regional IT Service Provider
Solution Provider
Vertical
Large Enterprise
SMEs
Co-Operation with integrated
service providers worldwide
Cloud service providers, SaaS, ISVs, MSPs
Co-Operation with partner in
terms of AliCloud Apsara
Regional Cloud service providers, Agents
Resell, MSPs
Joint-Operation
Marketplace

6. AliCloud MAP Overview
AliCloud Marketplace provide unique portal for partners worldwide to get in touch with
millions of SMEs, developers in different parts of the world
The goal of AliCloud Marketplace Alliance Program is to align all AliCloud overseas partners to form a robust eco-system in targeted
regions, leveraging partners’ local expertise to provide cloud solutions tailored to customers in global markets.
Marketplace
Alliance
Program
MAP
AliCloud Marketplace provides an unique portal for global partner to get in
touch with millions of SMEs and developers in different parts of the world

7. Apsara model
Agency
Cloud Service Support
Solution
SaaS
Partner Position& Type
34
Software
outsourcing
and IT
service
Small &
medium SP
Large SI
Large ISV
Data
company
service
Agent
Technology Partner
Channel Partner

8. Channel Partner Program
• Purpose
Reward channel partners for helping AliCloud generate sales with minimal to zero investment
Type Business model R&R
Agency
Reward partners for helping AliCloud generate sales
with minimal to zero investment
- Tiered commission
- Annual contract renewal
- Minimum monthly sales target
- Entitled to sell AliCloud global resources
- Marketing and promotion support
Reseller
Help invested partners to improve cost effectiveness
developing application, tools and services on AliCloud
- Tiered discounts
- Annual contract renewal
- Minimum monthly spending required
- Marketing and promotion support
- Pre-sales and post-sales support
- Entitled to sell AliCloud worldwide resources

9. Cloud Alliance Program
AliCloud
Control
Center
Local RegionPartner Portal
AliCloud.comAliCloud
Customer
Partner
Customer
Other Regions
(AliCloud or other
Partners)
1
1 1
2
2
2
3
3
3

10. Full Support to Channel Partner
Enablement
Awards
Business
Support
Market
Support
• AliCloud marketing campaign
• Placement in the MAP Partner Directory
• AliCloud MAP partner logo
• AliCloud sales promotion campaign
• Coupon for setup
• Business Manager for Partner
• Local workshop for Partner
• Onsite technical training
• Technical Support
• AliCloud global partner summit
• Annual award evaluation

11. Technology Partner Program
Purpose
• Enable global partners to integrate their products with AliCloud platform, take advantage of leading cloud technology.
• More business opportunities to partners by offering a global marketplace platform that can reach global AliCloud
customers.
• Provide an ecosystem that connects AliCloud global partners.
This program fits for partners such as SaaS, Solution Providers, Image Providers, MSPs, SIs, ISVs, etc.

12. Full Support to Technology Partner
Enablement
Awards
Business
Support
Market
Support
• AliCloud marketing campaign
• Placement in the MAP Partner Directory
• AliCloud MAP partner logo
• Trail on AliCloud Marketplace
• Promotion on AliCloud Marketplace
• Test account support
• Local workshop for Partner
• Onsite technical training
• Technical support
• AliCloud global partner summit
• Annual award evaluation

13. Application Process
Create AliCloud
account
Submit online
application form
Internal
background
check
Agreement
sign up
Partnership
kick off
3-5 work days
Application is available at: http://intl.aliyun.com/partner/list/apply.html

14. Target Verticals
Multi-Media Gaming E-Commerce
Others
( SNS, health, etc)
Partners Partners Partners Partners

15. Current Partners

16. Thanks!
Contact us for more inforamtion:
AliCloud-map@list.alibaba-inc.com