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Dramatically increase revenue on verio template

  1. 1. Dramatically Increase Revenue through Hosting Services <br />Discover the market opportunity and what you need to know to <br />offer and support these services.<br />Janine Soika, Market Leader of Reseller Channel Programs<br />December 14, 2010<br />
  2. 2. Speaker Bio – Janine Soika<br />Janine Soika <br />Market Leader of Reseller Channel Programs, Verio Inc.<br />Janine Soika<br />Janine Soika has over 15 years experience in B2B marketing, with more than 10 years managing Channel Partner programs for High-Tech Fortune 500 companies. Ms. Soika has held Marketing leadership positions with IBM, The Equitable Group, Arrow Electronics, Level 3 Communications, and Epsilon Data Systems. She also served as a marketing consultant for Wells Fargo Bank in addition to smaller start up organizations. In 2009 Janine was recognized by CRN Magazine as one of the “Top 100 Most Powerful Women of the Channel.” She holds an MBA from Pace University and resides in Denver, Colorado with her husband, Tom and their two boys, Michael (8) and Ryan (5).<br />
  3. 3. Agenda<br /><ul><li>Hosting Services overview
  4. 4. Market opportunity
  5. 5. What it takes to become a hosting reseller
  6. 6. How to position and sell them
  7. 7. How to select a Hosting Service Provider
  8. 8. How to get started</li></li></ul><li>Hosting Services Overview - What are Hosting Services?<br />Hosting services are managed servers provided by a Hosting Service Company:<br /><ul><li>Provides the technical infrastructure and ongoing support
  9. 9. Typically sold on a monthly basis at a fixed monthly price
  10. 10. Clients of Hosting services don’t have to worry about the burden of maintaining the hosting server, operating system, supporting server applications or network</li></li></ul><li>Technology Stack<br />With Managed Computing You Maintain Control<br />Hosting Company Manages<br />
  11. 11. Types of Hosting Services<br />Increasing website security, requirements, scale, flexibility and cost<br />
  12. 12. Complimentary Services<br />SaaS<br /><ul><li> Hosted Microsoft Exchange
  13. 13. Hosted Microsoft SharePoint
  14. 14. eCommerce</li></ul>Professional Services<br /><ul><li> Database Administration and Management Services
  15. 15. Website Design and Management Servicesent Services</li></li></ul><li>Profitable andEasy to Sell<br /><ul><li> Hosting plans are easy to sell, manage, and support
  16. 16. Provision in minutes
  17. 17. No contracts, pay month to month
  18. 18. Earn attractive compounded monthly recurring revenue for life of the account
  19. 19. Combine with your own value-added services to increase profits
  20. 20. Serve more of your customers’ IT needs – increase loyalty/relationships</li></li></ul><li>Market Opportunity<br />
  21. 21. Uses for Hosting<br />Hosting infrastructure services: not just Web Hosting anymore<br />Web sites and associated applications<br />Internal enterprise applications <br />General-purpose IT<br />SaaS enablement and SaaS applications<br />
  22. 22. Why End-Customers use Hosting <br />Source: The 451 Group Cloud Adoption Survey 2010<br />N=120 Sample Size Not Statistically Significant<br />64.5% of Respondents below $250M in Revenue<br />
  23. 23. Hosting Adoption by Workload<br />Source: The 451 Group Cloud Adoption Survey 2010<br />N=120 Sample Size Not Statistically Significant<br />64.5% of Respondents below $250M in Revenue<br />
  24. 24. Adoption by Company Size<br />Q. How does your organization host your public Web site and/or internal Web-based applications infrastructure?<br />Base = respondents who currently have or plan to have public Web sites and/or internal Web/IP-based applications infrastructure<br />Source: IDC's U.S. WAN Manager Survey, 2009<br />
  25. 25. Planned Use by Company Size<br />Q. Will your organization hosting be in-house, outsourced, or a combination of both in the next 12 months?<br />Base = respondents who currently have or plan to have public Web sites and/or internal Web/IP-based applications infrastructure<br />Source: IDC's U.S. WAN Manager Survey, 2009<br />
  26. 26. Market Forecast Growth Rate<br />U.S. Hosting Infrastructure Services Forecast<br />6.9% Growth<br />6.8% Growth<br />6.7% Growth<br />6.7% Growth<br />6.5% Growth<br />Source: IDC, May 2010<br />
  27. 27. What it Takes to Become a Hosting Service Provider<br />
  28. 28. Overview<br />Hosting Reseller Defined<br />Hosting resellers purchase Hosting at wholesale discounts from a hosting service provider such as Verio. <br />Resellers typically combine other services with hosting and resell them to their clients at a profit<br /> Hosting resellers maintain the client relationship, bill, and support.<br /> In exchange for these services, the client pays the Hosting Reseller a monthly fee.<br />Purchases Services<br />Resells, bills, and supports<br />Hosting Provider<br />Hosting Reseller<br />End-Customer<br />
  29. 29. Reseller’s Role<br /><ul><li> Advise clients on appropriate Hosting solution to meet their specific business requirements
  30. 30. Provide additional value-add services:
  31. 31. Website Design
  32. 32. Website Content Management
  33. 33. Email Services
  34. 34. Marketing Services (SEM, SEO, PPC, Social Media)
  35. 35. Database services
  36. 36. SaaS applications</li></li></ul><li>Technical Expertise<br />Depending on the services you plan to provide, you may need the following expertise:<br /><ul><li>Basic website design (HTML and CSS at the least)
  37. 37. Website application integration for eCommerce, merchant accounts , SSL certificates
  38. 38. Internet protocols (e.g., HTTP, HTTPS, FTP)
  39. 39. Understanding of domain names and the Domain Name System (DNS) – domain name registration and transfer
  40. 40. Email services and how e-mail works
  41. 41. Specific commercial application knowledge
  42. 42. Database set up and management
  43. 43. Leading Operating Systems: Windows, Linux or Unix, Solaris, etc. </li></li></ul><li>Types of Programs<br /><ul><li> Wholesale Reseller (Verio’s Via3 partner program)
  44. 44. Sells, bills and supports
  45. 45. Purchases hosting services at wholesale prices
  46. 46. Sets Profit Margin </li></ul>Hosting Purchase Price + Additional Services = End-Customer Price <br />Profit Margin = End Customer Price – Purchase Price/Operating Costs<br /> Modified Reseller Program (Verio’s Via2 partner program)<br /><ul><li>Sells and Bills
  47. 47. Hosting Service Provider supports end-customer
  48. 48. Reseller purchases Hosting services at reduced discount rate
  49. 49. Agent/Referral Reseller (Verio’s Via1 partner program)
  50. 50. Sells or refers business to Hosting Service Provider
  51. 51. Receives commission or one time payment</li></li></ul><li>How to Position & Sell<br />
  52. 52. Customer Benefits<br />Reduce Capital Expenses – Free Up Cash Flow<br /><ul><li>No hardware and network infrastructure costs
  53. 53. No perpetual software licensing expenses
  54. 54. Reduces barriers for deploying new applications
  55. 55. Predictable monthly expenses</li></ul>Reduce IT and Server Management Costs<br /><ul><li>No patch management
  56. 56. No installing software upgrades
  57. 57. No dealing with security vulnerabilities or network uptime
  58. 58. Decreases operational expenses
  59. 59. Provides more time and resources to focus on strategic, high-return IT initiatives</li></ul>Reduce Risk – Faster ROI<br /><ul><li>Fewer upfront costs = less financial risk + faster ROI for new applications</li></ul>Rapid Deployment of Solutions<br />
  60. 60. How to Select A Hosting Service Provider<br />
  61. 61. How to Select a Hosting Provider<br /><ul><li> Reliability – how often do they experience unplanned server outages and how quickly are they resolved?
  62. 62. Security - what security measures does the provider take to ensure the integrity of your clients’ applications, websites and data, how do their measures compare to industry standards.
  63. 63. Scalability – infrastructure built for performance and scalability
  64. 64. Responsiveness –what are the technical support hours for resellers, and are there multiple ways for resellers to request support?
  65. 65. Financial Stability – is the company solvent? You want to make sure you build your business upon a reliable service provider that will be around for the long-term.
  66. 66. Global Presence – if you have customers outside of the US, you’ll want to find a service provider that can provide hosting services to these clients
  67. 67. Expertise – how long has the service provider been in business? Do they have a proven track record of performance?
  68. 68. Reseller Program –make sure the Hosting service provider offers a reseller program and that their compensation and support to channel partners is competitive within the industry.</li></li></ul><li>How to Get Started<br />
  69. 69. How to Get Started<br />Evaluate your company strengths<br />Ensure you have the appropriate business infrastructure<br />Select a Hosting Service Provider<br />Select the right partner program for your company<br />Advertise and Promote your business<br />
  70. 70. Verio Company Overview <br />Verio is the Leading Global Provider of Hosted Computing Solutions for the SMB Market<br /><ul><li>Hosted Servers
  71. 71. Application Hosting
  72. 72. SaaS</li></ul>Verio is Owned by NTT<br /><ul><li>The world’s 2nd Largest Telecommunications Company
  73. 73. The 31st Largest Company in the World
  74. 74. As ranked by the global Fortune 500, July 2010
  75. 75. Proven Track Record of Performance and Financial Strength</li></ul>2010 Top Women <br />In The Channel<br />
  76. 76. VerioCompany Overview -Global Network<br />Global Market Coverage via NTT’s Reliable/Scalable Global IP Network and Data Centers<br />Co-located in Many of the World’s Most Robust Data Centers<br />Data Centers Located on Multiple Continents - Asia, Europe, Australia, North America and South America<br />State-of-the-art, Maximum Security SAS 70 Data Centers<br />
  77. 77. Interested in Learning More About Verio’s Partner Programs?: <br />Contact Brandon Miles:<br />Phone: 561-999-8532<br />bmiles@contractor.verio.net <br />or visit viaverio.com<br />
  78. 78. QUESTIONS?<br />