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Private Label Hosted Services Ascii Members

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Who is Pointivity?

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Goals Today <ul><li>Create Awareness </li></ul><ul><li>Share insights and experience </li></ul><ul><li>Keys to success </li></ul><ul><li>Present opportunity to partner </li></ul>

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The Changing Landscape of IT Why Hosted Services?

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IT Landscape ON PREMISE HOSTED HOSTER CLOUD BUILD BUY INTERNAL OUTSOURCED MANAGE CLIENT

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Traditional IT ON PREMISE HOSTED HOSTER CLOUD BUILD BUY INTERNAL OUTSOURCED MANAGE CLIENT

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IT Quadrant For Cloud ON PREMISE HOSTED HOSTER CLOUD BUILD BUY INTERNAL OUTSOURCED MANAGE CLIENT

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The Changing Landscape <ul><ul><li>Technical Drivers </li></ul></ul><ul><ul><li>SAAS </li></ul></ul><ul><ul><li>Connecitivity </li></ul></ul><ul><ul><li>Cloud Computing </li></ul></ul><ul><ul><li>Desktop Value </li></ul></ul><ul><ul><li>Business Drivers </li></ul></ul><ul><ul><li>CapEx vs OpEx </li></ul></ul><ul><ul><li>Channel Relations </li></ul></ul><ul><ul><li>Competitors </li></ul></ul><ul><ul><li>Macro Economic Issues </li></ul></ul>

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SaaS Software-as-a-Service <ul><li>The Evolving Trends </li></ul>

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Where Is Adoption At? Laggards Innovators Late Majority Mass Market 2.5% 13.5% 34% 34% 16% Early Majority Early Adopters Rogers Adoption / Innovation Curve Huge growth ahead - $16 billion in 2011 (IDC)

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Industry Trends

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Waves Of SaaS Evolution Early Adoption > Stand-alone Apps > Multi-tenancy > Limited Configurability > Focus on TCO / rapid deployment SaaS 1.0 Wave 1: 2001-2006 Cost-effective Software Delivery Low Adoption High <ul><li>Early Adoption </li></ul><ul><li>Stand-alone Apps </li></ul><ul><li>Multi-tenancy </li></ul><ul><li>Limited Configurability </li></ul><ul><li>Focus on TCO / rapid deployment </li></ul>Wave 3: 2005-2010 Integrated Business Solutions <ul><li>Wave 3: 2008-2014 </li></ul><ul><ul><li>Cost-effective </li></ul></ul><ul><ul><li>Software Delivery </li></ul></ul>SaaS 2.0 Mainstream Adoption > Integrated w/ Business Portfolio > SaaS Integration Platforms > Business Marketplaces and SaaS ecosystems Ubiquitous Adoption > Optimized Bus. Ecosystems > IT-targeted Ecosystems > Inter-enterprise Collaboration > IT Utility / SaaS Infrastructure > Customized, Personalized Workflow > Focus on Business > Transformation 2003 2004 2005 2006 2007 2008 2009 2010 2012 2013 2014 SaaS Tipping-Point

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Google Apps <ul><li>SaaS trend is undeniable : </li></ul><ul><li>Companies around the world of all sizes, in all industries, are migrating in ever-increasing numbers to embrace cloud computing. As one of the global leaders in SaaS, Google Apps has experienced accelerating adoption with over 3,000 businesses signing up daily and over 10 million active users from over 1 million companies already using Apps successfully </li></ul>

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CAPEX vs. OPEX <ul><li>The Underlying Implications </li></ul>

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OPEX CAPEX OPEX <ul><li>Preservation of capital </li></ul><ul><li>Depreciating Items </li></ul><ul><li>IT is moving forward </li></ul><ul><li>Spread your risk </li></ul>Balance Sheet Income Statement <ul><li>Upfront investment </li></ul><ul><li>Appreciating Items </li></ul><ul><li>Slower time to benefit </li></ul><ul><li>High risk no guarantees </li></ul>

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Competitors <ul><li>Old vs. New </li></ul>

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Channel Relationships <ul><li>Trends in Providers: </li></ul><ul><ul><li>Traditional role is shrinking </li></ul></ul><ul><ul><li>Going away from channel </li></ul></ul><ul><ul><li>SAAS is direct to client </li></ul></ul><ul><li>Trends in Products </li></ul><ul><ul><li>Knowledge is ubiquitous </li></ul></ul><ul><ul><li>Availability is broad </li></ul></ul><ul><li>Trends in SaaS providers </li></ul><ul><ul><li>Own relationship directly </li></ul></ul>Providers Channel Customers X

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Competitors <ul><li>“ Bite the hand that feeds you” </li></ul><ul><ul><li>Old partner = New competitor </li></ul></ul><ul><ul><li>Sell direct </li></ul></ul><ul><ul><li>Own client relationship </li></ul></ul><ul><li>The black list: </li></ul><ul><ul><li>Telcos </li></ul></ul><ul><ul><li>Dell, Microsoft </li></ul></ul><ul><li>Survival playbook </li></ul><ul><ul><li>Offer value in a package </li></ul></ul><ul><ul><li>Take high ground to create value </li></ul></ul>

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So what's your next move?

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Keys Points <ul><li>Extend Your Brand </li></ul><ul><li>Control of pricing and margins </li></ul><ul><li>Breadth of offerings </li></ul><ul><li>Remain relevant to client </li></ul>

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Extend Your Brand <ul><li>Custom Storefront </li></ul><ul><ul><li>HTML & graphics with marketing content </li></ul></ul><ul><ul><li>Multiple templates to choose from </li></ul></ul><ul><li>Custom shopping cart </li></ul><ul><ul><li>Secure checkout with your brand </li></ul></ul><ul><ul><li>Integrated with your storefront </li></ul></ul><ul><li>Custom Collaterals </li></ul><ul><ul><li>Sales & marketing materials </li></ul></ul><ul><li>Custom Control Panel </li></ul><ul><ul><li>Custom notification templates </li></ul></ul><ul><ul><li>Your domain (store.yourdomain.com) </li></ul></ul>

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Your Logo

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Control Pricing and Margins <ul><li>Set Your Own Pricing </li></ul><ul><ul><li>Wholesale package & pricing </li></ul></ul><ul><ul><li>Earn 20%+ margins </li></ul></ul><ul><li>Recurring Revenue </li></ul>

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Profits??? SCENARIO: > 25 users of Exchange > $15 per user/month Cost per Month $ 375.00 Annualized $ 4,500.00 Microsoft BPOS Pointivity Year One 12% $ 540.00 20% $ 900.00 Year Two 6% $ 270.00 20% $ 900.00 Year Three 6% $ 270.00 20% $ 900.00 Total Revenue to You $ 1,080.00 $ 2,700.00

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Offer More Products <ul><li>Hosted Services </li></ul><ul><ul><li>Hosted Exchange, SharePoint, Dynamics </li></ul></ul><ul><ul><li>Add-ons: Postini, Blackberry, Global Relay storage space, securer email </li></ul></ul><ul><ul><li>Dedicated Servers </li></ul></ul><ul><ul><li>Open Source Products </li></ul></ul><ul><ul><li>Hybrid solutions </li></ul></ul>

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Trusted Advisor to Client <ul><li>You are the trusted advisor to your client </li></ul><ul><li>Own the relationship touchpoints </li></ul><ul><li>Control the clients total IT spend </li></ul><ul><li>Be the first to offer new solutions and opportunities. </li></ul>

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Why Partner with Pointivity? <ul><li>Recurring revenue with high margins </li></ul><ul><li>Private label = Your brand </li></ul><ul><ul><li>Maintain customer ownership & relationship </li></ul></ul><ul><li>Easy to use control panel </li></ul><ul><ul><li>Automated product provisioning </li></ul></ul><ul><li>Integrated eCommerce & billing </li></ul><ul><ul><li>Credit card or invoice support </li></ul></ul><ul><li>Stay competitive </li></ul><ul><ul><li>Partner Portal: Store templates, e-commerce, knowledge base, marketing materials </li></ul></ul>

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Next Steps <ul><li>Visit: </li></ul><ul><li>www.deliveritsmarter.com </li></ul><ul><li>Contact: </li></ul><ul><ul><li>Derek Cahill </li></ul></ul><ul><ul><li>VP of Channel Development </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>858-777-6980 </li></ul></ul>