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May 19-20 l Washington, DC l Omni Shoreham

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May 19-20 l Washington, DC l Omni Shoreham

  1. 1. Get More Revenue With SaaS Pat Correia SaaS Marketing Manager, Parallels
  2. 2. Objectives for this Presentation <ul><li>Help you Understand </li></ul><ul><li>The SaaS Opportunity and Challenges </li></ul><ul><li>How the SaaS Ecosystem can work for you </li></ul><ul><li>How to Utilize Virtualization, Automation and Standards in SaaS </li></ul><ul><li>What common Revenue Models there are that will help to motivate you to SaaS </li></ul>
  3. 3. Agenda <ul><li>SaaS Opportunity and Challenges </li></ul><ul><li>Parallels Open Platform </li></ul><ul><li>A Framework for SaaS </li></ul><ul><li>Utilizing your SaaS Platform </li></ul><ul><li>Revenue Model Examples </li></ul><ul><li>Call to Action </li></ul>
  4. 4. SaaS - Opportunity <ul><li>5% of new business software deployed as a service – 2005 </li></ul><ul><li>25% of new business software deployed as a service – 2011 </li></ul><ul><li>Opportunity </li></ul><ul><ul><li>$8B (2006) => $40B (2011) </li></ul></ul><ul><ul><li>50 million SMB customers </li></ul></ul><ul><li>Types of applications </li></ul><ul><ul><li>CRM, web conferencing, web content management, HR, supply chain, collaboration, email, and more </li></ul></ul><ul><li>Example Case: </li></ul><ul><li>55% of IBM’s over 10,000 </li></ul><ul><li>PartnerWorld ISVs are considering offering Software as a Service* </li></ul><ul><li>* IBM PartnerWorld Survey </li></ul>SaaS % of Business Software Market opportunity: $8B increasing to $40B
  5. 5. SaaS –Application Categories Software as a Service categories to deploy Web Conferencing CRM Email / Collaboration HR Portals E-commerce /E-marketing ERP <ul><li>Traditional Apps Deployed into VPSs </li></ul><ul><li>Accounting, business adm., spreadsheets, doc mgmt management, CAD/CAM, etc. </li></ul><ul><li>Web Infrastructure </li></ul><ul><li>Shared web hosting </li></ul><ul><li>Basic email/webmail </li></ul><ul><li>Dedicated, VPS </li></ul>Online Games Opportunities Available to both Providers and ISVs! Where Service Providers are Today
  6. 6. SaaS – The Track to Higher Revenue Customer Needs Revenue Opportunity (SMB: 20 Users/Month) $10 $100 $1,000 Domain Registration $1-$3 Shared Static Web Hosting $3-$10 Shared Dynamic Web , DB, Apps $5-$20 Virtual Private Servers $15-$100 Dedicated & Managed Server $100-$500 Business-Class E-mail (i.e. Hosted Exchange) $150-$300 Add Business Collaboration (i.e. SharePoint, LCS, VoIP) $200-$500 Advanced Apps (CRM, ERP, vertical) $250-$1500+ Infrastructure SaaS Web Presence Email E-commerce Collaboration Application Mgmt
  7. 7. SaaS – Parallels Advantage <ul><li>Service Provider Advantage with Parallels SaaS </li></ul><ul><li>Parallels Open Platform Extends your Infrastructure </li></ul><ul><ul><li>SaaS capable from provisioning to billing </li></ul></ul><ul><ul><li>Maximize a platform you are using now </li></ul></ul><ul><li>Significantly Cut Costs to Implement SaaS </li></ul><ul><ul><li>Get to market faster </li></ul></ul><ul><ul><li>Without requiring additional resources </li></ul></ul><ul><li>Leverage Parallels Ecosystem to Offer a Wide Range of High Demand SaaS Applications </li></ul><ul><ul><li>Web, Collaboration, CRM, Back Office, Front Office </li></ul></ul><ul><ul><li>Centrally located in Catalog, Latest versions </li></ul></ul>Get all the details at parallels.com/saas
  8. 8. Agenda <ul><li>SaaS Opportunity and Challenges </li></ul><ul><li>Parallels Open Platform </li></ul><ul><li>A Framework for SaaS </li></ul><ul><li>Utilizing your SaaS Platform </li></ul><ul><li>Revenue Model Examples </li></ul><ul><li>Call to Action </li></ul>
  9. 9. SaaS – Ecosystem Example with APS Independent Software Vendor APS Application Packaged and Certified Service Providers ISVs Users <ul><li>SaaS Clients </li></ul><ul><li>Corporations </li></ul><ul><li>SMBs </li></ul><ul><li>SoHos </li></ul><ul><li>Individuals </li></ul>SaaS Application Subscribers World-Wide Channel of Service Providers APS Provider Access to hundreds of APS Applications SaaS Services SaaS Applications $ $ Packaged Delivered
  10. 10. Parallels Vision – Optimized Computing <ul><li>Virtualization growing, replacing physical infrastructure </li></ul><ul><ul><li>Enabler of SaaS & contributor to overall industry revenue/profit growth </li></ul></ul><ul><li>All automation products support SaaS & APS today </li></ul><ul><ul><li>Offer APS-certified application through Parallels Automation products </li></ul></ul>Eco- system Consumer & Business (On Premise) Service Provider (Hosted & SaaS) Usage Model Solutions APS Standard APS Catalog & Marketplace Virtual Templates & Appliances Automation Dev Platform Desktop Workstation Server Containers Virtual Automation Operations Automation Business Automation Virtualization Automation Plesk Control Panel Plesk Sitebuilder Plesk Billing Plesk Expand License Automation Parallels Open Platform
  11. 11. Agenda <ul><li>SaaS Opportunity and Challenges </li></ul><ul><li>Parallels Open Platform </li></ul><ul><li>A Framework for SaaS </li></ul><ul><li>Utilizing your SaaS Platform </li></ul><ul><li>Revenue Model Examples </li></ul><ul><li>Call to Action </li></ul>
  12. 12. SaaS Virtualization and Automation <ul><li>We will see in the following examples that there are several ways to SaaS </li></ul><ul><ul><li>Your Platform and offerings can be basic or complex; it’s up to you </li></ul></ul><ul><ul><li>Either way Automation and Virtualization can do the work for you </li></ul></ul>SaaS Platforms for Service Providers Platform & Product Parallels Virtuozzo Containers Parallels Automation Parallels Plesk Control Panel Type Traditional Multi-Tenant Multi-Instance Example Strategy Dedicated Server but can be split with Containers Hosting Services and Apps Value Add Web Apps
  13. 13. SaaS Virtualization and Automation <ul><li>Direct Hosted Service / Application Offering </li></ul>Revenue SaaS Platforms for Service Providers Platform Parallels Virtuozzo Containers Type Traditional Example Strategy Dedicated Server but can be split with Containers Example Apps <ul><li>Inventory management </li></ul><ul><li>Accounting packages </li></ul><ul><li>Legacy business applications </li></ul><ul><li>Publishing software </li></ul><ul><li>PBX and Communications </li></ul>Tool and Source <ul><li>Parallels Virtuozzo Containers Templates </li></ul>
  14. 14. SaaS Virtualization and Automation <ul><li>Direct Hosted Service Offering </li></ul>Revenue SaaS Platforms for Service Providers Platform Parallels Automation Type Multi-Tenant Example Strategy Hosting Services and Apps Example Apps <ul><li>Business Class eMail </li></ul><ul><li>Collaboration </li></ul><ul><li>Web Conferencing </li></ul><ul><li>Hosted CRM, Exchange, Sharepoint </li></ul>Tool and Source <ul><li>Parallels System Automation </li></ul><ul><li>Parallels Business Automation </li></ul>
  15. 15. SaaS Virtualization and Automation <ul><li>UpSell as part of Plan </li></ul><ul><li>Offer as SMB Package </li></ul><ul><li>Offer as Single Upgrade </li></ul>Revenue SaaS Platforms for Service Providers Platform Parallels Plesk Control Panel Type Multi-Instance Example Strategy Value Add Web Apps Example Apps <ul><li>APS Applications as both Open Source and Commercial Apps </li></ul>Tool and Source <ul><li>APS Catalog: Open Source & Commercial Apps </li></ul><ul><li>Plesk Add-Ons and Application Vaults </li></ul>
  16. 16. Agenda <ul><li>SaaS Opportunity and Challenges </li></ul><ul><li>Parallels Open Platform </li></ul><ul><li>A Framework for SaaS </li></ul><ul><li>Utilizing your SaaS Platform </li></ul><ul><li>Revenue Model Examples </li></ul><ul><li>Call to Action </li></ul>
  17. 17. Parallels Virtuozzo Containers Templates <ul><li>Virtuozzo Templates at parallels.com/virtuozzo </li></ul><ul><ul><li>Over 588 Parallels Virtuozzo Containers Templates and growing! </li></ul></ul>
  18. 18. SaaS - Parallels Virtuozzo Containers (PVC) <ul><li>www.webhosting.com.au . ACT! </li></ul><ul><ul><li>Conectix (Co. behind acthosting) configures one CRM instance of ACT inside one VE of PVC ; sells as Virtual Appliance </li></ul></ul><ul><ul><li>They sell this value add VPS for more than a blank VPS </li></ul></ul><ul><li>Struktur AG’s “Global Conference Room” solution </li></ul><ul><ul><li>Multi-tenant app with performance for up to 1000 users </li></ul></ul><ul><ul><li>Simplified installation, configuration and maintenance </li></ul></ul><ul><li>More SaaS examples at parallels.com/saas </li></ul>Hosted IP-PBX 50 virtual environments Billing and Customer Notification Custom VzT ~ 2hrs Provisioning addtl VCs took 2 minutes On-line Backup 2X Performance Up to 50-60 Containers
  19. 19. Parallels Automation for SaaS <ul><li>Management Tools and Automation </li></ul><ul><ul><li>Overlay platform to optimize internal and hosted infrastructure/services on top of industry standard platforms </li></ul></ul><ul><li>The most widely used datacenter automation solution in the world </li></ul><ul><ul><li>Single, centralized point of management for all deployed services </li></ul></ul><ul><ul><li>Minimizes operational costs through streamlining and reducing overhead needed to perform provisioning and billing tasks </li></ul></ul><ul><ul><li>Rapidly meet customer demand with fast time-to-market for service offerings </li></ul></ul>Pre-engineered modules for SaaS Applications E-mail Hosting Hosted Exchange Hosted Sharepoint Hosted Dynamics CRM
  20. 20. SaaS – Parallels Automation <ul><li>IceWEB‘s IceMAIL </li></ul><ul><ul><li>With Parallels Automation SMBs can enjoy the benefits without the expense of owning and maintaining mail servers </li></ul></ul><ul><li>Exchange My Mail </li></ul><ul><ul><li>Using Parallels Automation they are selling Hosted Exchange 2003 / 2007 and Hosted SharePoint 2.0 / 3.0 </li></ul></ul><ul><ul><li>Customers are adding Blackberry Support to it or Google Mail Security </li></ul></ul><ul><li>More Recent Examples: </li></ul>Mobile & messaging services Microsoft Dynamics CRM 4.0 Microsoft Exchange 2007
  21. 21. Parallels Plesk Control Panel <ul><li>Upgrade/license applications installed via the Application Vault on a domain level directly via the Plesk interface </li></ul>
  22. 22. Application Packaging Standard (APS) <ul><li>APS Standard </li></ul><ul><li>Packaging format to integrate Open Source & Commercial Applications with Control Panels </li></ul><ul><li>APS Applications </li></ul><ul><li>Parallels is working with ISVs to package existing Apps to offer as SaaS </li></ul><ul><li>APS Control Panels </li></ul><ul><li>Parallels Control Panels work with APS </li></ul><ul><li>In-House Control Panels such as 1&1, HostEurope, Cohaesio work as well </li></ul>www.apsstandard.com
  23. 23. APS Catalog – Parallels Open Platform Over 166 APS Applications APS Apps are both Open Source and Commercial www.APSstandard.com <ul><li>APS </li></ul><ul><li>Parallels' products establish a basis for delivering APS-compliant applications, central location, latest versions </li></ul>
  24. 24. APS Application Catalog Categories <ul><li>Categories Targeted for APS </li></ul><ul><li>Applications </li></ul><ul><li>Web </li></ul><ul><ul><li>Web Development </li></ul></ul><ul><ul><li>Content Management </li></ul></ul><ul><ul><li>Web Analytics </li></ul></ul><ul><ul><li>E-commerce </li></ul></ul><ul><li>Collaboration </li></ul><ul><ul><li>E-mail/Calendaring </li></ul></ul><ul><ul><li>IP Telephony </li></ul></ul><ul><ul><li>Telecommunications </li></ul></ul><ul><ul><li>Web Conferencing </li></ul></ul><ul><ul><li>Community Site Services </li></ul></ul><ul><ul><li>Project Management </li></ul></ul><ul><ul><li>Portals </li></ul></ul><ul><li>Back office </li></ul><ul><ul><li>Accounting/Financial </li></ul></ul><ul><ul><li>Asset Management </li></ul></ul><ul><ul><li>Billing </li></ul></ul><ul><ul><li>Business Intelligence </li></ul></ul><ul><ul><li>Business Process Management </li></ul></ul><ul><ul><li>Channel Management </li></ul></ul><ul><ul><li>Compliance and Risk Management </li></ul></ul><ul><ul><li>Customer Relationship Management </li></ul></ul><ul><ul><li>Dispatch Management </li></ul></ul><ul><ul><li>Enterprise Resource Planning </li></ul></ul><ul><ul><li>Expense Management </li></ul></ul><ul><ul><li>Human Resource Management </li></ul></ul><ul><ul><li>Knowledge Management </li></ul></ul><ul><ul><li>Manufacturing Solutions </li></ul></ul><ul><ul><li>Payroll </li></ul></ul><ul><ul><li>Portfolio Management </li></ul></ul><ul><ul><li>Procurement </li></ul></ul><ul><ul><li>Product Lifecycle Management </li></ul></ul><ul><ul><li>Product Planning </li></ul></ul><ul><ul><li>Professional Services Automation </li></ul></ul><ul><ul><li>Sales Compensation Management </li></ul></ul><ul><ul><li>Sales Force Automation </li></ul></ul><ul><ul><li>Supply Chain Management </li></ul></ul><ul><ul><li>Talent Management </li></ul></ul><ul><ul><li>Transportation Management </li></ul></ul><ul><ul><li>Transportation & Logistics </li></ul></ul><ul><ul><li>Vendor Management </li></ul></ul><ul><ul><li>Work Order Management </li></ul></ul><ul><ul><li>Workforce/Field Service Management </li></ul></ul><ul><li>Front office </li></ul><ul><ul><li>Appointment Scheduling </li></ul></ul><ul><ul><li>Help Desk Management </li></ul></ul><ul><ul><li>Call Center </li></ul></ul><ul><ul><li>Interactive Voice Response </li></ul></ul><ul><ul><li>On-line Marketing </li></ul></ul><ul><ul><li>Productivity </li></ul></ul><ul><ul><li>Survey Solutions </li></ul></ul><ul><li>Personal </li></ul><ul><ul><li>Blog </li></ul></ul><ul><ul><li>Gallery </li></ul></ul><ul><ul><li>Site Builder </li></ul></ul><ul><ul><li>eLearning </li></ul></ul><ul><li>Infrastructure </li></ul><ul><ul><li>Security </li></ul></ul><ul><ul><li>Backup </li></ul></ul><ul><ul><li>Management </li></ul></ul><ul><ul><li>Application Management </li></ul></ul>
  25. 25. Parallels - Optimized Computing SaaS ISVs on FastTrack can help www.interspire.com / www.pinnaclecart.com / www.magentocommerce.com / www.invisionpower.com / www.bvsoftware.com / www.smartertools.com / www.creloaded.com / www.open-xchange.com / www.epages.de / www.sugarcrm.com / www.voipnow.com /
  26. 26. APS Service Provider Certification Benefits Silver Provider Gold Provider Benefits Silver Provider Gold Provider Fees Co-Marketing <ul><li>Listed on APSstandard.com </li></ul><ul><li>Use of APS Silver logo </li></ul><ul><li>Highlighted on APSstandard.com </li></ul><ul><li>Use of APS Gold logo </li></ul><ul><li>Highlight in all APS ISV Presentations </li></ul>APS Gold/Silver Provider Promotion <ul><li>Visibility with Press/Analysts/Pubs </li></ul><ul><li>Search Engine Optimization to drive traffic to APSstandard </li></ul><ul><li>Highlight with Press/Analysts/Pubs </li></ul><ul><li>Search Engine Optimization to drive traffic to APSstandard </li></ul>Match Making <ul><li>Personal Introduction to ISVs </li></ul><ul><li>Personal Introduction to ISVs </li></ul><ul><li>Direct Link to FastTrack ISVs </li></ul>Access to Development <ul><li>Beta versions of APS API Software </li></ul><ul><li>Beta versions of APS API Software </li></ul>Application Packaging <ul><li>Optional 1 Application Packaged exclusively for Provider </li></ul>Control Panel <ul><li>Certification of 1 control panel </li></ul><ul><li>Certification of 1 control panel </li></ul>Initial Certification Cost <ul><li>$2,500 for the first year </li></ul><ul><li>$10,000 for the first year </li></ul>Certification Renewal <ul><li>$1,250 annual renewal </li></ul><ul><li>every 12 months  </li></ul><ul><li>$5,000 annual renewal </li></ul><ul><li>every 12 months </li></ul>
  27. 27. Agenda <ul><li>SaaS Opportunity and Challenges </li></ul><ul><li>Parallels Open Platform </li></ul><ul><li>A Framework for SaaS </li></ul><ul><li>Utilizing your SaaS Platform </li></ul><ul><li>Revenue Model Examples </li></ul><ul><li>Call to Action </li></ul>
  28. 28. SaaS Revenue Examples SaaS Platforms for Service Providers Platform Parallels Virtuozzo Containers Revenue <ul><li>Direct Hosted Service / Application Offering </li></ul>Type Dedicated Virtual Server Example 1 <ul><li>SugarCRM </li></ul><ul><li>$40/user/mo 300 users </li></ul><ul><li>$75/user/mo 500 users </li></ul><ul><li>Typical 5 user minimum </li></ul><ul><li>$5-10 adder with HelpDesk </li></ul>Example 2 <ul><li>Online Backup </li></ul><ul><li>$5/user/mo 500MB </li></ul><ul><li>$8/user/mo 1GB </li></ul><ul><li>$14/user/mo 2GB </li></ul><ul><li>$5 adder w Anti-Virus </li></ul>
  29. 29. SaaS Revenue Examples <ul><li>All numbers are only estimates, subject to change and used soley to illustrate possible business models </li></ul>SaaS Platforms for Service Providers Platform Parallels Automation Revenue <ul><li>Direct Hosted Service Offering </li></ul>Type Hosting Services/Apps Example 1 <ul><li>Microsoft Exchange </li></ul><ul><li>$9/user/mo </li></ul><ul><li>$20 - $30 adder with Sharepoint services </li></ul><ul><li>10 - 20 users </li></ul>Example 2 <ul><li>Microsoft Dynamics CRM </li></ul><ul><li>$70/user/mo </li></ul><ul><li>Prorated scale </li></ul><ul><li>$10 addr w Blackberry </li></ul>
  30. 30. SaaS Revenue Examples <ul><li>All numbers are only estimates, subject to change and used soley to illustrate possible business models </li></ul>SaaS Platforms for Service Providers Platform Parallels Plesk Control Panel Revenue <ul><li>UpSell as part of Plan </li></ul><ul><li>Offer as SMB Package </li></ul><ul><li>Offer as Single Upgrade </li></ul>Type Value Add Web Apps Example 1 <ul><li>eCommerce </li></ul><ul><li>$55/user/mo </li></ul><ul><li>$30 adder SupportCenter </li></ul><ul><li>$15 adder w Email Marketing </li></ul>Example 2 <ul><li>VoIP Now </li></ul><ul><li>$15 per month </li></ul><ul><li>X Minutes </li></ul>
  31. 31. SaaS Revenue Examples Summary <ul><li>All numbers are only estimates, subject to change and used soley to illustrate possible business models </li></ul>SaaS Platforms for Service Providers Platform Parallels Virtuozzo Containers Parallels Automation Parallels Plesk Control Panel Revenue <ul><li>Direct Hosted Service / Application Offering </li></ul><ul><li>Direct Hosted Service Offering </li></ul><ul><li>UpSell as part of Plan </li></ul><ul><li>Offer as SMB Package </li></ul><ul><li>Offer as Single Upgrade </li></ul>Type Dedicated Virtual Server Hosting Services/Apps Value Add Web Apps Example 1 <ul><li>SugarCRM </li></ul><ul><li>$40/user/mo 300 users </li></ul><ul><li>$75/user/mo 500 users </li></ul><ul><li>Typical 5 user minimum </li></ul><ul><li>$5-10 adder with HelpDesk </li></ul><ul><li>Microsoft Exchange </li></ul><ul><li>$9/user/mo </li></ul><ul><li>$20 - $30 adder with Sharepoint services </li></ul><ul><li>10 - 20 users </li></ul><ul><li>eCommerce </li></ul><ul><li>$55/user/mo </li></ul><ul><li>$30 adder SupportCenter </li></ul><ul><li>$15 adder w Email Marketing </li></ul>Example 2 <ul><li>Online Backup </li></ul><ul><li>$5/user/mo 500MB </li></ul><ul><li>$8/user/mo 1GB </li></ul><ul><li>$14/user/mo 2GB </li></ul><ul><li>$5 adder w Anti-Virus </li></ul><ul><li>Microsoft Dynamics CRM </li></ul><ul><li>$70/user/mo </li></ul><ul><li>Prorated scale </li></ul><ul><li>$10 addr w Blackberry </li></ul><ul><li>VoIP Now </li></ul><ul><li>$15 per month </li></ul><ul><li>X Minutes </li></ul>
  32. 32. SaaS Revenue Examples $11.95/mo $24.95/mo $49.95/mo $2.95/mo $7.49/mo <ul><li>Example of mixed SaaS Application offering </li></ul>
  33. 33. Agenda <ul><li>SaaS Opportunity and Challenges </li></ul><ul><li>Parallels Open Platform </li></ul><ul><li>A Framework for SaaS </li></ul><ul><li>Utilizing your SaaS Platform </li></ul><ul><li>Revenue Model Examples </li></ul><ul><li>Call to Action </li></ul>
  34. 34. SaaS - Next Steps for Service Providers <ul><li>Utilize your SaaS Enabled Platform to Offer SaaS </li></ul><ul><li>Virtuozzo Containers => Virtuozzo Templates </li></ul><ul><li>System Automation => Pre-engineered modules </li></ul><ul><li>Plesk Control Panel => Add-ons/APS Application Catalog </li></ul><ul><li>Get Certified as an APS Provider </li></ul><ul><li>Optional: To up-level your APS Participation </li></ul><ul><li>Collaborate with ISVs </li></ul><ul><li>Many ISVs with Valuable Apps, More on the Way </li></ul><ul><li>Talk to Us </li></ul><ul><li>Success/Challenges/Tools You Need </li></ul><ul><li>Send questions to saasbiz@parallels.com </li></ul>
  35. 35. Get More Revenue with SaaS - Summary <ul><li>SaaS is a Huge Opportunity! </li></ul><ul><li>With Parallels help you can get into SaaS quickly </li></ul><ul><li>Virtualization and Automation are key enablers of SaaS </li></ul><ul><li>Many ways to offer SaaS and make Money </li></ul>SaaS: Let’s work together to realize the Revenue Opportunity!
  36. 36. Appendix

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