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Parallels SaaS- How to Increase ARPU with Your SME customers
September 2009
Agenda
Parallels SaaS
• Overview of SaaS Market
• Parallels Partner Marketplace
• Application Packaging Standard (APS) Update
• Summary
2 Parallels SaaSSep 2009
SaaS – What the Analysts Say……
Gartner says Worldwide SaaS Revenue to Grow
22 Percent in 2009 7 May, 2009
CATEGORY 2009 2008
Content, Communications and Collaboration (CCC) 2,507 2,155
Office Suites 512 136
Digital Content Creation (DCC) 126 70
Customer Relationship Management (CRM) 2,169 1,838
Enterprise Resource Planning (ERP) 1,376 1,256
Supply Chain Management (SCM) 861 748
Other Application Software 483 387
Total Enterprise Software 8,035 6,591
Worldwide Software Revenue for SaaS Delivery Within the Enterprise Application Software Markets
(Millions of Dollars) Source: Gartner (May 2009)
3 Parallels SaaSSep 2009
What You Say – Jan 2008 SaaS Survey
• 71% of respondents planned on offering SaaS in 2008
• 75% expect increase revenue/profits by 5%+ with SaaS
• 54% stated they would like help from Parallels in getting
into SaaS and ISV matchmaking
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6.0%
8.0%
10.0%
12.0%
14.0%
16.0%
18.0%
United States
Netherlands
Canada
Germany
Great Britain
Spain
Australia
Switzerland
Belgium
Italy
Parallels Listens and Responds to Partner’s Requests
Top 10 Countries in SaaS Survey
Your Highest Demanded Apps:
eCommerce, Security,
Online Backup, Doc Mgmt
4 Parallels SaaSSep 2009
Agenda
Parallels SaaS
• Overview of SaaS Market
• Parallels Partner Marketplace
• Application Packaging Standard (APS) Update
• Summary
5 Parallels SaaSSep 2009
Offer best of breed applications
to your SME customers
Marketer
Knowledge
Manager
Download beta
6 Parallels SaaSSep 2009
The Marketplace: Benefits for Providers
Parallels Partner Marketplace
• Grow Your Business by Providing Cloud Services
• Capture More of Customer’s IT Budget by offering Apps
• Save Time and Money by Partnering up with Parallels
Marketplace
Parallels Partner Marketplace
7 Parallels SaaSSep 2009
The Marketplace: Overview
Parallels Partner Marketplace• A Parallels Initiative to get you into SaaS
quickly to offer best of breed applications toyour SMB customers • Great way to Upsell your Parallels Panel 10 SMB customers• An effective method to increase customer retention/stickiness
• Two Business Models available: Co-Branded with Parallels or Direct Resell• We take care of the setup, provisioning, licensing, billing and
management aspects
• Value added commercial applications selectedfor Hosters• Selected for Highest Potential Attach Rates, Technical Quality &
Business Fit
Marketplace
Parallels Partner Marketplace
8 Parallels SaaSSep 2009
The Marketplace – What is it?
• Marketplace consists of:
• Storefront created in your theme, your look-and-feel
• Application Portal where applications are stored and accessed
• Customers access your Storefront via their Parallels Panel 10
SMB Edition Control Panel
User’s Parallels Panel 10
SMB EditionYour
Branded Storefront Application Catalog
Parallels Partner MarketplaceCustomer Environment
9 Parallels SaaSSep 2009
Parallels Partner Marketplace – How it Works?
10
User’s Parallels Panel 10
SMB Edition
Your Branded
StorefrontApplication Catalog
Parallels Partner MarketplaceCustomer Environment
1. Customers
Enters
Your Store
2. Adds App(s)
to Shopping
Cart
3. Customer
Makes
Purchase
4. Customer
Leaves
Your Store
5. App &
License are
Auto Installed
1 2 3
45
10 Parallels SaaSSep 2009
Parallels Partner Marketplace - Apps
Great Sell-up Opportunity – For Your Existing & New Customers with Parallels Panel 10 SMB Edition• We’ve done the Research on these Best of Breed Apps
• Selected for Highest Potential Attach Rates, Technical Quality, Variety of Service and Business Fit
• Applications & utilities to be included in the first release:• Online Security
• Mail Anti-Spam
• Emarketer/Contact Manager
• Document Manager
• Online Backup for Desktop
• Ecommerce Shopping Cart
• A Complete Solution• All in one place, More Apps to follow
www.parallels.com/products/panelsmb
11 Parallels SaaSSep 2009
Parallels Partner Marketplace – Web Portal
MORE APPS TO FOLLOW
www.parallels.com/products/panelsmb/marketplace/
12 Parallels SaaSSep 2009
Parallels Partner Marketplace – Business Models
Model 1 Parallels Sells to End-Customer
Branding Co-branded
Set End-Customer Price Parallels
Profit For Partner Affiliate Commission
Discounts tbd
Customer Billing Support Parallels
Name on Invoice Parallels
End-Customer Billing Process Parallels
Application Purchase Marketplace
Automatic License Install Into Parallels Plesk Panel
Yes
Two Business Models to sell products on the Marketplace:Model 1: Parallels Sells Applications to the End-Customer; You Earn Affiliate
Commissions: Referral fee for you!
Model 2: You Resell Applications via Parallels Partner Marketplace:
Use our backend for your own Merchant Front
Model 2Providers Resell on Marketplace
Fully Branded as Partner
Partner
Margin
tbd
Partner
Partner
Parallels
Marketplace
Yes
13 Parallels SaaSSep 2009
IN BETA NOW
www.parallels.com/products/panelsmb/marketplace/
Parallels Partner Marketplace – Summary
Marketplace
Parallels Partner Marketplace
14 Parallels SaaSSep 2009
The Marketplace: Summary
Parallels Partner Marketplace• The Marketplace is an important Parallels
Initiative we plan to support long term• Phase 1: Launch; Q4 ’09
• Phase 2: More Applications; Q1 ’10
• Your chance to get into SaaS quickly to offer best of breed applications to your Panel SMB customers • Provide Cloud Services to Grow Your Business
• Capture More of Customer’s IT Budget by offering APPs
• Partner up with Parallels and Save Time and Money
• 6 Initial Applications and More to Follow• We’ve done the Market Research so you don’t have to!
• Easy to Setup, Flexible Offerings and at the Right Price
15 Parallels SaaSSep 2009
Agenda
Parallels SaaS
• Overview of SaaS Market
• Parallels Partner Marketplace
• Application Packaging Standard (APS) Update
• Summary
16 Parallels SaaSSep 2009
17 Parallels SaaSSep 2009
18 Parallels SaaSSep 2009
250+ Applications and Growing
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20 Parallels SaaSSep 2009
SaaS – In the News…APS Panel at HostingCon
“All-in-all, however, the current APS implementations seem
very profitable for hosts, and its future directions and
implications will likely prove a key enabler of SaaS and
cloud computing.” 12 August, 2009
From Left to Right: ePages: Wilfried Beeck, 1&1: Diarmuid Daltun, Network Solutions: Miguel Ramos, Open-Xchange: Rafael Laguna de la Vera, Persony: Eric Chen.
21 Parallels SaaSSep 2009
Agenda
Parallels SaaS
• Overview of SaaS Market
• Parallels Partner Marketplace
• Application Packaging Standard (APS) Update
• Summary
22 Parallels SaaSSep 2009
Summary
23 Parallels SaaSSep 2009
Agenda
24 Parallels SaaSSep 2009
Thank You!
Questions?
