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May 19-20 l Washington, DC l Omni Shoreham
ISVs and Hosters – Working Together
Soeren von Varchmin
Vice President SaaS, Parallels
Parallels - Optimized Computing2
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing5
Who’s Here at the Summit?
Action for you at Summit: Introduce Yourself to One Another!
Service Providers and ISVs
Parallels - Optimized Computing6
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing7
SaaS Opportunity
• 5% of new business software deployed as a service – 2005
• 25% of new business software deployed as a service – 2011
• Opportunity $8B (2006) => $40B (2011) 50 million SMB customers
• Types of applications CRM, web conferencing, web
content management, HR, supply chain, collaboration, email, and more
0%
5%
10%
15%
20%
25%
2005 2011
SaaS % of Business Software Marketopportunity: $8B increasing to $40B
Example Case:• 55% of IBM’s over 10,000 PartnerWorld ISVs are considering offering Software as a Service*
* IBM PartnerWorld Survey
Parallels - Optimized Computing8
SaaS Delivery Methods – Manual Approach
• Service Provider “do it yourself” method Partner with ISV: test, contract, provision,
offer applications in a serial, one-by-one approach
• ISV “offer on my own” Partner with Hoster: then license/market more Host own Application: do it themselves Special Case Compile: for specific channel
• Practical limitations to consider: Strategy, available resources, market window, marketing,
versioning, licensing, billing, ROI requirements $ ?Was all this worth it?
Parallels - Optimized Computing9
Parallels SaaS Approach to Bridge Gap
• Straightforward Approach to SaaS No complex SDKs
• Integrate ecosystem experiences/method Help create a common playing field
• Address/help with practical considerations Resources, licensing, billing, market window
• Create Opportunities Economies of Scale, Reduced Costs, Wide Choice of Apps,
Extensive Sales Channel
Parallels wants to bridge the Ecosystem Gap to make this SaaS Opportunity REAL for you!
Parallels - Optimized Computing10
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing11
SaaS – Ecosystem
Independent Software Vendor
APS ApplicationPackaged and Certified
Virtuozzo Templates
Service ProvidersISVs Users
SaaS Clients
• Corporations• SMBs• SoHos• Individuals
SaaS ApplicationSubscribers
World-Wide Channel of Service Providers
APS ProviderAccess to hundreds of APS Applications
SaaS ServicesSaaS Applications
$ $
Pac
kag
ed
Del
ive
red
There is ROI in SaaS for both SPs and ISVs
Parallels - Optimized Computing12
Parallels Vision – Optimized Computing
Ecosystem
Consumer & Business (On Premise)
Service Provider(Hosted & SaaS)
Usage Model
Solutions
APS Standard APS Catalog &Marketplace
Virtual Templates & Appliances
AutomationDev Platform
Desktop Workstation Server Containers
Virt
ual A
utom
atio
n
Ope
ratio
ns A
utom
atio
n
Bus
ines
s A
utom
atio
nVirtualization
Automation
Ple
sk C
ontr
ol P
anel
Ple
sk S
itebu
ilder
Ple
sk B
illin
g
Ple
sk E
xpan
d
Lice
nse
Aut
omat
ion
Parallels Open Platform
The Ecosystem is key to realizing the SaaS Opportunity; for both SPs and ISVs
Parallels - Optimized Computing13
Parallels Vision – Optimized Computing
Consumer & Business (On Premise)
Service Provider(Hosted & SaaS)
APS Standard APS Catalog &Marketplace
Virtual Templates & Appliances
AutomationDev Platform
Desktop Workstation Server Containers
Vir
tual
Au
tom
atio
n
Op
erat
ion
s A
uto
mat
ion
Bu
sin
ess
Au
tom
atio
nVirtualization
Automation
Ple
sk C
on
tro
l P
anel
Ple
sk S
iteb
uil
der
Ple
sk B
illi
ng
Ple
sk E
xpan
d
Lic
ense
Au
tom
atio
n
Parallels Open Platform
The Ecosystem is key to realizing the SaaS Opportunity; for both SPs and ISVs
Parallels - Optimized Computing14
ISVs (Application Owners)
Application Packaging Standard (APS)
Hosting Providers(Control Panels)
• The APSstandard is a packaging format which makes it easy for hosting providers to offer ISV Applications via SaaS
• Businesses and end-users benefit with subscription model
Hosting Providers• Benefits:
– Access to more applications– Easier to install and maintain
applications
• Use an APS enabled control panel– Use a Parallels control panel– Use the APS format specification to
make a control panel APS compliant• Become APS certified
– Independent certification process
• Benefits– Package your application only once– Distribute your application through
multiple hosting providers
• Complete APS documentation and Catalog at APSstandard.com
– Use Parallels SaaS Development Kit to package your application
– Parallels Technical Network Support– Parallels offers a SaaS FastTrack to
get to market faster
ISVs(Applications)
Parallels - Optimized Computing15
Parallels Virtuozzo Containers Templates
• Virtuozzo Templates to easily install Applications• Virtual Appliances utilize pre-configured virtual
environments to target specific markets and verticals
Over 588 Parallels Virtuozzo Containers Templates and growing!
Parallels - Optimized Computing16
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing17
• No Fee at APSstandard.com for APS Enabling Get your Application APS Certified as Gold or Silver Parallels supplies Development Kit and packaging/certification help
• Optional: Parallels FastTrack ISV Program Fee based: Standard, Premium and Ultimate Levels Leverage Parallels Sales, Marketing, Technical Staff & Infrastructure Facilitate business opportunities with Providers and Co-Marketing
SaaS Programs for ISVs
Parallels - Optimized Computing18
Parallels FastTrack ISV Program• Optional Program to get ISVs started faster in SaaS
Assessment of your App for packaging, Priority follow through to completion Support to help you package your applications into APS format, Vz Template
or Plesk Module
• Co-Marketing Promotional Activities Highlight through Control Panels, Application Catalog and Parallels website,
Service Provider Newsletter Case Study, Whitepaper, Press Release, Event Booth
• Matchmaking with Key Service Providers• Participation in Parallels Service Provider Alliance
Program (Ultimate Level) Tailored for your business goals and your Brand Learn unique aspects of Service Provider Industry – what makes them tick Comprehensive understanding of Service Provider business models Personal help to develop relationships, schedule mtgs with analysts/journalists
Parallels - Optimized Computing19
Standard UltimateBenefits Premium
Parallels ISV FastTrack Program Summary
Application Packaging
• Assessment of Application, Training & Q&A Session
• Certifies application
• Standard plus
• Parallels helps ISV package up to 3 versions
• Standard plus
• Parallels helps ISV package up to 3 versions
Support • Priority support for questions • Dedicated contact for 3 months plus priority support
• Dedicated contact for 3 months plus priority support
Application
Advertising
• Highlighted on Parallels website once listed in application catalog
• Featured for 1 month on Parallels website once listed in the application catalog
• Application included in monthly Parallels newsletter
• Listed as a feature application for 1 month on Parallels website once listed in the application catalog
• Application included in monthly Parallels newsletter
Personal Match-making
• Introduction to 2 upper level hosting executives
• Introduction to 5 upper level hosting executives
• Visibility & promotion in Parallels Service Provider Alliance Program
Co-Marketing • Create press release
• Case study
• Discount invitation to Summit and Web Hosting Day (Germany)
• Standard plus
• Free invitation to Summit and Web Hosting Day (Germany)
• Discounts for exhibition and sponsorship at hosting events
• Standard plus
• Free invitation to Summit and Web Hosting Day (Germany)
• Discounts for exhibition and sponsorship at hosting events
Cost • $999 • $4,999 • $9,999
Parallels - Optimized Computing20
SaaS ISVs on FastTrack
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/
Parallels - Optimized Computing21
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing22
• APS Partner “Uses Parallels Products” Default Level, Free, Not Certified or Audited Baseline for delivering APS-compliant applications
• APS Certified “Highest quality service” Certification levels as trusted providers for
delivering latest version of hosted applications Especially geared toward in-house control panels
and providers who wish to differentiate themselves
Gold ProviderSilver Provider
Partner
SaaS Programs for Service Providers
Parallels - Optimized Computing23
Service Provider Certification
Certifying your Infrastructure to APS
• 3rd Party Certification Service by Tier1 Research Will test and validate basic infrastructure for APS Compliance Process includes Install/removal of test suite of Gold APS Applications Testing covers both Linux and Windows Applications Services include: Certification, Renewals and Audits Fee based
Testing Certification Audits
Parallels - Optimized Computing24
Silver Provider Gold ProviderBenefits
APS Service Provider Certification Benefits
Co-Marketing • Listed on APSstandard.com
• Use of APS Silver logo
• Highlighted on APSstandard.com
• Use of APS Gold logo
• Highlight in all APS ISV Presentations
APS Gold/Silver Provider Promotion
• Visibility with Press/Analysts/Pubs
• Search Engine Optimization to drive traffic to APSstandard
• Highlight with Press/Analysts/Pubs
• Search Engine Optimization to drive traffic to APSstandard
Match Making • Personal Introduction to ISVs • Personal Introduction to ISVs
• Direct Link to FastTrack ISVs
Access to Development • Beta versions of APS API Software • Beta versions of APS API Software
Application Packaging • Optional 1 Application Packaged exclusively for Provider
Control Panel • Certification of 1 control panel • Certification of 1 control panel
Silver Provider Gold ProviderFeesInitial Certification Cost
• $2,500 for the first year • $10,000 for the first year
Certification Renewal • $1,250 annual renewal • every 12 months
• $5,000 annual renewal • every 12 months
Parallels - Optimized Computing26
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing27
SaaS - Parallels Open Platform News
Summit Announcements:• Parallels to Resell myLittleAdmin Web-based
Tool for Microsoft SQL Server • Solar VTG Strengthens Offerings with Smart
Online’s Onebiz Suite of SaaS Applications • Zend forms Partnership with Parallels to
optimize PHP applications for Hosters• Open-Xchange to Deliver Collaboration
Solution • VoIPNow for hosted PBX services to
businesses & residential users
Parallels - Optimized Computing28
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing29
Next Steps for ISV and SP
Let us help you get into SaaS Faster
ISVs• Get on the FastTrack at parallels.com/saas • Documentation and SaaS Application Catalog at www.apsstandard.com• Get Support through Parallels Technical Network (PTN)
Service Providers• Work with us to rapidly offer APS certified applications• Get Certified as a Gold or Silver Provider• OR..as an APS Partner with Parallels products designed for SaaS
Parallels - Optimized Computing30
Agenda
• Who is here at the Summit?
• This is YOUR Opportunity
• This is the Parallels’ Ecosystem
• Programs for ISVs
• Programs for Service Providers
• News Announcements
• Call to Action
• Learn More
Parallels - Optimized Computing31
SaaS – Learn More
• Learn More on APS Technology– in the Technical Track today @ 10:45AM
• Learn More on Revenue Opportunities– in the Business Track tomorrow @ 10:45AM
• Learn More on SaaS Ecosystem– Attend Industry Tracks to hear more on SaaS
– Absolute Performance, Nirvanix, Cloudmark, Softlayer, Zend, OpenXchange, PinnacleCart, VoipNow, SmartOnline, ePages, Mesh, mySQL, r1soft, enigmatic, mailsite
Parallels - Optimized Computing32
SaaS - Summary
• SaaS is a huge opportunity!
• Become part of the SaaS Ecosystem
• You guys need to work together/network
SaaS: Let’s Make it Real!
Parallels - Optimized Computing34
Silver Provider Gold ProviderFees
APS Certification Requirements and Fees
Initial Certification Cost• $2,500 for the first year • $10,000 for the first year
Certification Renewal • $1,250 annual renewal • every 12 months
• $5,000 annual renewal • every 12 months
Silver Provider Gold ProviderRequirementsSupport • Online Only • Phone and Online
Control Panel • APS-Compliant • APS-Compliant
APS Applications • Always offer at least 3 APS applications• Always offer at least 7 APS compliant
applications
Critical Security Fixes • Publish within 5 working days of Availability
General Fixes Updates • Publish within 3 Weeks of APS Packaged Application Availability
Gold ProviderSilver Provider