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Why Successful Cloud Strategies Start with a Solid Partner Strategy
Russell GriffinDirector of Channel Programs
Hostway Corporation
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Three Key Messages
Cloud Strategies Require Collaboration
Channel Partners Should Provide Strategy Guidance and Deliver Sustainable Revenues
Your Customers Will Tell You Where to Start!
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HOSTWAY PROPRIETARY AND CONFIDENTIAL
About HostwayWorld’s Largest Cloud Provider You’ve Never Heard Of!
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Every Business/Partner is an Enterprise
2 Million Customers
600,000 Direct
Customers
1.4M Customers
from PartnersEnterprise-Class Technologies at SMB Price Points
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Why a Cloud Strategy?!?Your Customers Want Cloud
Source: Edge Strategy Survey by Microsoft
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Concerns are DecreasingThe Opportunity to Build/Execute Strategy Is NOW
We will NEVER be the Single Source for IT – Many of Our Partners Are. We Rely Heavily
Upon Them!
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Cloud ConsiderationsMany More, But Four to Start
• You See the Data, Traditional Delivery of IT Changing
Are You Going to Sell/Resell Cloud Services
• Servers (IaaS), Platform (DaaS), Software (SharePoint, Exchange – SaaS), Consulting (Migrations), Planning (BCDR), etc
Which Services Are You Going to Offer
• CAPEX, Speed to Market, Core Competencies, Virtualization Expertise, Support, Billing, Ongoing Maintenance, Datacenter Standards/Controls, etc
Build vs. Buy – Must Evaluate
• Even if Building; You’ll Need a Solid Partner Strategy
Who Will You Trust
HOSTWAY PROPRIETARY AND CONFIDENTIAL
An Example, Hostway Obviously, We Chose to Build
600,000+ Clients – Partner Selection Critical for Client Experience
A Few of Hostway’s Partners•Hypervisor – Microsoft•Hardware - Dell•Processor – Intel•Networking – f5•Storage - NetApp•Security – Cisco, Brocade, StillSecure
Additional Partners to Consider…
•CAPEX Consultants•Security/risk Analysts•Migration Services•ISV to SaaS Packaging
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Multiple Cloud Offerings Brought to Market Through Partner Collaboration
HOSTWAY PROPRIETARY AND CONFIDENTIAL
What to Look for in Cloud PartnersNot Specific to IaaS, But Applicable
• No Different than Any Other Partner
Complementary Skills/Offerings
• Even Cloud Startups Develop a Reputation Online, Quickly• Also Ask for a List of Other Successful Partners
A Solid Reputation
• One Partner Should Introduce you to Other Partners and Potential Prospects
Network of Contacts to Leverage
• Some Require Joint Ownership – Know this Upfront
Agreement on Who Owns the Client
• Cloud is a HUGE, Confusing Marketplace – Agree on What Your Business is Capable/Willing to Do and When
Agreement on the Business Opportunity
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Partner ProfileCynch Migration and Hostway Alignment
About Cynch:Full-Service Web Design and IT ServicesStrong Emphasis on DBs and MigrationPartner Experience w/Multiple Hosts
Primary Reason for Choosing Hostway:Ability to Grow Two Way RelationshipHostway Services Offered:FlexCloud Server, Hosted Exchange
Results:Hostway Referred Over 20 Clients to Cynch in 6 MosAll New Cynch Clients Use HostwayMigration Efforts Underway for Existing Clients
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Types of Channel PartnersBest Place to Start – A Channel Partner
Common Types of Channel Programs
•Resellers – Discounts
•Referral Partners – Commissions
•Private/White Label Resellers
•Affiliate Programs – Website Referral Commissions (Banner Ads)
•3rd party Agents – Person On Site in Another Country, Access to System
Reseller vs. Referral• Billing• 1st Level Support• Commission vs. Discount
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Hostway Advantage – Instant RevenueReseller Program
Industry Only
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Hostway Advantage – Experience
Assigned Channel Manager• All With Channel Experience
Fully-Integrated Partner Portal • Lead & Sales Tracking, Support, Payments
Education/Thought Leadership for Customers• Gartner Video, How to Choose a Provider, etc
Onsite Sales Training from a Channel Manager Sales Consultation and Custom Solution Design An API Surface
• Extending Private Label Services to Partners of All Sizes
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Hostway Advantage – Bus DevMarketing & Business Development Support
Referrals for Business Opportunities/Leads• Partner Locator Launched• Creating Partner Lead Community
Co-Marketing Planning and Strategy• MDF Funding Available• Customized Co-branded Materials• Road Shows/Event Joint Sponsorships
• Submit Requests through Partner Portal• Microsites on Your Domain• Webinars – We’ll Speak or Give You What You Need• Newsletters • Partner Promotions• Featured Partners on Partner/Corporate Website
• Also Featured in Newsletters to Over 500K
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Partner ProfileShopVisible Resells FlexCloud; Instant Scale Provided
About ShopVisible:On Demand SaaS eCommerce PlatformClients Include: Tempur-Pedic, Loehmann’s
Primary Reason for Choosing Hostway:Instant Scale for New Customers100% Uptime and ServiceHostway Services Offered:Resell on FlexCloud Server Platform
Results:Vapor Beauty – Today Show – 20 Orders to 4,000 NO DowntimeSeamless Growth When New Clients AcquiredSignificant Joint Marketing & Press
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Proliferation of the aaSWhere Do I Start With Designing Offerings
How to Integrate?
PlatformSoftware
Database
Security
Everything as a Service
Infrastructure
HOSTWAY PROPRIETARY AND CONFIDENTIAL
You Have to Make Some BetsWhat Types of Apps Will Your Customers Deploy
APPLICATION EXAMPLES COMFORT W/ CLOUD
EASE OF SELLING
EASE OF RESELLING
SALES EFFORT
REVENUE OPP
Email Exchange 2010 High Extreme Extreme Moderate Medium
Collaboration SharePoint Medium Moderate Extreme High High
Business Growth Email Marketing, CRM High Extreme Moderate Low Low
Web eCommerce, Portals, etc High Extreme Extreme Moderate Medium
DB ERP Low Difficult Extreme High High
Legacy/Mission Critical Billing Systems Low Difficult Extreme High High
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Hostway Solution PortfolioA Provider with a Broad Cloud Portfolio
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Types of Hostway PartnersOur Partners Are As Diverse As Our Customers
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Cloud Growth is Significant (Why You’re Here)Build On A Foundation of Solid PartnersOffer Solutions Your Customers Expect from YouJointly Go-to-Market with a Channel Partner
Hostway is the Obvious Choice for Cloud Growth
What We Hope You Takeaway
HOSTWAY PROPRIETARY AND CONFIDENTIAL
Free Cloud Strategy Consultation (not a salesperson!)Email: [email protected]
Free Xbox KinectRegister – www.partners.hostway.com/register.aspx Refer/Resell First Customer In 90 Days
Partner Portal to Compare and Learn Morewww.partners.hostway.com
Special Offers
