Get More Revenue With SaaS

1. Get More Revenue With SaaS Pat Correia SaaS Marketing Manager, Parallels

2. Objectives for this Presentation Parallels - Optimized Computing Help you Understand • The SaaS Opportunity and Challenges • How the SaaS Ecosystem can work for you • How to Utilize Virtualization, Automation and Standards in SaaS • What common Revenue Models there are that will help to motivate you to SaaS

3. Agenda Parallels - Optimized Computing SaaS Opportunity and Challenges Parallels Open Platform A Framework for SaaS Utilizing your SaaS Platform Revenue Model Examples Call to Action

4. SaaS - Opportunity SaaS % of Business Software Market opportunity: $8B increasing to $40B • 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 • Example Case: • 55% of IBM’s over 10,000 • PartnerWorld ISVs are considering offering Software as a Service* • * IBM PartnerWorld Survey Parallels - Optimized Computing

5. SaaS –Application Categories Software as a Service categories to deploy Email / Collaboration HR Portals ERP Where Service Providers are Today Web Conferencing E-commerce /E-marketing CRM • Web Infrastructure • Shared web hosting • Basic email/webmail • Dedicated, VPS Online Games • Traditional Apps Deployed into VPSs • Accounting, business adm., spreadsheets, doc mgmt management, CAD/CAM, etc. Opportunities Available to both Providers and ISVs! Parallels - Optimized Computing

6. SaaS – The Track to Higher Revenue Advanced Apps(CRM, ERP, vertical)$250-$1500+ $1,000 Add Business Collaboration(i.e. SharePoint, LCS, VoIP)$200-$500 SaaS Business-Class E-mail(i.e. Hosted Exchange)$150-$300 Dedicated & Managed Server$100-$500 $100 Revenue Opportunity (SMB: 20 Users/Month) Virtual PrivateServers$15-$100 Infrastructure Shared DynamicWeb , DB, Apps$5-$20 Shared StaticWeb Hosting$3-$10 DomainRegistration$1-$3 $10 Application Mgmt Email Web Presence E-commerce Collaboration Customer Needs Parallels - Optimized Computing

7. SaaS – Parallels Advantage • Service Provider Advantage with Parallels SaaS • Parallels Open Platform Extends your Infrastructure • SaaS capable from provisioning to billing • Maximize a platform you are using now • Significantly Cut Costs to Implement SaaS • Get to market faster • Without requiring additional resources • Leverage Parallels Ecosystem to Offer a Wide Range of High Demand SaaS Applications • Web, Collaboration, CRM, Back Office, Front Office • Centrally located in Catalog, Latest versions Get all the details at parallels.com/saas Parallels - Optimized Computing

8. Agenda Parallels - Optimized Computing SaaS Opportunity and Challenges Parallels Open Platform A Framework for SaaS Utilizing your SaaS Platform Revenue Model Examples Call to Action

9. SaaS – Ecosystem Example with APS Service Providers ISVs Users SaaS Services SaaS Applications • SaaS Clients • Corporations • SMBs • SoHos • Individuals Delivered Packaged $ $ APS Provider Access to hundreds of APS Applications APS Application Packaged and Certified Independent Software Vendor World-Wide Channel of Service Providers SaaS Application Subscribers Parallels - Optimized Computing

10. Parallels Vision – Optimized Computing Consumer & Business (On Premise) Service Provider(Hosted & SaaS) Usage Model Parallels Open Platform Eco-system APS Standard APS Catalog &Marketplace Virtual Templates & Appliances AutomationDev Platform Automation Plesk Expand Plesk Billing License Automation Business Automation Plesk Control Panel Plesk Sitebuilder Virtual Automation Operations Automation Solutions Virtualization Desktop Workstation Server Containers • Virtualization growing, replacing physical infrastructure • Enabler of SaaS & contributor to overall industry revenue/profit growth • All automation products support SaaS & APS today • Offer APS-certified application through Parallels Automation products Parallels - Optimized Computing

11. Agenda Parallels - Optimized Computing SaaS Opportunity and Challenges Parallels Open Platform A Framework for SaaS Utilizing your SaaS Platform Revenue Model Examples Call to Action

12. SaaS Virtualization and Automation • We will see in the following examples that there are several ways to SaaS • Your Platform and offerings can be basic or complex; it’s up to you • Either way Automation and Virtualization can do the work for you Parallels - Optimized Computing

13. SaaS Virtualization and Automation Parallels - Optimized Computing

14. SaaS Virtualization and Automation Parallels - Optimized Computing

15. SaaS Virtualization and Automation Parallels - Optimized Computing

16. Agenda Parallels - Optimized Computing SaaS Opportunity and Challenges Parallels Open Platform A Framework for SaaS Utilizing your SaaS Platform Revenue Model Examples Call to Action

17. Parallels Virtuozzo Containers Templates • Virtuozzo Templates at parallels.com/virtuozzo • Over 588 Parallels Virtuozzo Containers Templates and growing! Parallels - Optimized Computing

18. SaaS - Parallels Virtuozzo Containers (PVC) • www.webhosting.com.au. ACT! • Conectix (company behind acthosting) configures one instance of ACT inside one VE of PVC; sells as Virtual Appliance • They sell this value add VPS for more than a blank VPS • Struktur AG’s “Global Conference Room” solution • Multi-tenant app with performance for up to 1000 users • Simplified installation, configuration and maintenance • More SaaS examples at parallels.com/saas Billing and Customer Notification Custom VzT ~ 2hrs Provisioning addtl VCs took 2 minutes On-line Backup 2X Performance Up to 50-60 Containers Hosted IP-PBX 50 virtual environments Parallels - Optimized Computing

19. Parallels Automation for SaaS Pre-engineered modules for SaaS Applications E-mail Hosting Hosted Exchange Hosted Sharepoint Hosted Dynamics CRM Parallels - Optimized Computing • Management Tools and Automation • Overlay platform to optimize internal and hosted infrastructure/services on top of industry standard platforms • The most widely used datacenter automation solution in the world • Single, centralized point of management for all deployed services • Minimizes operational costs through streamlining and reducing overhead needed to perform provisioning and billing tasks • Rapidly meet customer demand with fast time-to-market for service offerings

20. SaaS – Parallels Automation Microsoft Dynamics CRM 4.0 Microsoft Exchange 2007 Mobile & messaging services Parallels - Optimized Computing • IceWEB‘s IceMAIL • With Parallels AutomationSMBs can enjoy the benefits without the expense of owning and maintaining mail servers • Exchange My Mail • Using Parallels Automationthey are selling Hosted Exchange 2003 / 2007 and Hosted SharePoint 2.0 / 3.0 • Customers are adding Blackberry Support toit or Google Mail Security • More Recent Examples:

21. Parallels Plesk Control Panel • Upgrade/license applications installed via the Application Vault on a domain level directly via the Plesk interface Parallels - Optimized Computing

22. Application Packaging Standard (APS) • APS Standard • Packaging format to integrate Open Source & Commercial Applications with Control Panels • APS Applications • Parallels is working with ISVs to package existing Apps to offer as SaaS • APS Control Panels • Parallels Control Panels work with APS • In-House Control Panels such as 1&1, HostEurope, Cohaesio work as well www.apsstandard.com Parallels - Optimized Computing

23. APS Catalog – Parallels Open Platform Over 166 APS Applications APS Apps are both Open Source and Commercial www.APSstandard.com • APS • Parallels' products establish a basis for delivering APS-compliant applications, central location, latest versions Parallels - Optimized Computing

24. APS Application Catalog Categories • Categories Targeted for APS • Back office • Accounting/Financial • Asset Management • Billing • Business Intelligence • Business Process Management • Channel Management • Compliance and Risk Management • Customer Relationship Management • Dispatch Management • Enterprise Resource Planning • Expense Management • Human Resource Management • Knowledge Management • Manufacturing Solutions • Payroll • Portfolio Management • Procurement • Product Lifecycle Management • Product Planning • Professional Services Automation • Sales Compensation Management • Sales Force Automation • Supply Chain Management • Talent Management • Transportation Management • Transportation & Logistics • Vendor Management • Work Order Management • Workforce/Field Service Management • Web • Web Development • Content Management • Web Analytics • E-commerce • Applications • Collaboration • E-mail/Calendaring • IP Telephony • Telecommunications • Web Conferencing • Community Site Services • Project Management • Portals • Personal • Blog • Gallery • Site Builder • eLearning • Front office • Appointment Scheduling • Help Desk Management • Call Center • Interactive Voice Response • On-line Marketing • Productivity • Survey Solutions • Infrastructure • Security • Backup • Management • Application Management Parallels - Optimized Computing

25. SaaS ISVs on FastTrack can help www.pinnaclecart.com/ www.magentocommerce.com/ www.open-xchange.com/ www.invisionpower.com/ www.sugarcrm.com/ www.bvsoftware.com/ www.voipnow.com/ www.smartertools.com/ www.creloaded.com/ www.epages.de/ www.interspire.com/ Parallels - Optimized Computing Parallels - Optimized Computing 25

26. APS Service Provider Certification Benefits Benefits Silver Provider Gold Provider Fees Silver Provider Gold Provider Parallels - Optimized Computing

27. Agenda Parallels - Optimized Computing SaaS Opportunity and Challenges Parallels Open Platform A Framework for SaaS Utilizing your SaaS Platform Revenue Model Examples Call to Action

28. SaaS Revenue Examples Parallels - Optimized Computing

29. SaaS Revenue Examples • All numbers are only estimates, subject to change and used soley to illustrate possible business models Parallels - Optimized Computing

30. SaaS Revenue Examples • All numbers are only estimates, subject to change and used soley to illustrate possible business models Parallels - Optimized Computing

31. SaaS Revenue Examples Summary • All numbers are only estimates, subject to change and used soley to illustrate possible business models Parallels - Optimized Computing

32. SaaS Revenue Examples $11.95/mo $24.95/mo $49.95/mo $2.95/mo $7.49/mo • Example of mixed SaaS Application offering Parallels - Optimized Computing

33. Agenda Parallels - Optimized Computing SaaS Opportunity and Challenges Parallels Open Platform A Framework for SaaS Utilizing your SaaS Platform Revenue Model Examples Call to Action

34. SaaS - Next Steps for Service Providers Utilize your SaaS Enabled Platform to Offer SaaS • Virtuozzo Containers => Virtuozzo Templates • System Automation => Pre-engineered modules • Plesk Control Panel => Add-ons/APS Application Catalog Get Certified as an APS Provider • Optional: To up-level your APS Participation Collaborate with ISVs • Many ISVs with Valuable Apps, More on the Way Talk to Us • Success/Challenges/Tools You Need • Send questions to saasbiz@parallels.com Parallels - Optimized Computing

35. Get More Revenue with SaaS - Summary SaaS is a Huge Opportunity! With Parallels help you can get into SaaS quickly Virtualization and Automation are key enablers of SaaS Many ways to offer SaaS and make Money SaaS: Let’s work together to realize the Revenue Opportunity! Parallels - Optimized Computing

36. Appendix Parallels - Optimized Computing