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Why Successful Cloud Strategies Start with a Solid Partner Strategy Russell Griffin Director of Channel Programs Hostway

Why Successful Cloud Strategies Start with a Solid Partner Strategy Russell Griffin Director of Channel Programs Hostway Corporation . Three Key Messages . 1. 2. 3. About Hostway World’s Largest Cloud Provider You’ve Never Heard Of!. Every Business/Partner is an Enterprise.

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Why Successful Cloud Strategies Start with a Solid Partner Strategy Russell Griffin Director of Channel Programs Hostway

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  1. Why Successful Cloud Strategies Start with a Solid Partner StrategyRussell GriffinDirector of Channel ProgramsHostway Corporation
  2. Three Key Messages 1 2 3
  3. About HostwayWorld’s Largest Cloud Provider You’ve Never Heard Of!
  4. Every Business/Partner is an Enterprise Enterprise-Class Technologies at SMB Price Points
  5. Why a Cloud Strategy?!?Your Customers Want Cloud Source: Edge Strategy Survey by Microsoft
  6. 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!
  7. Cloud ConsiderationsMany More, But Four to Start
  8. 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
  9. Multiple Cloud Offerings Brought to Market Through Partner Collaboration
  10. What to Look for in Cloud PartnersNot Specific to IaaS, But Applicable
  11. Partner ProfileCynch Migration and Hostway Alignment About Cynch: Full-Service Web Design and IT Services Strong Emphasis on DBs and Migration Partner Experience w/Multiple Hosts Primary Reason for Choosing Hostway: Ability to Grow Two Way Relationship Hostway Services Offered: FlexCloud Server, Hosted Exchange Results: Hostway Referred Over 20 Clients to Cynch in 6 Mos All New Cynch Clients Use Hostway Migration Efforts Underway for Existing Clients
  12. 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) 3rdparty Agents – Person On Site in Another Country, Access to System Reseller vs. Referral Billing 1st Level Support Commission vs. Discount
  13. Hostway Advantage – Instant Revenue Reseller Program Industry Only
  14. 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
  15. Hostway Advantage – Bus Dev Marketing & 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
  16. Partner ProfileShopVisible Resells FlexCloud; Instant Scale Provided About ShopVisible: On Demand SaaS eCommerce Platform Clients Include: Tempur-Pedic, Loehmann’s Primary Reason for Choosing Hostway: Instant Scale for New Customers 100% Uptime and Service Hostway Services Offered: Resell on FlexCloud Server Platform Results: Vapor Beauty – Today Show – 20 Orders to 4,000 NO Downtime Seamless Growth When New Clients Acquired Significant Joint Marketing & Press
  17. Proliferation of the aaSWhere Do I Start With Designing Offerings Infrastructure Platform Software How to Integrate? Security Database Everything as a Service
  18. You Have to Make Some BetsWhat Types of Apps Will Your Customers Deploy
  19. Hostway Solution PortfolioA Provider with a Broad Cloud Portfolio
  20. Types of Hostway PartnersOur Partners Are As Diverse As Our Customers
  21. What We Hope You Takeaway Cloud Growth is Significant (Why You’re Here) Build On A Foundation of Solid Partners Offer Solutions Your Customers Expect from You Jointly Go-to-Market with a Channel Partner Hostway is the Obvious Choice for Cloud Growth
  22. Special Offers Free Cloud Strategy Consultation (not a salesperson!) Email: Partners@Hostway.com Free Xbox Kinect Register – www.partners.hostway.com/register.aspx Refer/Resell First Customer In 90 Days Partner Portal to Compare and Learn More www.partners.hostway.com
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