May 19-20 l Washington, DC l Omni Shoreham Get More Revenue With SaaS Pat Correia SaaS Marketing...

May 19-20 l Washington, DC l Omni Shoreham

Get More Revenue With SaaS

Pat Correia

SaaS Marketing Manager, Parallels

Parallels - Optimized Computing2

Objectives for this Presentation

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


Agenda

• SaaS Opportunity and Challenges

• Parallels Open Platform

• A Framework for SaaS

• Utilizing your SaaS Platform

• Revenue Model Examples

• Call to Action


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


SaaS –Application Categories

Software as a Service categories to deploy

Web Conferencing CRM

Email / Collaboration HR Portals

E-commerce/E-marketing

ERP

Traditional Apps Deployed into VPSs•Accounting, business adm., spreadsheets, doc mgmt management, CAD/CAM, etc.

Web Infrastructure• Shared web hosting• Basic email/webmail• Dedicated, VPS

Online Games

Opportunities Available to both Providers and ISVs!

Where Service Providers are Today


SaaS – The Track to Higher Revenue

Customer Needs Web PresenceEmail E-commerce Collaboration Application MgmtR

even

ue

Op

po

rtu

nit

y (S

MB

: 20

Use

rs/M

on

th)

$10

$100

$1,000

DomainRegistration

$1-$3

Shared StaticWeb Hosting

$3-$10

Shared DynamicWeb , DB, Apps

$5-$20

Virtual PrivateServers

$15-$100

Dedicated & Managed Server

$100-$500

Business-Class E-mail(i.e. Hosted Exchange)

$150-$300

Add Business Collaboration(i.e. SharePoint, LCS, VoIP)

$200-$500

Advanced Apps(CRM, ERP, vertical)

$250-$1500+

Infrastructure

SaaS


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

SaaS – Parallels Advantage

Get all the details at parallels.com/saas


Agenda






• Call to Action


SaaS – Ecosystem Example with APS

Independent Software Vendor

APS ApplicationPackaged and Certified

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


Parallels Vision – Optimized Computing

Eco-system

Consumer & Business (On Premise)

Service Provider(Hosted & SaaS)

Usage Model

Solutions

APS StandardAPS Catalog &

MarketplaceVirtual Templates

& AppliancesAutomation

Dev Platform

Desktop Workstation Server Containers

Virt

ual A

utom

atio

n

Ope

ratio

ns

Aut

omat

ion

Bus

ines

s A

utom

atio

n

Virtualization

Automation

Ple

sk C

ontr

ol P

anel

Ple

sk S

itebu

ilder

Ple

sk B

illin

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Ple

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xpan

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Lice

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Aut

omat

ion

Parallels Open Platform

• 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


Agenda






• Call to Action


SaaS Virtualization and Automation

SaaS Platforms for Service ProvidersPlatform & Product

Parallels Virtuozzo Containers

Parallels Automation

Parallels

Plesk Control Panel

Type Traditional Multi-Tenant Multi-Instance

Example Strategy

Dedicated Server but can be split with Containers

Hosting Services and Apps

Value Add Web Apps

• 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



SaaS Platforms for Service ProvidersPlatform Parallels

Virtuozzo Containers

Type Traditional

Example Strategy Dedicated Server but can be split with Containers

Example Apps • Inventory management

• Accounting packages

• Legacy business applications

• Publishing software

• PBX and Communications

Tool and Source • Parallels Virtuozzo Containers Templates

Revenue • Direct Hosted Service / Application Offering




Automation

Type Multi-Tenant

Example Strategy Hosting Services and Apps

Example Apps • Business Class eMail

• Collaboration

• Web Conferencing

• Hosted CRM, Exchange, Sharepoint

Tool and Source • Parallels System Automation

• Parallels Business Automation

Revenue • Direct Hosted Service Offering




Plesk Control Panel

Type Multi-Instance

Example Strategy Value Add Web Apps

Example Apps • APS Applications as both Open Source and Commercial Apps

Tool and Source • APS Catalog: Open Source & Commercial Apps

• Plesk Add-Ons and Application Vaults

Revenue • UpSell as part of Plan

• Offer as SMB Package

• Offer as Single Upgrade


Agenda






• Call to Action


Parallels Virtuozzo Containers Templates

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


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

Hosted IP-PBX 50 virtual environments

Billing and Customer Notification

Custom VzT ~ 2hrsProvisioning addtl VCs

took 2 minutes

On-line Backup2X Performance

Up to 50-60 Containers


Parallels Automation for SaaS

• 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

Pre-engineered modules for SaaS ApplicationsE-mail Hosting Hosted Exchange Hosted Sharepoint

Hosted Dynamics CRM


SaaS – Parallels Automation• IceWEB‘s IceMAIL

With Parallels Automation SMBs can enjoy the benefits without the expense of owning and maintaining mail servers

• Exchange My Mail Using Parallels Automation they are selling

Hosted Exchange 2003 / 2007 and Hosted SharePoint 2.0 / 3.0 Customers are adding Blackberry Support to

it or Google Mail Security

• More Recent Examples:

Mobile & messaging services

Microsoft Dynamics CRM 4.0

Microsoft Exchange 2007


Parallels Plesk Control Panel

• Upgrade/license applications installed via the Application Vault on a domain level directly via the Plesk interface


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


APS Catalog – Parallels Open Platform

Over 166APS Applications

APS Apps are both Open Sourceand Commercial

www.APSstandard.com

APS • Parallels' products establish a basis for delivering APS-compliant applications, central location, latest versions


APS Application Catalog Categories

Categories Targeted for APS

•Applications

• Web• Web Development• Content Management• Web Analytics• E-commerce

• Collaboration• E-mail/Calendaring• IP Telephony• Telecommunications• Web Conferencing• Community Site Services• Project Management• Portals

• 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

• Front office• Appointment Scheduling• Help Desk Management• Call Center• Interactive Voice Response• On-line Marketing• Productivity• Survey Solutions

• Personal• Blog• Gallery• Site Builder• eLearning

• Infrastructure• Security• Backup• Management• Application Management

Parallels - Optimized Computing25 Parallels - Optimized Computing25

SaaS ISVs on FastTrack can help

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/


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


Agenda






• Call to Action


SaaS Revenue ExamplesSaaS Platforms for Service Providers

Platform Parallels Virtuozzo Containers


Type Dedicated Virtual Server

Example 1 SugarCRM

• $40/user/mo 300 users


• Typical 5 user minimum

• $5-10 adder with HelpDesk

Example 2 Online Backup

• $5/user/mo 500MB

• $8/user/mo 1GB

• $14/user/mo 2GB

• $5 adder w Anti-Virus


SaaS Revenue Examples


Automation

Revenue • Direct Hosted Service Offering

Type Hosting Services/Apps

Example 1 Microsoft Exchange

• $9/user/mo

• $20 - $30 adder with Sharepoint services

• 10 - 20 users

Example 2 Microsoft Dynamics CRM

• $70/user/mo

• Prorated scale

• $10 addr w Blackberry• All numbers are only estimates, subject to change and used soley to illustrate possible business models


SaaS Revenue ExamplesSaaS Platforms for Service Providers

Platform Parallels

Plesk Control Panel

Revenue • UpSell as part of Plan



Type Value Add Web Apps

Example 1 eCommerce

• $55/user/mo

• $30 adder SupportCenter

• $15 adder w Email Marketing

Example 2 VoIP Now • $15 per month• X Minutes

• All numbers are only estimates, subject to change and used soley to illustrate possible business models


SaaS Revenue Examples SummarySaaS Platforms for Service Providers

Platform Parallels Virtuozzo Containers

Parallels Automation

Parallels

Plesk Control Panel


• Direct Hosted Service Offering

• UpSell as part of Plan



Type Dedicated Virtual Server Hosting Services/Apps Value Add Web Apps

Example 1 SugarCRM



• Typical 5 user minimum

• $5-10 adder with HelpDesk

Microsoft Exchange

• $9/user/mo

• $20 - $30 adder with Sharepoint services

• 10 - 20 users

eCommerce

• $55/user/mo

• $30 adder SupportCenter

• $15 adder w Email Marketing

Example 2 Online Backup

• $5/user/mo 500MB

• $8/user/mo 1GB

• $14/user/mo 2GB

• $5 adder w Anti-Virus

Microsoft Dynamics CRM

• $70/user/mo

• Prorated scale

• $10 addr w Blackberry

VoIP Now • $15 per month• X Minutes

• All numbers are only estimates, subject to change and used soley to illustrate possible business models


SaaS Revenue Examples

$11.95/mo $24.95/mo $49.95/mo $2.95/mo $7.49/mo

• Example of mixed SaaS Application offering


Agenda






• Call to Action


SaaS - Next Steps for Service ProvidersUtilize 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 [email protected]


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!


Appendix

May 19-20 l Washington, DC l Omni Shoreham Get More Revenue With SaaS Pat Correia SaaS Marketing...

Documents

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