How to Make
Money Selling File
Sharing Services
to Businesses
Victoria Grey
Chief Marketing Officer
October 27, 2013
NexTI 2013
Our mission is to deliver secure file sharing and
collaboration services to mobile individuals, teams, and
organizations for improved business productivity.
Workplace Trends We Address
• All content is now digital
• BYOD: The average business user has
3+ devices
• Consumer-grade services are
undermining corporate data security
• Teamwork and collaboration are
critical elements to success
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Introducing Soonr Workplace
Mobile Collaboration
• Supports all major devices
and content types
• Local sync for offline access
and ease-of-use
• View, edit, annotate, send,
save and more on mobile
• Soonr Workplace One-App™
Enterprise-grade Security
• Industry-leading uptime
and no-breach history
• HIPAA compliant, SSAE-16
certified
• Two-factor Authentication
• Geo-redundant and local
data centers (US, CAN & EU)
Purpose-built for
Business AND Users
• Highly granular, policybased control of content,
seats and devices
• Integrates into corporate
environments
• Easy for users: setup and go
Soonr Workplace for Business
“Our company designs simple, ecofriendly custom modern homes for
clients, so we have a lot of documents
to manage between many different
parties who participate in the design,
engineering and construction of our
homes across the country. Before we
found Soonr, we were using Dropbox to
exchange files. We found that Dropbox
was not designed for a business.”
Blair Porteous
Principal, Sagemodern
NexTI 2013
Soonr Workplace for Enterprises
“Soonr is helping our global sales
organization fully exploit the power of
their smart devices – transforming their
tablets and smartphones into reliable
alternatives to carrying a laptop. They
can access core content to do business whether they are documents,
presentations or videos - and work on
them seamlessly and securely within the
cloud infrastructure.”
Al Lounsbury
Director Digital Tools, Ciena
NexTI 2013
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Partners Leveraging Soonr APIs
“We created workflow-to-go to perform in fast-paced healthcare
environments where process is essential and where healthcare
professionals operate in a highly mobile environment. By integrating
with Soonr Workplace, we offer securely stored content to be
incorporated into daily workflows used by mobile healthcare workers.”
Søren Bæk
CEO, new’ish
NexTI 2013
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GRAND
OPENING
Why Become a Soonr Partner?
MARKET
OPPORTUNITY
SOONR WORKPLACE™
BUILT FOR BUSINESS
CHANNEL-FRIENDLY
PROGRAM
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Soonr Workplace Plans and Pricing
Soonr Workplace Pro
$9.95 / user /month
3 Users and up
1 TB of storage
10% Annual plan discount
Soonr Workplace Enterprise
$19.95 / user /month
10 Users and up
5 TB of storage
10% Annual plan discount
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Professional Services
1. Soonr installation/configuration/customization
2. Soonr as a managed service
3. Security Risk Assessment
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Cloudy with a Chance of Recurring Revenue
Partner Revenue Model
900
$25,000
800
$20,000
700
600
$15,000
500
400
$10,000
Partner Program Investment
•
•
•
1 hour of Training
$0 Infrastructure
$0 Program Fees
Assumptions
•
•
•
5 new Teams / month
Mix of Pro & Enterprise
Modest additional seat growth
300
Results
200
$5,000
100
0
•
•
•
Recurring Revenue
Compounded
Additive
$1
2
3
4
5
6
7
8
9
10 11 12 13 14 15 16 17 18 19 20 21 22 23 24
Teams
Seats
Revenue
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New Partner Success - Novani
· Headquartered in San Francisco, CA
· Signed with Soonr in August 2013
·
·
·
·
Set up first trial within 15 days
Sold Team within 45 days
Annual Enterprise Team with 80+ seats
Local construction company needing document
revision control
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Ideal Partner Profile
Solution Provider – Service Provider – Managed Service Provider
• SMB to Midmarket Focus
• Mix of cloud services with traditional data center
offerings or
• “Born in the Cloud”
• Offering cloud business suites
• Outsourced IT
• Mobile devices for business
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Partner Program - Highlights
Making Money
Margins
30% off MSRP
No Monthly Minimums
Expectation to actively generate new sales
and annual renewals
Recurring Revenue
Monthly and Annual Team Revenue;
Service Expansion to Existing Teams
Deal Registration
+ 10% Enterprise Service
Enablement
Easy & Fast On-Boarding Start selling on Day 1!
Customized Portal
Available within 24 hours
Training
1:1 Personal Training and online resources
Demo Account
Generate Enterprise leads
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Partner Program - Highlights
Engagement
Channel Centric
95% revenue through the channel
Pre-Sales Assistance
Sales Support Team
Executive Access
Partners are our priority
Soonr Workplace Service
Automatic Updates
Pre-GA access
Try Before You Buy
14-day Free Trials for Your
Customers
Internal Use License
70% off MSRP
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Partner Program - Highlights
NexTI Special Offer!
FOR:
New Partners Attending NexTI
IUL OFFER: PRO Service with 3 Seats; $358 Value
Expires:
November 30, 2013 Contract signed
Training:
Complete 1 hour of training
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Partner Program - Highlights
Requirements
Contract and NDA
12 month renewable
Annual Revenue
Expectation to actively generate new sales
and annual renewals
Program Fees
$0. Expectation to engage with Soonr sales
team on business and marketing planning.
Training
PRO: 1 pp 1 hour Enterprise: 2 pp 1 hour
Support
Level 1 Support to your customer
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Call to Action
1. Complete Partner
Application
2. See a demo – Stop by the
booth
3. Meet our Executive Team
– Martin Frid-Nielsen, CEO
– Victoria Grey, CMO
– Julie Criscenti Heck, Sr. Director,
Partner Marketing
– Margaret Kannout, Director,
Channel Sales
Drawing: Beats Headphones
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Thank You
Questions?
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