May 19-20 l Washington, DC l Omni Shoreham Get More Revenue With SaaS Pat Correia SaaS Marketing Manager, Parallels 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 2 Parallels - Optimized Computing Agenda • SaaS Opportunity and Challenges • Parallels Open Platform • A Framework for SaaS • Utilizing your SaaS Platform • Revenue Model Examples • Call to Action 3 Parallels - Optimized Computing 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 SaaS % of Business Software Market opportunity: $8B increasing to $40B 25% 20% 15% 10% 5% 0% 2005 Example Case: • 55% of IBM’s over 10,000 PartnerWorld ISVs are considering offering Software as a Service* * IBM PartnerWorld Survey 4 Parallels - Optimized Computing 2011 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 Web Infrastructure • Shared web hosting • Basic email/webmail • Dedicated, VPS Online Games CRM Traditional Apps Deployed into VPSs •Accounting, business adm., spreadsheets, doc mgmt management, CAD/CAM, etc. Opportunities Available to both Providers and ISVs! 5 Parallels - Optimized Computing Revenue Opportunity (SMB: 20 Users/Month) 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 Virtual Private Servers $15-$100 Infrastructure $10 Domain Registration $1-$3 Email Shared Static Web Hosting $3-$10 Web Presence Shared Dynamic Web , DB, Apps $5-$20 E-commerce Customer Needs 6 Parallels - Optimized Computing Collaboration Application Mgmt 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 7 Parallels - Optimized Computing Agenda • SaaS Opportunity and Challenges • Parallels Open Platform • A Framework for SaaS • Utilizing your SaaS Platform • Revenue Model Examples • Call to Action 8 Parallels - Optimized Computing SaaS – Ecosystem Example with APS $ APS Application Packaged and Certified Independent Software Vendor 9 Parallels - Optimized Computing SaaS Services Delivered SaaS Applications Service Providers Packaged ISVs $ APS Provider Access to hundreds of APS Applications World-Wide Channel of Service Providers Users SaaS Clients • Corporations • SMBs • SoHos • Individuals SaaS Application Subscribers Parallels Vision – Optimized Computing Consumer & Business (On Premise) Usage Model Service Provider (Hosted & SaaS) Parallels Open Platform Ecosystem APS Standard APS Catalog & Marketplace Virtual Templates & Appliances Automation Dev Platform Plesk Expand Plesk Billing Plesk Sitebuilder Plesk Control Panel License Automation Operations Automation Business Automation Solutions Virtual Automation Automation 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 10 Parallels - Optimized Computing Agenda • SaaS Opportunity and Challenges • Parallels Open Platform • A Framework for SaaS • Utilizing your SaaS Platform • Revenue Model Examples • Call to Action 11 Parallels - Optimized Computing SaaS Virtualization and Automation SaaS Platforms for Service Providers Platform & Parallels Product Virtuozzo Containers Parallels Automation Parallels Type Traditional Multi-Tenant Multi-Instance Example Strategy Dedicated Server but can be split with Containers Hosting Services and Apps Value Add Web Apps Plesk Control Panel • 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 12 Parallels - Optimized Computing SaaS Virtualization and Automation SaaS Platforms for Service Providers Platform 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 13 Parallels - Optimized Computing SaaS Virtualization and Automation SaaS Platforms for Service Providers Platform Parallels 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 14 • Direct Hosted Service Offering Parallels - Optimized Computing SaaS Virtualization and Automation SaaS Platforms for Service Providers Platform Parallels 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 15 Parallels - Optimized Computing Agenda • SaaS Opportunity and Challenges • Parallels Open Platform • A Framework for SaaS • Utilizing your SaaS Platform • Revenue Model Examples • Call to Action 16 Parallels - Optimized Computing Parallels Virtuozzo Containers Templates • Virtuozzo Templates at parallels.com/virtuozzo 17 Over 588 Parallels Virtuozzo Containers Templates and growing! Parallels - Optimized Computing 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 18 Parallels - Optimized Computing Billing and Customer Notification Custom VzT ~ 2hrs Provisioning addtl VCs took 2 minutes On-line Backup 2X 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 Applications E-mail Hosting Hosted Exchange Hosted Dynamics CRM 19 Parallels - Optimized Computing Hosted Sharepoint 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 20 Parallels - Optimized Computing 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 21 Parallels - Optimized Computing 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 22 Parallels - Optimized Computing www.apsstandard.com APS Catalog – Parallels Open Platform Over 166 APS Applications www.APSstandard.com APS APS Apps are both Open Source and Commercial • Parallels' products establish a basis for delivering APScompliant applications, central location, latest versions 23 Parallels - Optimized Computing APS Application Catalog Categories Categories Targeted for APS • 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 • • • • • Front office Blog Gallery Site Builder eLearning • Infrastructure • • • • Security Backup Management Application Management 24 Parallels - Optimized Computing • • • • • • • Appointment Scheduling Help Desk Management Call Center Interactive Voice Response On-line Marketing Productivity Survey Solutions • 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 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/ 25 Parallels - Optimized Computing APS Service Provider Certification Benefits Benefits Co-Marketing Silver Provider Gold Provider • Listed on APSstandard.com • Highlighted on APSstandard.com • Use of APS Silver logo • Use of APS Gold logo • Highlight in all APS ISV Presentations APS Gold/Silver Provider Promotion • Visibility with Press/Analysts/Pubs • Highlight with Press/Analysts/Pubs • Search Engine Optimization to drive traffic to APSstandard • 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 • Optional 1 Application Packaged exclusively for Provider Application Packaging Control Panel Fees Initial Certification Cost Certification Renewal 26 • Beta versions of APS API Software • Certification of 1 control panel • Certification of 1 control panel Silver Provider Gold Provider • $2,500 for the first year • $10,000 for the first year • $1,250 annual renewal • every 12 months • $5,000 annual renewal • every 12 months Parallels - Optimized Computing Agenda • SaaS Opportunity and Challenges • Parallels Open Platform • A Framework for SaaS • Utilizing your SaaS Platform • Revenue Model Examples • Call to Action 27 Parallels - Optimized Computing SaaS Revenue Examples SaaS Platforms for Service Providers Platform Parallels Virtuozzo Containers Revenue • Direct Hosted Service / Application Offering Type Dedicated Virtual Server Example 1 SugarCRM • $40/user/mo 300 users • $75/user/mo 500 users • Typical 5 user minimum Example 2 • $5-10 adder with HelpDesk Online Backup • $5/user/mo 500MB • $8/user/mo 1GB • $14/user/mo 2GB • $5 adder w Anti-Virus 28 Parallels - Optimized Computing SaaS Revenue Examples SaaS Platforms for Service Providers Platform Parallels 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 29 Parallels - Optimized Computing SaaS Revenue Examples SaaS Platforms for Service Providers Platform Parallels Plesk Control Panel Revenue • UpSell as part of Plan • Offer as SMB Package • Offer as Single Upgrade Type Example 1 Value Add Web Apps eCommerce • $55/user/mo • $30 adder SupportCenter Example 2 • $15 adder w Email Marketing VoIP Now • $15 per month • X Minutes • All numbers are only estimates, subject to change and used soley to illustrate possible business models 30 Parallels - Optimized Computing SaaS Revenue Examples Summary SaaS Platforms for Service Providers Platform Revenue Parallels Virtuozzo Containers Parallels Automation Parallels • Direct Hosted Service / Application Offering • Direct Hosted Service Offering • UpSell as part of Plan Plesk Control Panel • Offer as SMB Package • Offer as Single Upgrade Type Dedicated Virtual Server Hosting Services/Apps Value Add Web Apps Example 1 SugarCRM Microsoft Exchange eCommerce • $40/user/mo 300 users • $9/user/mo • $55/user/mo • $75/user/mo 500 users • $20 - $30 adder with Sharepoint services • $30 adder SupportCenter • Typical 5 user minimum • $5-10 adder with HelpDesk • 10 - 20 users Example 2 Online Backup Microsoft Dynamics CRM • $5/user/mo 500MB • $70/user/mo • $8/user/mo • Prorated scale 1GB • $14/user/mo 2GB • $15 adder w Email Marketing VoIP Now • $15 per month • X Minutes • $10 addr w Blackberry • $5 adder w Anti-Virus • All numbers are only estimates, subject to change and used soley to illustrate possible business models 31 Parallels - Optimized Computing SaaS Revenue Examples $11.95/mo $24.95/mo $49.95/mo $2.95/mo $7.49/mo • Example of mixed SaaS Application offering 32 Parallels - Optimized Computing Agenda • SaaS Opportunity and Challenges • Parallels Open Platform • A Framework for SaaS • Utilizing your SaaS Platform • Revenue Model Examples • Call to Action 33 Parallels - Optimized Computing 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 [email protected] 34 Parallels - Optimized Computing 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! 35 Parallels - Optimized Computing Appendix 36 Parallels - Optimized Computing
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