GWAVA Cloud Partner Program

Frank BeckertThomas Stegemann GWAVA Cloud TeamGWAVA EMEA GmbH

GWAVA CloudProgram

Content

• Cloud Market

• Why Cloud?

• Selling Cloud

• GWAVA Cloud Partner Program

"Sharing" is variable, and therefore "privacy" can be variable.

Cloud TypesHybrid cloud

A private cloud service that can expand its capacity by using an additional cloud service provider (private or public).

Private

Community

Public

Single user or unshared

implementation

Unlimited users with shared

implementation

Limited Users

"Sharing" is variable, and therefore "privacy" can be variable.

on-premise or customer- or provider-managed, customer- or provider-owned.

CloudService

Cloud Forecast Total

In the next five years, enterprises will spend $793 billion on cloud services.

2010 2011 2012 2013 2014 2015 2016

$77

$93

$111

$132

$156

$183

$212

Why customers want cloud

Reduction of IT Challenges

Cloud Drivers

1. Lower TCO than on-premise

2. Easier and faster to deploy than on-premise

3. Best alternative for regional deployments4. Limited capital budget -> Operational expense5. Lack of IT resources/time to implement on-premise6. Not enough datacenter capacity7. Temporary solution to solve a temporary need

Cloud barriers

Customers• Security concerns remain the

top reason for not going to the cloud ( But quickly going away)

• Data location requirements (particularly in EMEA)

• Loss of control• Preservation of job

Channel• Channel doesn’t understand

how to sell cloud / Comfortable in on-premise

• Channel margin from cloud providers

• € today versus €€ tomorrow

Understanding:

TotalCostOf Ownership

What can be seen:Hardware+Software

You don‘t see:• Hardware + Software• IT-Resources• Power, Heating, Cooling• Backup & Media• Disaster Recovery• Implementation• Support + Storage• Bandwith + Space• UPS etc.

Cloud Sales Best-Practises

• Sell to the Business not the IT Team

• Business Departments can have more money to spend than CIO

• Still primarily a TCO conversation. We need to get better selling TCO

• Nearly 50% of future SaaS purchase decisions are expected to be made by executive management

• Sell the Cloud story first constantly

Conclusion • Promote it over on-premise • Sell advantages and TCO• Position as cloud vendor in the future• GWAVA is supporting with a lot of Marketing and Engineering budget• Sell “private” GWAVA Cloud today, “public” cloud tomorrow• We are very flexible in our cloud offering and in the pricing scenarios

• Let’s work together to make cloud successful in FY2014

If we don’t convince our customers of cloud, our competitors will

GWAVA Cloud Products

GWAVA CloudFundamentals

Overview

Products Target Group

Benefits To Do

Retain

E-Mail Archiving

GWAVA

Messaging Security

Products

Benefits To Do

GWAVA CloudProducts

OfferingNo difference to GWAVA on prem

Inbound Anti Spam

Inbound Anti Virus

Outbound Anti Virus

… full feature set

GWAVA CloudProducts

OfferingNo difference to Retain on prem

Unified Archiving

eDiscovery Management

Data Security

Offsite Backup

Single Email Restore

Personal Address Book Restore

… full feature set

GWAVA CloudFundamentals

Overview

Hosters

GWAVA Partners

Products Target Group

Benefits To Do

GWAVA CloudFundamentals

Overview

Reduce cost

Quick implementation

Manage Complexity

Bring down risks

Products

Benefits

Target Group

To Do

GWAVA CloudPartner Program

GWAVA does …

• Provide software• Provide training, best-practices

consulting/design to partner to setup offering

• Provide backline support to partner

• Provide joint marketing/sales material

Products

To DoBenefits

TargetGroup

• Install, configure, update & run service

• Sell to & contract with the customer (Price, SLA, etc)

• Onboard & support customer• Bill & collect from customer• Provide audit/invoice & payment

to GWAVA

No cost for the GWAVA Cloud Partner Program

Products

To DoBenefits

TargetGroup

GWAVA CloudPartner Program

Partner does …

GWAVA CloudPartner Program

Enablement

• Contract signing

• Training & Certification• Online or in person training on the

products in the offering and related details of running in a hosted/cloud environment

• Design • Assistance on hardware purchasing,

design and automation• Support

• 24/7 Access to GWAVA’s worldwide support engineers

9 Partnerssigned this summer!

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Frank Beckert Thomas StegemannGWAVA Cloud TeamGWAVA EMEA GmbH