Parallels Small Business Panel 10Parallels Partner Marketplace

Jan Lekszycki

Territory Manager Hosting Eastern Europe

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Market LeadershipCompany Focus• Founded at the end of 1999;

650+ employees worldwide• 500+ partners, including

Microsoft, Apple, Intel, AMD, Dell, HP & IBM

• Investors include Bessemer Venture Partners, Intel Capital, Almaz Capital (Cisco) and Insight Ventures

• Technology innovation: 80+ patents filed, granted, pending

Parallels: At a Glance

• Cloud services: Complete

solution for cloud computing services to SMBs

• Desktop virtualization: Most sophisticated desktop virtualization technology

• Enterprise: Best optimized and highest performing enterprise solutions

• #1 cloud enablement provider with 80%+ penetration of mass-market cloud

• #1 cloud virtualization provider with 1M instances

• #1 desktop virtualization provider with 2M users

Strong Foundation

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Announcing: Parallels Panel SMB Edition and Partner Marketplace

Broaden Offerings

IncreaseARPU

Meet SMB needs

Offer best of breed applications to your SMB customers

In panel storefront: sell up and capture bigger share of your customers’ IT budget

eMail Marketer

Knowledge Manager

Anti-Spam Security DT Backup

Marketing eCommerce Knowledgebase

Parallels Partner Marketplace

Download at http://www.parallels.com/products/panelsmb

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Why is it great for Service Providers?

Broaden Service Offerings• Delivers a simple and powerful solution for small business• Most complete toolkit for small business

Increase Revenue• Offer commercial applications through Partner Marketplace• Target new verticals with the right applications

Enables Cloud Adoption• Enables self service for all employees• Streamlines day to day operations

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What is Parallels Small Business Panel 10?Parallels Small Business Panel 10 Edition is Simple,

Powerful and Saves Money

– First control panel specifically designed for Small Businesses.

– Simple interface elevates only the most commonly needed features

– Powerful control panel with a wide choice of installable applications and role based access to features.

– Saves money for Small Businesses by moving small business IT into the Clouds.

– Together, the Parallels Small Business Panel 10 Edition will suit any small business model.

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Parallels Small Business Panel 10What it is NOT

It is not:• a shared hosting management system• overwhelmed with features choices• designed for expert users• licensed for a limited number of websites

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Why Two Different Control Panels?

Parallels Small Business Panel 10Parallels Plesk Panel

Yesterday… One Panel for All

A Complete system for Easy and Profitable shared hosting

External & Internal APIs and Services

Parallels Plesk External Services

Provision

Uses

Panel

Billing SiteBuilder

APS Catalog

Marketplace

A Simple but Powerful control panel that Saves Money for Small Businesses

Now … more dedicated

Single Interface…

… Automates Cloud Applications

• Intuitive Interface• Built-in Site Editor• Instant on Cloud Apps• NEW Employee Desktop• NEW File Sharing System

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Standardize: Do You Speak APS?

Parallels eco-system for SaaS

Application Packaging Standard (APS) and APS Catalog

ISVs

4 deployment scenarios• Shared web apps

• Legacy single-tenant apps

• Multi-tenants apps

• Externally hosted services

Service Providers

• Virtual templates and appliances

• Parallels partner marketplace

• Parallels automationdev. platform

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Standardize: Accelerating SaaS Ecosystem Momentum

Enabling ISVs and service providers to quickly and easily profit from the growing SaaS market

Huge Opportunity to Win Together. Check on http://www.apsstandard.org.

ISVs

• Over 250 apps and growing

• Horizontal and vertical apps

• Over 600k downloads in past 12 months

Service Providers

• Over 10,000 hosters

• 300k+ servers, 1 million+ containers, 10 million+ end-users, 50 million+ mailboxes

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The Marketplace: Overview

Parallels Partner Marketplace• Parallels® Partner Marketplace is a key component of the

Parallels Small Business Panel that enables cloud services providers to quickly and easily monetize their customers through the sale of commercial applications. Providers can offer their Small Business customers a wide variety of applications, without development effort, by partnering with Parallels in a revenue-share business model

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The Marketplace – What is it?

1. The Parallels Partner Marketplace consists of a Storefront that utilizes Parallels Business Automation and a Web Portal where applications are stored• Provides seamless view to your Brand and the available applications

2. Customers access your Storefront via their Parallels Small Business Panel 10 – From their point of view it’s a familiar look and feel, it’s intuitive

3. We use Parallels Business Automation, giving you more control of your Storefront– You have control of customer view, your Brand image and management of the Storefront

– All the typical power that PBA has is at your disposal; Billing, Management, Marketing, etc.

User’s Parallels Small Business Panel 10

Your Branded Storefront viaParallels Business Automation

Application Catalog

Parallels Partner MarketplaceCustomer Environment

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Parallels Partner Marketplace – How it Works?

1. Customers access Your Branded Storefront via Parallels Small Business Panel 10

2. Buy Now Links In Your Storefront Lead to Applications chosen by you as viewable on Marketplace

3. End-Customer Purchases Application(s) in your store from what is viewable on Marketplace

4. End-Customer Leaves your store and Returns to Parallels Small Business Panel 10 After Purchase

5. Licenses & Applications are Automatically Installed on Parallels Panel Server and Billing is Recorded

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User’s Parallels Small Business Panel 10

Your Brand Storefront viaParallels Business Automation

Application Catalog

Parallels Partner MarketplaceCustomer Environment

1. CustomersEnters

Your Store

2. Adds App(s)to Shopping

Cart

3. CustomerMakes

Purchase

4. CustomerLeaves

Your Store

5. App & License are

Auto Installed

1 2 3

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Why Parallels Partner Marketplace ?Great Sell-up Opportunity – For Your Existing & New Customers with Parallels Small Business Panel 10• We’ve done the Research on these Best of Breed Apps

– Selected for Highest Potential Attach Rates, Technical Quality, Variety of Service and Business Fit

• Applications & utilities to be included in the first release:– Internet Security– Mail Anti-Spam– Emarketer/Contact Manager – Document Manager– Online Backup for Desktop– Ecommerce Shopping Cart

• A Complete Solution– All in one place, more to follow

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Parallels Partner Marketplace – Business Models

Model 1 Parallels Sells to End-Customer

Branding Co-branded

Set End-Customer Price Parallels

Profit For Partner Affiliate Commission

Discounts tbd

Customer Billing Support Parallels

Name on Invoice Parallels

End-Customer Billing Process Parallels

Application Purchase Marketplace

Automatic License Install Into Parallels Plesk Panel Yes

Two Business Models to sell products on the Marketplace:Model 1: Parallels Sells Applications to the End-Customer; You Earn Affiliate

Commissions: Referral fee for you!Model 2: You Resell Applications via Parallels Partner Marketplace:

Use our backend for your own Merchant Front

Model 2 Providers Resell on Marketplace

Fully Branded as Partner

Partner

Margin

tbd

Partner

Partner

Parallels

Marketplace

Yes

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The Evolution of SMB Needs to the Cloud

SMBs use a common set of applications

In 1998

• Messaging• File server/

networking• Productivity apps• Security• Accounting system• CRM• Time tracking• Web presence

2008*

*Microsoft Small Business IT Study 2008

• Messaging, collaboration, unified communication, and VoIP

• File server/networking• Productivity apps• Security• Accounting system/ERP• CRM• Time tracking• Web presence, marketing,

and eCommerce

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How do you get started?

Call to action

1. Become Parallels Partner http://www.parallels.com/spp/partnerprogram/

2. Launch Parallels Small Business Panel offerings

3. Resell applications from Parallels Marketplace http://www.parallels.com/products/small-business-panel/marketplace/providers/

Contact me: jlekszycki@parallels.com, +48 606 295 890

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Register Now for Parallels Summit 2010

Parallels Summit 2009

• 1000+ attendees, 60+ countries

• 40+ sponsors

• 90% of attendees highly satisfied

• 88% would recommend to colleagues

Parallels Summit 2010

Register now! www.parallels.com/summit/registration

• 1500 attendees

• 60+ sponsors

• More networking opportunities

• February 22-24, 2010

Thank You!