ISVs and Hosters – Working Together

1. ISVs and Hosters – Working Together Soeren von Varchmin Vice President SaaS, Parallels

2. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

3. Who’s Here at the Summit? Service Providers at Summit = 450 Parallels - Optimized Computing

4. Who’s Here at the Summit? ISVs at Summit = 100 Parallels - Optimized Computing

5. Who’s Here at the Summit? Service Providers and ISVs Action for you at Summit: Introduce Yourself to One Another! Parallels - Optimized Computing

6. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

7. SaaS Opportunity SaaS % of Business Software Market opportunity: $8B increasing to $40B • 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 • Example Case: • 55% of IBM’s over 10,000 • PartnerWorld ISVs are considering offering Software as a Service* • * IBM PartnerWorld Survey Parallels - Optimized Computing

8. SaaS Delivery Methods – Manual Approach $? Was all this worth it? Parallels - Optimized Computing • Service Provider “do it yourself” method • Partner with ISV: test, contract, provision, offer applications in a serial, one-by-one approach • ISV “offer on my own” • Partner with Hoster: then license/market more • Host own Application: do it themselves • Special Case Compile: for specific channel • Practical limitations to consider: • Strategy, available resources, market window, marketing, versioning, licensing, billing, ROI requirements

9. Parallels SaaS Approach to Bridge Gap Parallels wants to bridge the Ecosystem Gap to make this SaaS Opportunity REAL for you! Parallels - Optimized Computing • Straightforward Approach to SaaS • No complex SDKs • Integrate ecosystem experiences/method • Help create a common playing field • Address/help with practical considerations • Resources, licensing, billing, market window • Create Opportunities • Economies of Scale, Reduced Costs, Wide Choice of Apps, Extensive Sales Channel

10. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

11. SaaS – Ecosystem Service Providers ISVs Users SaaS Services SaaS Applications • SaaS Clients • Corporations • SMBs • SoHos • Individuals Delivered Packaged $ $ APS Provider Access to hundreds of APS Applications APS Application Packaged and Certified Virtuozzo Templates Independent Software Vendor World-Wide Channel of Service Providers SaaS Application Subscribers There is ROI in SaaS for both SPs and ISVs Parallels - Optimized Computing

12. Parallels Vision – Optimized Computing Usage Model Consumer & Business (On Premise) Service Provider(Hosted & SaaS) Parallels Open Platform Ecosystem APS Standard Virtual Templates & Appliances APS Catalog &Marketplace AutomationDev Platform Automation Plesk Expand Plesk Billing License Automation Business Automation Plesk Control Panel Plesk Sitebuilder Operations Automation Virtual Automation Solutions Virtualization Desktop Workstation Server Containers The Ecosystem is key to realizing the SaaS Opportunity; for both SPs and ISVs Parallels - Optimized Computing

13. Parallels Vision – Optimized Computing Consumer & Business (On Premise) Service Provider(Hosted & SaaS) Parallels Open Platform APS Standard Virtual Templates & Appliances APS Catalog &Marketplace AutomationDev Platform Automation Plesk Expand Plesk Billing License Automation Business Automation Plesk Control Panel Plesk Sitebuilder Operations Automation Virtual Automation Virtualization Desktop Workstation Server Containers The Ecosystem is key to realizing the SaaS Opportunity; for both SPs and ISVs Parallels - Optimized Computing 13

14. Application Packaging Standard (APS) • The APSstandard is a packaging format which makes it easy for hosting providers to offer ISV Applications via SaaS • Businesses and end-users benefit with subscription model Hosting Providers (Control Panels) ISVs (Applications) Hosting Providers ISVs (Application Owners) • Benefits: • Access to more applications • Easier to install and maintain applications • Use an APS enabled control panel • Use a Parallels control panel • Use the APS format specification to make a control panel APS compliant • Become APS certified • Independent certification process • Benefits • Package your application only once • Distribute your application through multiple hosting providers • Complete APS documentation and Catalog at APSstandard.com • Use Parallels SaaS Development Kit to package your application • Parallels Technical Network Support • Parallels offers a SaaS FastTrack to get to market faster Parallels - Optimized Computing

15. Parallels Virtuozzo Containers Templates Over 588 Parallels Virtuozzo Containers Templates and growing! • Virtuozzo Templates to easily install Applications • Virtual Appliances utilize pre-configured virtual environments to target specific markets and verticals Parallels - Optimized Computing

16. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

17. SaaS Programs for ISVs • No Fee at APSstandard.com for APS Enabling • Get your Application APS Certified as Gold or Silver • Parallels supplies Development Kit and packaging/certification help • Optional: Parallels FastTrack ISV Program • Fee based: Standard, Premium and Ultimate Levels • Leverage Parallels Sales, Marketing, Technical Staff & Infrastructure • Facilitate business opportunities with Providers and Co-Marketing Parallels - Optimized Computing

18. Parallels FastTrack ISV Program • Optional Program to get ISVs started faster in SaaS • Assessment of your App for packaging, Priority follow through to completion • Support to help you package your applications into APS format, Vz Template or Plesk Module • Co-Marketing Promotional Activities • Highlight through Control Panels, Application Catalog and Parallels website, Service Provider Newsletter • Case Study, Whitepaper, Press Release, Event Booth • Matchmaking with Key Service Providers • Participation in Parallels Service Provider Alliance Program (Ultimate Level) • Tailored for your business goals and your Brand • Learn unique aspects of  Service Provider Industry – what makes them tick • Comprehensive understanding of Service Provider business models • Personal help to develop relationships, schedule mtgs with analysts/journalists Parallels - Optimized Computing

19. Parallels ISV FastTrack Program Summary Benefits Standard Premium Ultimate Parallels - Optimized Computing

20. SaaS ISVs on FastTrack 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/ Parallels - Optimized Computing

21. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

22. SaaS Programs for Service Providers • APS Partner “Uses Parallels Products” • Default Level, Free, Not Certified or Audited • Baseline for delivering APS-compliant applications • APS Certified “Highest quality service” • Certification levels as trusted providers for delivering latest version of hosted applications • Especially geared toward in-house control panels and providers who wish to differentiate themselves Partner Gold Provider Silver Provider Parallels - Optimized Computing

23. Service Provider Certification • Certifying your Infrastructure to APS • 3rd Party Certification Service by Tier1 Research • Will test and validate basic infrastructure for APS Compliance • Process includes Install/removal of test suite of Gold APS Applications • Testing covers both Linux and Windows Applications • Services include: Certification, Renewals and Audits • Fee based Testing Certification Audits Parallels - Optimized Computing

24. APS Service Provider Certification Benefits Benefits Silver Provider Gold Provider Fees Silver Provider Gold Provider Parallels - Optimized Computing

25. SaaS Service Providers Parallels - Optimized Computing

26. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

27. SaaS - Parallels Open Platform News • Summit Announcements: • Parallels to Resell myLittleAdmin Web-based Tool for Microsoft SQL Server • Solar VTG Strengthens Offerings with Smart Online’s Onebiz Suite of SaaS Applications • Zend forms Partnership with Parallels to optimize PHP applications for Hosters • Open-Xchange to Deliver Collaboration Solution • VoIPNow for hosted PBX services to businesses & residential users Parallels - Optimized Computing

28. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

29. Next Steps for ISV and SP Let us help you get into SaaS Faster ISVs • Get on the FastTrack at parallels.com/saas • Documentation and SaaS Application Catalog at www.apsstandard.com • Get Support through Parallels Technical Network (PTN) Service Providers • Work with us to rapidly offer APS certified applications • Get Certified as a Gold or Silver Provider • OR..as an APS Partner with Parallels products designed for SaaS Parallels - Optimized Computing

30. Agenda Parallels - Optimized Computing Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

31. SaaS – Learn More Learn More on APS Technology in the Technical Track today @ 10:45AM Learn More on Revenue Opportunities in the Business Track tomorrow @ 10:45AM Learn More on SaaS Ecosystem Attend Industry Tracks to hear more on SaaS Absolute Performance, Nirvanix, Cloudmark, Softlayer, Zend, OpenXchange, PinnacleCart, VoipNow, SmartOnline, ePages, Mesh, mySQL, r1soft, enigmatic, mailsite Parallels - Optimized Computing

32. SaaS - Summary SaaS is a huge opportunity! Become part of the SaaS Ecosystem You guys need to work together/network SaaS: Let’s Make it Real! Parallels - Optimized Computing

33. Agenda Parallels - Optimized Computing Backup

34. APS Certification Requirements and Fees Gold Provider Silver Provider Requirements Silver Provider Gold Provider Fees Silver Provider Gold Provider Parallels - Optimized Computing