maximize partnership success with the parallels brand kerstin demko, manager, global channel...

Maximize Partnership Success with the Parallels Brand

Kerstin Demko, Manager, Global Channel MarketingMike Riolo, Vice President of Sales, Service Provider Division

Parallels – Optimized ComputingTM

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Agenda

Why Partner with Parallels?

How to Deploy Parallels Products to Expand Your Service Offerings and Increase Profitability

Partner Spotlights

Marketing Initiatives in 2009


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Why Partner with Parallels?Program is designed for service providers interested in

enhancing and expanding their offerings to meet the changing needs of their customers.

Innovative offerings

Increase Revenue and Profitability

Align with a Great Brand

Grow Your Business

Reduce Cost


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Benefits of Partnership

Join the partner cloud and get….


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Parallels Products – Enable vs. Up-Sell


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Increase Your Profitability with Parallels

Shared Hosting Provider

VPS Hosting Provider Dedicated Hosting Provider

Parallels Automation - Enable


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Parallels Partnership for Shared HostingShared only hosting providers have more threats than

ever and must evolve!- Commoditized offering (low pricing and “unlimited” plans)

- Extremely limited marketing budgets and reach

- Extremely hard to differentiate

- Giants are now here and growing market share quickly

Move your business & offerings upstream - Increase revenues per customer & lower churn

- Have a niche- Virtual Appliances, VPS (Managed & Unmanaged), SaaS

Benefit from Lower Product Pricing, Technical Support, General Co-Marketing activities, early

access to betas and new releases and much more!


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Parallels Partnership for VPS Hosting

• Non-partner has access to standard licenses only – 1,3,5,10,30,60,100

• Non-partner has to use 60 container license

• Monthly spend $240

Scenario: Need license to support 35 VPS subscriptions$50 average for each VPS subscription Top line revenue (35 x $30 =) $1050

• Partner has access to more licensing options – 1,3,5,10,20,30,40,50,60 etc.

• Partners can use 40 container license

• Silver partner spend: $180• Gold partner spend: $160• Platinum partner spend: $140

Savings

4 – 7% of top line revenueIncreases profitability Increases profitability

Non Partner Partner


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Parallels Partnership for VPS Hosting• Bundle and Up-sell Parallels Plesk Panel

– Large partner discounts on Parallels Plesk Panel for inside Parallels Virtuozzo Containers can lead to increasing overall margin of the plan for the partner

– End users can’t come to us and get PPP inside PVC pricing

– Control panels MUST be bundled/offered for every competitive VPS plan – why not do it at the lowest cost?

• Offer Managed VPS plans– Customer still uses Parallels Plesk Panel interface to manage

environment, provider manages root, updates and backups

– Much higher revenue

– Reduce churn when upgrading customers from shared base services


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Parallels Partnership for Dedicated Hosting

• Offer and Up-sell Parallels Plesk PanelBEST MODEL – Utilize the complete Parallels Plesk

Panel product line with bundles and add-on items▪ Not just in online order process!

– Utilize Parallels content to have informative landing pages

▪ Parallels Plesk Billing bundle – NEW with Parallels Plesk Panel 9 & Parallels Plesk Billing 6

▪ Parallels Plesk Power Pack – bundle or up-sell – Required for APS integration!

▪ Parallels Plesk Anti-Virus – bundle or up-sell

▪ Parallels Plesk SiteBuilder– Hosting resellers need more complete offerings

▪ Other Parallels Plesk Panel add-ons and 3rd party products


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Parallels Partnership for Dedicated Hosting

• Offer and Up-Sell Parallels Virtuozzo Containers

BEST MODEL – Utilize the complete Parallels product line with bundles and add-on items▪ Partners have more license options to offer customers

▪ Target hosters and business customers with unique PVC w/ Parallels Plesk bundles– Reseller in a box and outsourced IT in a box

▪ Partners can grow revenue per server

▪ Deliver complete hardware/software solution

– Leads to higher attach rate

– Leads to lower churn

– Utilize content for informative landing pages about benefits of virtualization and Parallels virtualization products!


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Proof is in the Practice

• Don’t just take our word for it….

• Partner Spotlights


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Partner Spotlight – Easyspace

Highlights • Service offering allowing Customer to build custom VPS by choosing specific disk space, RAM and control panel

• Unique marketing angle to deliver standard VPS services

• Higher revenue per VPS for Partner

• Differentiated offerings for Partner

Customer Benefits

• Gives customer choices

• Custom build VPS

• Pay for exactly what you need• Buy now or upgrade later

/


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Partner Spotlight - HostMySite Highlights

•Added large VPS option to existing VPS plans

•Much higher revenue & profit than similar offer on dedicated server

•Target customers for these plans purchase additional products increasing ARPU

•Easier and Cheaper to Manage: auto-provisioning, application templates, mass upgrades, etc..

Customer Benefits

•Better reliability, Better hardware, Better Performance

•All the benefits of virtualization (expand resources on the fly, zero down-time migration, power panel.)


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Partner Spotlight – OVH

Highlights

• OVH is largest hosting provider in France

•OVH Up-Sells PVC in their dedicated service offering

•Higher Revenue per Server

Customer Benefits

• Complete solution for one monthly price

• Better utilization of server resources

•Ability to isolate Applications and for Resellers to offer VPS hosting

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Partner Spotlight - NaviSiteHighlights

• Navisite now offers Dedicated Server hosting, moving down stream from their traditional offerings• Navisite chose to offer Parallels Plesk

•Leading Control Panel Provider•Up-Sell potential•Easy to Use•Complete •Profitable

Customer Benefits• More complete solution from Navisite • Lots of choices for Parallels Plesk: Domain counts, add-ons, bundles• Lower pricing on Parallels Plesk than buying direct


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New Marketing Initiatives Coming in ‘09

Parallels is building marketing collateral for Service Provider Partners…

Preview planned activities:• Updated Parallels Brand Guidelines• PartnerNet Updates• Partner Marketing Program with Mural• Customizable Demos • Co-Marketing Initiatives


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Bring products into the same brand family

Full name Short version

Parallels® Virtuozzo Containers Parallels® Containers

Parallels® Plesk Panel Parallels® Panel

Parallels® Plesk Billing Parallels® Billing

Parallels® Plesk Sitebuilder Parallels® Sitebuilder

Parallels® Automation Parallels® Automation

Parallels® Business Automation Parallels® Automation

Parallels® Operations Automation Parallels® Automation

Parallels Updated Product Names


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Parallels Logos

DOs• Always reproduce logo in two colors on a white background if possible.• Use the black version of the logo if two color production is not possible.

DON’Ts• Do not reproduce logo in colors other than those specified in the style guide.• Do not place the two-color logo on a patterned background.

NO Yes

Parallels® Plesk Panel

Parallels® Virtuozzo Containers

Parallels® Containers


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PartnerNet ChangesIn January, changes made to PartnerNet…there is much

more planned in 2009!


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SEND SMSTO:29222MESSAGE:[email protected]

Partner Marketing Program

• Parallels and Mural are working together to provide three tiers of turn-key targeted marketing materials, service and support – available exclusively via PartnerNet for Parallels Partners.

• Partners will be able to easily add their own logos, customize and launch their own targeted marketing campaigns using professionally-designed templates:

Direct ResponseE-Mails Landing Pages

Mural is a full-servicedigital engagement agency that specializes in technology, software and IT services marketing worldwide.

Visit us in Booth 11 for more information about the Partner Marketing Program.


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Custom MarketingEngagement





TIER 1

TIER 3

TIER 2

TIER 1 BENEFITS• Use professionally-designed

persona-targeted marketing material templates free of charge

TIER 2 BENEFITS• Use templates free of charge• Work with Mural to brand and

launch template-based campaigns at preferred rates

TIER 3 BENEFITS• Work with Mural at preferred rates• Build custom campaigns to suit your

brand and marketing goals• Search engine marketing, analytics and

other services available


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Targeted to the“Practical Buyer” Persona

Persona-Targeted MarketingMaterials and Campaigns

Mural’s rich personas are based on likes, dislikes and Web-centric user behavior preferences including…

• Searching online, finding references online• Responding to email, billing insert, or direct mail• Finding ads offline• Conversing with peers, friends or colleagues• Reading about something in a Google Alert/RSS Feed• Participating in an industry demo• Signing up for a free trial or registering on-line• Making a phone call to get more information • Starting to use a product/service• Asking for support

• Receiving outbound White Glove follow-up happily

• Seeking additional services• Responding to outbound telesales

or proactive email or chat• Chatting on-line to a peer, friend

or business contact• Posting a blog/write an

on-line review


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Customizable Demos

• Parallels and DemoWolf are working together to bring customizable content to partners to use on their web sites. Program details:

For Parallels Service Provider Partners only

Available via PartnerNet for Parallels Partners

For all major Parallels product releases

Partners will go to a special site and request customized demos at discounted prices from DemoWolf

Timely manner (2-3 weeks, depending on request)

Starting in late Q1 2009


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Co-Marketing Initiatives

• Q408, Parallels, Intel and few select partners launched co-marketing initiative to jointly promote Intel and Parallels products

• Objectives:

1) Develop closer relationship with partners

2) Increase sales and adoption of joint offerings

Partner benefits:

• 50% marketing funding to drive new business• Brand affiliation with Intel and Parallels to present

integrated offering for partners customers• Collaborative content, branding/logos• Program management support


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Co-Marketing Sample Banner Ads


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Co-Marketing Preliminary Results

• Despite economic climate, pilot saw overall lift in sales of both Intel and Parallels products

• Created long-term brand recognition for partners

• Increased traffic to partner web sites

• Increased awareness of products among partner’s sales teams

Check out the case study “High Performance Hosting” at the Intel or the Parallels Partner table in the main exhibit hall to learn more…


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Involved vs. Committed

Parallels is committed to your success!

It is said that the difference between 'involvement' and 'commitment' is like an eggs-and-ham breakfast: the chicken was 'involved' but the pig was 'committed'


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Next Steps

• We can help you have complete offerings...

• We can help you promote your business…

• We can help you grow your business...

• Come visit us at the Parallels Partner table in the main exhibit hall


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Thank you!

Q & A

maximize partnership success with the parallels brand kerstin demko, manager, global channel...

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