parallels business automation -...
TRANSCRIPT
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services1
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services2
Available Service Modules & Plug-ins
Shared Hosting(Windows or Linux)
Software as a Service
Microsoft Exchange 2007
Domain Registration
Plugins
Payment Processor
Plugins
SSL Certificate
Plugins
Language Packs
Virtual Private Server(Windows or Linux)
Dedicated Hosting
APS Apps
Open-Xchange
Microsoft SharePoint
Microsoft Dynamics CRM
Windows Streaming
Language Packs
Black-berry
Good Mobile
MX Logic
PostiniMessage-
Labs
Global Relay
Archival
Parallels Business Automation Parallels Operations Automation
No system in the market does what PA does! Delegated Management of all IT and Services on Large Scale And Complete Back-office Automation
NEW: Microsoft OCS
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services3
Path to Email & Collaboration Services
Qmail is a Linux based open source scalable & modular Email Solution that is bundled with Parallels Automation Shared Hosting module for Linux.
Open-Xchange Hosting Edition allows Service Providers to extend Qmail infrastructure to provide full mobility and offer new and modern features to customers at a compelling price. Open-Xchange is a SaaS application sold with the Parallels Automation SaaS and Shared Hosting module.
Microsoft Exchange Server 2007 is a standalone Parallel Automation service module which fully deploys the Parallel Automation solution along with Microsoft Hosted Messaging and Collaboration 4.5 (HMC). Many add-on modules are also available from Parallels supporting mobility, security and archival.
Shared HostingSoftware as a
ServiceMicrosoft
Exchange 2007Open-Xchange
Shared Hosting
OX Guest Speaker
after this
Presentation!
upgrade
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services4
Parallels Automation:
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services5
Automate: Parallels and Microsoft
• Best automation of Hosted Exchange and
related technologies
• Highest ARPU per mailbox
– Broadest variety of upsell options (archiving,
compliance, premium anti-spam, anti-virus
• Best reseller capabilities
– Completely white labeled
– n-tier reseller model
– Integration with reseller billing systems at all
levels
• Best end-user self-service control panels
– Reduce your support costs, empower your
end-users
– Simplify move from on-premise Exchange
• Used by leading Hosted Exchange providers worldwide. 60+ deployments in
US, Europe, Asia
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services6
Microsoft Exchange Hosting
• Microsoft Exchange Service Module is one of the most popular Parallels Operations services
• Parallels deploys Microsoft Hosted Messaging and Collaboration platform for customers
• Delegate management functions to end users to reduce support requests
Microsoft Exchange 2007
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services7
PA Complements Microsoft HMC 4.5
• Exchange with HMC:
– Multi-tenant architecture
– Scalability
– Reporting and monitoring
• Parallels delivers a complete offering:
– Storefront integration with domain registration
– Automated ordering and provisioning
– Customer self management - control panels
– Billing and service plan management
– Resource reporting and tracking
– Reseller capabilities and control panels
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services8
Wireless Access to Hosted Exchange
Exchange Server- Email- Calendar- Contacts- Tasks- Files
Treo, Symbian, or other handheld device
Windows Pocket PC or Windows Smartphone
BlackBerry devices
Multiple email delivery methods:• Push Technology – automatically delivers email to your handheld inbox• User Synchronization – delivers email on demand using send/receive• Outlook Web Access – allows users to view email using mobile browser
Account provisioning and control panels for wireless services.
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services9
PA Hosted Exchange – Up-sell features
• Advanced anti-spam
– Message Labs
– Postini
– MX Logic
– Extensible via plug-ins
• Mailbox archiving
– Global Relay
– Extensible via plug-ins
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services10
Microsoft OCS
Microsoft Office Communications
Server enables real-time, secure
communications
• Presence – users can see whether
colleagues are available, away, busy
or offline.
• Instant Messaging – business-class,
real time messaging with end-to-end
encryption so sensitive information is
safe and secure
• Microsoft Office integration
• Web, Audio and Video Conferencing
• Audio and Video over Internet
Protocol
• IM Archiving and Call Detail
Recording
NEW: Microsoft OCS
Increase Revenue per user by 80%
over baseline Exchange Services
Reduce service delivery and support
costs
Reduce time to market
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services11
Microsoft Dynamics CRM
Automate account creation, user
provisioning and management of a
hosted Microsoft Dynamics CRM
solution
Sales
• Establish a 360-degree view of
customer interactions, sales
opportunities and buying patterns to
help your sales force cultivate more
profitable relationships.
Marketing
• Plan, implement and measure more-
effective marketing campaigns by
analyzing buyer trends, behaviors and
offers that allow your marketing teams
to track real time results and optimize
Return-on-Investment (ROI).
Service
• Deliver high-value Customer Service
with integrated interaction and
knowledge management enabling your
service professionals to share answers
and insight with customers with ease.
Microsoft Dynamics CRM
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services12
Microsoft SharePoint
• Automate the
provisioning of Microsoft
SharePoint sites, user
access, site accounting
• Used as: – Collaboration and Social
Computing
– Portals
– Enterprise Search
– Enterprise Content
Management
– Business Process and Forms
– Business Intelligence
– Hosted Solution
– Developer Platform
Microsoft SharePoint
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services13
Virtual Private Servers
• Develop a Virtual
Private Server
business
leveraging Parallels
Containers
– Support for
Parallels Server
hypervisor coming
in the future
Virtual Private Server(Windows or Linux)
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services14
Desktop as a Service (VDI)
• Deploy desktop containers in seconds, on-
demand
• A Parallels Container solution reduces the
cost to manage the service – Only one operating system needs to be managed
and updated per server
– Compared to a hypervisor based solution where
each virtual machine has an OS that needs to be
discreetly managed and updated
Host Server Node
Host Server Operating System
Container Container Container
Host Server Node
Host Hypervisor
Virtual Machine
OS
Virtual Machine
OS
Virtual Machine
OS
4 Operating Systems to Manage(1 hypervisor + 3 VM OS)
1 Operating System to Manage(Containers use host operating system)
Virtual Private Server(Windows or Linux)
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services15
SaaS Service Module: Overview
SaaS Module utilizes the Application Packaging Standard (APS)
Features and Support• Access to Business Grade Applications, e.g. CRM, VoIP, etc.
• Facilitates Patches and Upgrades of Applications
• Control Panel allows management of Customers, Access & Apps
SaaS Services in POA Application Type delivered to your Customer
Simple Web Applications Lightweight, extension of Hosting Services, e.g. blogs, etc.
New: Business Web Applications
APS brings a wide category of Business Grade Web Application types to your customers, along with higher margins than Simple Web Applications
Multi-Tenant • Hosted Exchange
• Hosted Sharepoint
• Hosted Dynamics CRM
New: Service Aggregation Deploy Local and Remote Services for Your customers, including 3rd Party Services like these:
Postini – Anti-Spam/Anti Virus, Message Labs – Anti-Spam/Anti Virus, Global Relay – Mail Archiving, Interspire – Contact Manager/Doc Management, keepit.com –online backup
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services16
SaaS Module Opportunity for PA Customers
Customer Needs
Web PresenceEmail E-commerce Collaboration Application Mgmt
Re
ve
nu
e O
pp
ort
un
ity (
SM
B: 2
0 U
se
rs/M
on
th)
$10
$100
$1,000
Domain
Registration
$1-$3
Shared Static
Web Hosting
$3-$10
Shared Dynamic
Web , DB, Apps
$5-$20
Virtual Private
Servers
$15-$100
Dedicated &
Managed Server
$100-$2,000+Business-Class E-mail
(i.e. Hosted MS Exchange or OX )
$150-$300
Add Business Collaboration
(i.e. SharePoint, OCS, VoIP)
$200-$500
Advanced Apps
(CRM, ERP, vertical)
$250-$1500+
Infrastructure
SaaS
SaaS Module
SMB Suite = $871
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services17
Hosters need to offer SaaS
Market Research shows
Hosters will offer SaaS
• Cloud services will be 12% of SMB IT spend
• Over 50% of cloud services will come from business apps (SaaS)
Market Research shows
that SMBs want SaaS
• Saugatuck: SMB-specific SaaS survey data indicates strong short-to-mid term adoption plans by firms in Asia-Pacific and Europe (not just USA!)
• Tier 1 Research: WHERE ARE WE GOING By 2010/2011 ?SMBs moving all their applications online; online collaboration is the norm
• APS: In the last 6 months there were over 320,000 Downloads from the APS Catalog!
-
5.000
10.000
15.000
20.000
25.000
2008 2012
Business Applications
Infrastructure Software
App Dev and Deployment
Server
Storage
$5.5B
$20.1B
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services18
Software as a Service
Parallels Automation is uniquely
positioned to enable service
providers to offer SaaS services
• Integrate with Parallels Containers
to deploy dedicated containers of
SaaS applications
• Parallels Operations Automation
SaaS module supports the
Application Packaging Standard
(APS)
ISVs are using the APS Standard to enable Service Providers to productize
their applications easily
Container
Application
Software as a ServiceAPS
Apps
Shared Hosting
Application
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services19
SaaS Service Module: Benefits
• New SaaS Capabilities for Higher Average Revenue Per User (ARPU)– Define Service Plans that appeal to Existing and New Customers
– Automation reduces tasks and allows Service Plans to Scale
• Simplified Application Delivery for Faster Time to Market– APS Simplifies Application Integration and Delivery with Standard Packaging format
– Key Web Applications in one convenient APS Catalog
• Full Manageability and Flexibility to Lower Costs of SaaS– From Control Panel Manage: SaaS applications in CCP, Customer's end-users,
end-user's access to SaaS Applications, individualized or grouped
• Pay as you Go Model– No Up-Front Capital Costs, low subscription rates instead
• Installation Ease and Low Maintenance– Upgrades and patches to latest versions so no time and resources wasted
• Access Anywhere– Connect to Web based Internet Office, at Home or On the Go
SaaS Module Benefits for Service Providers
SaaS Module Benefits for Business Customers
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services20
Web &
E-commerce
Focus is on quality, we will focus on quantity later
Collaboration &
Communication
Infrastructure
Front/Back Office
Standardize: 250+ Applications and Growing
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services21
Parallels Automation:
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services22
Cloud Computing Services Module
• Offer automated, pay-as-you-go
cloud computing services
• Automated ordering through
provisioning to billing
• Charge for services by
CPU used, bandwidth I/O,
disk space
• Extensive end-user
control panels
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services23
Parallels Professional Services
Included in Parallels Automation contracts:
• System Installation
– Parallels supports deployment of operating environment
– Process: Purchase servers, install operating systems, complete pre-installation checklist, and turn over the project to Parallels
• System Configuration
– Customize storefront
– Customize service plans
– Brand control panels
• Professional Services
– One week of remote installation and configuration is included, additional support can be purchased in one week increments
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services24
Parallels Professional Services
• Industry-Standard ProcessAdopted and customized
• Highly-Experienced Engineering and Service Team
Constantly growing: 500+ engineers
• Customer Migration ExpertsHundreds of accumulated years of real-life experience and deployments
• Reuse Existing Technologies
Parallels Plesk Panel & Parallels Virtuozzo Containers experience
Analysis &Design
Impl.& Custom. Deployment Migration Training
Maintenance & Support
Systems& BusinessIntegration
FunctionalSpecification
Completed & Operational System
CustomizedSoftware
DeployedSystem
• Parallels Professional Services deployments follow well defined implementation procedures
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services25
Customer Success Story: Cobweb
Confidential
About CobWeb:
• Largest hosted Exchange service provider in
UK with 50k mailboxes
• Full range of MS-based services including
Exchange, SharePoint, Dynamics CRM, site
design/build/hosting and reseller services
Why Parallels Automation?
• Parallels Automation platform provided an end-
to-end solution, making e-commerce and billing
effortless.
• White-label n-tier resellers functionality –
Cobweb had the potential to take its partner
network to the next level
Result
• Increased attachment rate of multiple services
by 70%
• Reduced number of support incidents by 30%
• 1/3 of customers are now ―No Touch‖ after
contract execution – complete self-service
“Parallels offered us all the features we were
looking for and more. Because our
requirements were quite specific and our
standards were high, we were almost
resigned to creating a fully customised
solution in-house. So discovering Parallels
Automation was a huge relief.”
“With Parallels on board, we aim to roughly
double the amount of services each of our
customers will adopt over the next eighteen
months.
“To date, Cobweb has seen an increase in the
attachment of multiple services per customer,
resulting in an increased revenue. From a
previous average of 1.3 services per
customer across their customer base,
customers managed by Parallels Automation
now have an average of 1.8 services, a 70%
increase.”
Dan Germain, CTO Cobweb Solutions
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services26
Customer Success Story: KPN
―Even if we built our own control panel, the
issue of how to support and maintain it
would be an issue. Parallels will ensure that
our software will support the latest releases
and hosting trends.‖
―We selected Parallels because Parallels
Automation was able to manage an
architecture where mail resources were
available in a mail cluster, DNS resources
were available in a DNS cluster, and so on.
Parallels Automation provided the ability to
create a single customer plan from
resources located on separate application
clusters. In addition, we were able to
customize the look and feel of the control
panel to meet our strict branding
requirements.―
— Joost Pisters KPN
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services27
Customer Success Story: ExchangeMyMail
―The Parallels System
Automation control panel is by
far the best control panel we
have used or investigated.
Our customers all love the
control panel, it is well thought
out, and easy to navigate –
even for novices. We get
many compliments and
referrals because of the
control panel.‖
Dave Grantz, CIO
ExchangeMyMail
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services28
Customer Success Story: Star
―Some customers come to us
initially looking for a dedicated
Internet access circuit, but
when they realize how easy it
is to purchase other services
quickly, they also purchase
security, hosting and Email
services. Parallels has
underpinned our portfolio
offering with more intelligently
structured servicing and billing
application automation
so that our stake in this market
stands to increase.‖
— James Griffin, Head of
Hosting Strategy, Star
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services29
Customer Success Story: Intergenia
―Due to the structure of our 555
days free hosting offer, it was
important for us to have
everything automated to
maintain low administration
costs. It would have taken us
years and many times the
investment to implement the
solution internally with a
fraction of the features that
Parallels Automation supports."
- Jochen Berger
CTO and Founder, Intergenia
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services30
Customer Success Story: TDC
Confidential
About TDC:
• Incumbent telco in Denmark
• Windows Shared Hosting, VPS services, Exchange
and SaaS
• 15k exchange mailboxes and shared hosting
accounts
Why Parallels Automation?
• Ability to integrate with existing systems
• Quick go to market for new additional services
• Move off old, constraining legacy platform
Result
• Completely revamped hosting offerings
• Expanded service offering from shared hosting and
basic Email to Exchange, Sharepoint and VPS
services
• Now in a position to scale the business and bundle
Exchange-based email with traditional telco services
We have created a completely new
services platform from Parallels, which
increases our ability to create a
solution which matches your need.
The products Mail, Mail-Web, VPS
(Virtual Private Server) and later SaaS
(SaaS) (Software as A Service) are
produced on the Parallels platform.
The essence is that everything drives
automatically, and it releases precious
resources to focus on the core
business.
- Michael Landrock, Product Manager
TDC Webmore
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services31
GUEST PRESENTATION
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services32
SaaS Module Example: Open-Xchange
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services33
First lower-cost business-class E-Mail & Collaboration
solution for SMEs
• Enables team work – any time, anywhere,
and with almost any possible device
• Integrated document management
(InfoStore, ―online disk‖)
• AJAX based browser user interface
• Standard internet browsers are supported
• Integration with Microsoft Outlook
• Integration with Mac OS X
• Mobility/Push E-Mail (―Blackberry feeling‖)
• It is only paid what is actually needed ->
―Pay as you go‖
• Attractive prices with full functionality
SaaS Module Example: Open-Xchange
Advanced Collaboration
• InfoStore• Mobile Access• Mobile Sync• Win/Mac Connector
Collaboration
• Calendar• Tasks• Folders
Messaging
• Email• Contacts
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services34
Open-Xchange OXtender for Mobility in POA
• Sync personal and global contacts,
calendar, tasks
• Sync into native mobile applications
• Global/public address book,
calendar
• Technologoy based on Microsoft
Exchange Active Sync (EAS)
• All WinMobile devices, most
Symbian smart phones, iPhone
• RIM/BlackBerry and Android Clients
available
• Real Push
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services35
OX becomes the universal Internet address book and
calendar for our users (see also www.ox.io)
SaaS Module Example: Open-Xchange
Cloud
Xing Delicious Facebook Flickr LinkedInlots
morelots
morelots
more
Social OX is the one place for content through publishand subscribe
OXPublishSubscribe
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services36
SaaS Module Example: Open-Xchange
Open-XchangeWebmail For Free
• Replace your existing Webmail
without any license costs
• Keep your existing Mail
backend – No migration
necessary
• Simple and easy to start with
• Revenue through Up-Sell
» Increase ARPU immediately
» Full Groupware
» Mobility Features
• Ends Dec. 2009
OX Webmail For Free Program
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services37
SaaS Module Example: Open-Xchange
Possible OX-based Provider Offerings - Examples
• Provider offers new OX Webmail or OX PIM
to all customers free of charge as an up-sell
platform for new services
• Offer Mobility up-sell to webmail users for
1.95 € per user/month (incl. VAT)
• Offer OX Groupware incl. mobility for 4,95 €
per user/month (incl. VAT)
• Example: OX Groupware and Mobility up-
sell (50%/50% split)
» 100,000 existing email accounts
» 15% upsell rate (15,000 users)
» ~31k revenue p.month from OX
Groupware (net) + ~12.3k revenue
p.month from OX Mobility (net)
» 43.5k total new revenue
Option 1 – Parallels Automation (Telco, ISP,…) Option 2 – Parallels Automation (Reseller,…)
• Provider offers Premium Groupware incl
mobility as a new service (next to MS EX)
• Volume discount (required stand-alone):
• 5 user for 4.25 € per user/month
• 25 users for 3.50 € per user/month
• 50 users for 2.95 € per user/month
• average price: ~4.20 € per user/month
• Mobility offered stand-alone (including OX
Webmail/PIM) for 2.49 € per user/month
• Example: OX Groupware and Mobility
stand-alone
» 5000 new users for each
» ~31.5 k revenue p.month from OX
Groupware and Mobility (net)
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services38
Open-Xchange and POA covers whole deployment
Load Balancer Apache
OX Application Server
OX Data Store Backends
SMTP
AJPv13
Database Filestore
OX ClusterDeployment as Virtuozzo Template
Parallels Operations AutomationFully transparent OX Management as APS Package
Mail System (MTA)
Mail Store
User Management Directory Server
IMAP
Auth
Sync
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services39
OX and POA integration is focused on Business
• Support of multi-level OX business
model incl. Up- / downgrade of service
users
• OX features like mobility packages
can be activated per service user
• POA up-sell features like postini,
global relay can be activated per
service user
• Branding for resellers is supported
• Email quota and email folder sharing
(ACL) is supported
• Upload limits can be managed in POA
(upsell)
Support for Business Model Better Support for Users/Technology
• Enhanced single sign on (SSO)
support
• POA antispam solution (spam
assassin) integrated in OX
webfrontend
• Migration of existing horde contacts
and appointments to OX is supported
to allow upsell to existing user base
• Virtuozzo template for easy
deployment available
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services40
Open-Xchange vs. Microsoft Exchange
Microsoft Exchange Open-Xchange
Direct and indirect sales Sales only through hosting partners
Positioned as ―high end‖ product (brand,
price) addressing brand-aware, mid and
large enterprise customers
―Mass market‖ product addressing a broad
audience including price-sensitive and smaller
business and ―prosumer‖ customers
Service Provider License Agreement Pay-as-you go / revenue share model, flexible
business model with Service Providers
Completely based on MS Hosting
Platform
Low-cost operation (multi-tenancy, low
footprint)
MAPI for email IMAP, POP3, Social OX (Publish&Subscribe)
Microsoft branded product Fully brandable for partner (white labeling),
designed for effective marketing out of the
product
Open-Xchange compared to MS Exchange
Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services41
THANK YOU!