Vice President, Service Provider Marketing

Parallels

Seth Nesbitt

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Welcome and Thank You For Coming!

• 2008 • First Night F1 Race

• First partners meet in APAC

• 30 Attendees

• 2009 • First Official APAC Summit

• Smashing Success

• Over 100 Attendees

• 2010 • How many attendees

do you think we have

here today?

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Gold Sponsors

Silver Sponsors

Special Event and Media Sponsors

Platinum Sponsors

Special Thank You to Our Sponsors

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Parallels: Leader in Cloud Services Enablement and

Desktop Virtualization

• 700+ employees worldwide

• Profitable, self-funded, 50%+ 4-year growth CAGR

• 5,000+ hosters, 700+ certified partners:

− 150M+ domains

− 50M+ small business and SOHO websites

− 100M+ hosted mailboxes

Strong Foundation

Communication

Service Providers

Traditional

Hosters

VARs, ISVs,

Distributors

• 2+M desktops WW

• #1 in Mac Virtualization

with 73% retail new units

market share (for Q2 2010)

Desktop Virtualization

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Continuing Investment in Asia

• Jan-Jaap Jager joins Parallels to build APAC

• Established formal APAC organization

• Extended Sales/Marketing to India, Malaysia, Indonesia

2006-2008

• 1st APAC Summit

• 1st Japan Summit

• Headquarters in Singapore

• Office in Australia

• Partners in 12 countries

2008-2010

• Established first offices in China & Japan

2005

2008 2005 2010

107 Certified

Partners

Over 18,000

Servers

Over 30

employees

Today

• Increased Investment – Investing in Growth

• Localized Support

• New Offices – India, Indonesia, Korea, etc.

• Continuing Build-Up of Sales, Marketing, & Alliance Organization

• Local Partner Programs

• Aggressively building products based on Asia requirements

• Bringing and building new technologies for Asia

2011+

201x

Chairman and CEO

Parallels

Serguei Beloussov

Serguei Beloussov, CEO, Parallels

Becoming Profitable Providers

of Cloud Services

The Opportunity is in Small Business

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North America

9.6M

EMEA

22.7M

APAC

23.7M

Latin America

12.6M

Japan

4.4M

Global Small Businesses – 73.5M

– plus over 100M Home/Small Offices Note:Parallels Disclaimer: Small Business = SMB < 1000 employees the rest is Large Business

* *Average small business size is less than 10 employees

Small Business Fastest growing segment of global economy

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Large Business

60%

500-999 empl 20%

< 100 empl 45%

100-499 empl 35%

Small Business

40%

Source: IDC

* Excludes communication spending which arguably could be up for grabs when moving to the Cloud too with VoiP

Small Business with Large IT Spend

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Let’s Picture a Typical Small Business

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So, Can Small Business Use Technology?

Technology

Applications

Solutions

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Simple

Up-Front

Cheap

Flexible

Reliable

Cloud enables Small Business to get access

to full fledged IT services they need

The Cloud Makes it Possible to Meet Small Business IT Needs!

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$3.8B

$4.0B

The Small Business Cloud Opportunity is Huge! Even if Conservatively Estimated, and is Shifting

How Do You Profit from the Cloud?

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• more profitable

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Is a Hotel Just a Room with a Bed? Itty bitty Full Service details…

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Giants are still 3+ years away from

offering full IT services for Small Business

What are the Giants Doing? Developing Datacenters

across Asia (SG, HK, JP, CN).

Selectively pursuing Telcos with

BPOS resale offering

Looking to gain scale

through Telcos by enabling

syndication of GAPE

Started their Asia AWS

business in 2008. Been in

Japan since Jan 2010

Asia is the fastest growing

region for Apple. Using iPhone

to upsell/cross-sell to Mobile

Me.

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How to ?

• Small Business Cloud opportunity is HUGE

• The threat of giants while not immediate is CERTAIN

• You must move forward and stay ahead of the CURVE

Act Now! If you don’t, someone else will

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How to ?

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How to ?

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How to ?

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Parallels is the best Partner for you in the Cloud!

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Partner Best Enabler of Profit from the Cloud!

• Parallels Plesk Panel, Parallels Small Business Panel,

Parallels Server Bare Metal, Parallels Automation

• Streamlined business to Seattle, integrated brands,

products, sales & marketing & engineering & support orgs

• Hired top talent in – from Amazon, VMware, Microsoft,

Symantec, Dell, Amdocs

• Partner Certification - Raise expertise of your technical

staff and get direct access to 2nd level support

• PartnerNet - Campaigns-in-a-box for services and more!

• Business Model Best Practices - Churn, Financing, Sales ,

Support, Operations, Infrastructure, Marketing and more!

Not just Technology but all of the Hoster Business!

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• VP, SMB & Distribution, Microsoft Corp, Redmond (2009-10) • Lead SMB segment sales and distribution channel worldwide; FY10

revenues of $6B, $1B+ ahead of budget

• VP & GM, Microsoft Russia, Moscow (2004-09) • Grew subsidiary from $100M to $1.2B; 3-time winner of Best

Subsidiary award

• GM, Microsoft Norway, Oslo (2002-04)

New Faces at Parallels Introducing new Parallels President: Birger Steen

• Responsible for all Parallels external facing functions - Sales, Marketing,

Alliances, Support, and Professional Services Worldwide

• Unique Experience to Scale The Business - we are growing!

• Successfully Led one of the Largest Partner Organizations in the World -

we are partner-focused!

• Asia Experience – we are investing in Asia!

Also Meet John Zanni, our new VP of Alliances:

• General Manager, Hosting Channel (SPLA), Microsoft, (2005-2010)

• Lead Microsoft Hosting channel Partner strategy worldwide

• Voice of Microsoft to Hosting, Press and Analyst Community for 5 years

• Responsible for all Parallels Technology and ISV Alliances Worldwide

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Results

Company overview

• Commenced business in Australia

2007 with 3 staff

• Last 3 years, grown to medium sized

business

• Employs 15 full time staff

• DNS & Hosting for 25,000+ domains

Partner: Aaron Sinclair @ Web24 Virtual and Dedicated Hosting Service Provider

• Establishing Web24 as a new provider in the

AU Market

• Integration and Automation

• Competitive product offering

Benefits

• Access to developer level support

• Local technical and sales support

• Feedback to Parallels on product

development

• Ongoing product development

• Rapid deployment and complete business

automation

• Range of software solutions with API’s

Partnership

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Partner Go Daddy and Parallels

• World’s largest registrar and hoster

• 42+ million domains and 27%+ SSL

certificate market share

• Over 8 million customers

Go Daddy Overview

• Partners since 2004 - Parallels

(Virtuozzo) Containers and Parallels

(Plesk) Panel

• Next generation Linux VPS 2.0 based on

Virtuozzo 4.0 and Windows VPS 2.0 on

Parallels Bare Metal

• Cloud Servers Powered by Mac OS X

based on Parallels Bare Metal released

in 2/24/2010

Parallels Partnership

• Parallels was listening to feedback

• Parallels Small Business Panel designed

for small business VPS customers

launched 02/16/2010

Parallels Small Business Panel

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Go Daddy Presents

2:00pm: Go Daddy Remote Session

by Warren Adelman, President and CEO

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Focus What makes a Marriage Service

successful?

Service COMPONENTS

• Infrastructure - datacenter, hardware, nwork, etc

• Software – os, dbms, cms, ecommerce, etc

• Aggregated services – certificates, domains, etc

• SLA – availability, performance, scalability

SELLING & BILLING Options

• Promotions, discounts, bundles, billing periods,

special offers and packages

• Referral, resell and white label channel

Operational and Infrastructure COSTS

• Electricity, hardware, network, datacenter

• Administration and support costs

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Presence

Web

• Web, Blog themes and modules

• Galleries’, CMS applications

• eCommerce & eMarketing,

• Payment, Certificate, Domains

• Wiki, Knowledge Base, Intranet

Other Addressing specific verticals and horizontals

Infrastructure

• Backup

• Monitoring

• Security

• Network Tools

• System Management

Self-Service Control Panels Parallels Panels for Customers &

Channel

Virtualization Parallels Containers, Parallels

Server Bare Metal

Provisioning Parallels

Operation

Automation

Billing Parallels

Business

Automation

Messaging &

Collaboration

• Mail, Archiving, AV/AS, Backup

• Fax, Mobile/Sync, Chat, Lists,

Mass Mailer, Groups

• Collaboration

• Voice, Video

• Mobile

Enabled Services Service Components – Applications and Syndicated Services

Focus: Enabling Profitable delivery of Complete range of

Cloud Services for Small Businesses

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• “Must offer” – foundation for growth

• Services are still evolving: • More non-technical users; From PHP to Joomla and WordPress

• Price stabilized but perceived competition with “free” “offerings

• Significant part of end-users is mobile and growing!

Trends

Focus Shared Web Hosting Services

Opportunity 2010

Parallels Plesk

Panel 9.5

& Parallels

Hosting Suite

Parallels Plesk

Panel 10 with

Marketplace

Parallels

Automation

Next Generation

Shared Hosting

8% Growth

2009 2013

$4.2B $5.8B

5:00pm: Parallels Plesk Panel Update

by Craig Bartholomew

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2010

Parallels

Automation

5.0

MS Exchange

2010 & MS OCS

BPOS Syndication

• Stickiest and most strategic service when used

• Most competitive market – from Google/Cisco/MSFT to telcos and

traditional hosters

• Value-add Bundles are critical to compete with “free”! • Traditional – AV/AS, archival, mobility

• Collaboration – SharePoint, Web Conferencing and Project Management

• VoIP and related including PBX, minutes, phone conference

Trends

Focus Messaging and Collaboration Services

Opportunity

28% Growth

2009 2013

$1.5B $4.0B

5:30pm: Parallels Automation Update

by Oleg Melnikov

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• Highest growth

• Three end-customer segments: Business, Developer/ISV’s, Online

Services

• Still lots of confusion around these services and what’s really

important

• Add-ons Storage, Monitoring, Backup, DR, limited SLAs

Trends

Focus Hosted/Virtual Infrastructure Services

Opportunity

31% Growth

2010 Roadmap

Parallels Server

for Mac

Bare Metal Edition

Parallels Virtuozzo

Containers v 4.6

Cloud Utility

Computing

(C2U)

2009 2013

$1.7B $5.1B

4:30pm: Parallels Virtualization Update

by Amir Sharif

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• Winners so far: simple CRM, Project and Social Media • Not ERP/Accounting and not vertical

• ISVs looking for new channels – take advantage • Syndication (if white label) or inside your datacenter

• Support, integration, localization, customer ownership, and

country specific applications are challenges!

Trends

Focus SaaS – Other Applications (Through Hosters)

Opportunity

26% Growth

2010 Roadmap

Common Services

Architecture

Parallels Partner

Marketplace v2

Application

Packaging

Standard 1.2

2009 2013

$1.5B $3.8B

Meet and greet Bryan Goode

and the sponsors on the show floor

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Focus: Reselling BPOS & Beyond

Refer vs. Full Service with Parallels Automation

Business Customer ownership,

better pricing, more billing

and selling options, upsell

Messaging Broader mobile support,

various IM options, voice integration

Messaging Apps

Broad choice of archiving,

antivirus, anti-spam,

backup and such

Collaboration

Wide choice of apps –

SharePoint, wiki, forums

and more

Bundled Services

Domains, certificates,

webhosting, various

applications

Bare BPOS

PA with BPOS

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Architecture Solid, Unified and Complete

Marketplace Control Panel

Shared Web Hosting

Messaging & Collaboration

Virtualized Infra. Services

SaaS

Business Automation

Cloud Packaging and Delivery

Operations Automation

Virtualized Infrastructure

Reliable, Scalable, Adaptable, Simple Fast, Secure, Manageable, Cost Effective

Partner to Profit from the Cloud

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The Time to Act is Now!

Services for Small Business

full service provider

Partner with Parallels for profit

• Leverage Parallels Service Delivery Software:

• Parallels Server BareMetal – Best of Both Worlds

• Parallels Plesk 10 - Preview Available NOW!

• Automation w/Exchange 2010 and VoIP: NEW!

• Service Syndication – BPOS & More: NEW!

• Parallels Automation Next Generation Shared

Hosting - NEW!

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You are invited:

Parallels Worldwide Summit 2011

February 22-24, Orlando, Florida, USA

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Contact me anytime at sb@parallels.com!

Thank You

See you next year:

Parallels APAC Summit: September 2011, Singapore

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SILVER SPONSOR

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Company information • LuxCloud is a European online

distribution channel, an open cloud,

which works as a base platform for the

enablement of the SaaS market/Cloud

Computing.

Product Information • LuxCloud is supporting the move from

a traditional and expensive licensing

model to the new and OPEX based

SaaS model, in which the SMB “pays

as he goes”.

• For SP’s: A unique platform for service

providers to centralize and deliver a

great range of cloud services.

• For ISV’s: Deliver and distribute your

services and solutions through our

global distribution network of online

service providers and system

integrators.

LuxCloud Marco Houwen. mhouwen@luxcloud.com

• High entrance hurdles to the European

market (access to the Distribution Channel)

• Automation of the ISV’s Software to become

pay as you go.

Business problem

• We have chosen Parallels as our platform

right at the start of our adventure in 2009.

• We see ourselves as the entrance point for

Asian companies to access EMEA

• EuroDNS and AsiaDNS for Europe and

Asian countries

Break