Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels
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Semelhante a Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels
Semelhante a Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels (20)
Cloud marketplaces will open standards makes dreams of profitability a reality by alex danyluk, senior director of isv and saa s alliances at parallels
1. Will Open Standards Makes Dreams of
Profitability a Reality?
Profit from the Cloud™
Sr. Director SaaS & ISV Alliances
adanyluk@parallels.com
twitter: @AlexDanyluk
March 2012
2. Parallels: Leader in Desktop Virtualization and
Cloud Services Enablement
Strong Foundation
• 900+ employees worldwide
• 100+ patents filed, pending or granted
• 10+ year old company
Cloud Services Enablement Cross Platform Clients
• 10+M small businesses in 125 countries • 3+M users WW
• #1 Cloud Service Enablement provider • #1 in Mac Virtualization with 75%
• 50% of 30 largest telecom operators retail new units market share (for
Q4 2011)
Self-Service Control Panels
Provisioning Billing
Server Virtualization
2 Profit from the Cloud™
3. The Evolving IT Ecosystem and the need for
cloud distribution and integration standards
TM
Profit from the Cloud
4. The Traditional SMB IT Ecosystem
10,000s 1000s 100,000s 148M SMBs
ISVs/HW Builders Distributors Resellers
Develop, package for Aggregate, manage Integrate, upsell, Manually
physical distribution physical distribution, cross-sell, license, deal
or download, order fulfillment, help install, with upgrade,
license, install revenue on each configure solution sometimes install
transaction and configure, use
4 Profit from the Cloud™
5. The New SMB IT Ecosystem
10,000s ISVs 10,000s Service 100,000s Resellers 148M SMBs
Providers & System Integrators
Develop, package for Aggregate, manage
Development, Aggregation, Integrate, upsell, Use
Manually
physical distribution
infrastructure infrastructure,
physical cross-sell, help
cross-sell, license, deal
provisioning,
or download, distribution, order
provisioning configure solution
help install, with
installation,
license, install fulfillment, revenue on
automation, service configure solution upgrade, sometimes
configuration, billing,transaction
each recurring install
licensing revenue and configure, use
5 Profit from the Cloud™
6. Enabling Seamless Distribution
10,000s ISVs 10,000s Service 100,000s Resellers 148M SMBs
Providers & System Integrators
APS: Application Packaging Standard
Standardizes the packaging of software and services for cloud distribution
6 Profit from the Cloud™
7. +
APS: Application Packaging Standard
Standardizes the packaging of software and services for cloud distribution
Cloud Service ISVs Thousands of Cloud 10s Millions+
or Service Partners Service Providers Cloud Service
Subscribers
TM
Profit from the Cloud
8. Ecosystem: Standardized Cloud Service Deployment
ISVs Service Providers
• Package once, reach 10s of APS • Access to more applications
Millions • Provisioning App. Account • Easier to install & maintain
• Can be hosted anywhere & User Settings • Hosted or syndicated
• Billing definition
• Application integration
2M+ Downloads Over 100% YoY services sold growth
400+ Applications and Services 50%+ commercial apps
8 Profit from the Cloud™
9. APS Package Application Types
Web Server
Hosted by Service Provider
• Account Creation and
Web Hosted
Automated Provisioning
• Billing
• Role based portal
Legacy Syndicated
administration
Dedicated Servers or VPSs
Syndicated Service
9 Profit from the Cloud™
10. APSStandard.org
For ISVs
• Documentation & Tools
• Support
• Sandbox
• Certification
• Developer Forum
For service providers
• Application catalog
• News & events
APS Certified System
Integration Partners
10 Profit from the Cloud™
11. APS Packaging Options
Use a certified APS System Integrator
www.apsstandard.org
11 Profit from the Cloud™
14. Quantifying the SMB cloud opportunity
Current Market (WW, 2011) = $34B
Estimated WW SMB Market in 2014 = $68B
Hosted Communication and Other
Web Presence
Infrastructure Collaboration Applications
Source: Parallels SMB Cloud Insights™, 2012
14 Profit from the Cloud™
15. SMB Cloud Market Trends
Demand 2012 will be year that SMBs see cloud
technologies as the new normal rather than
cutting edge Mobile
Top 10 2012 SMB Trends
Web Site SEO
2014
2014
Bundled Solution Preference
38% of U.S. SMBs prefer to obtain SaaS
as part of a package/bundle
AMI-Partners 2011 2011
2009
SMB Paid Services Growth
Ten percent penetration of $40 bundle of apps results in
50% increase in profit for average Cloud Service Provider
15 Profit from the Cloud™
16. Focus on up-sell , cross-sell & bundles
with anchor services
Anchor: Lead offerings within the Workload
Up-Sell: Complementary to the core Workload (enhancements)
Cross-Sell: Purchaser of Workload is the same decision maker
Workloads Anchor Up-Sell Cross-Sell
Communication Desktop
E-mail, Anti-virus Archive, Collab.
& Collaboration Backup
Web Presence & Marketing,
CMS CRM
Web Applications Mobile
Hosted Infrastructure Server,
Backup, CDN C&C, LOB
(IaaS) Virtualization
Business Applications
Highly specific to each Business Application
16 Profit from the Cloud™
18. Hosted communications & collaboration
Desktop Backup
Cross-Sell Desktop Security
Purchaser of workload Video Conferencing
Financial
is also decision maker
Hosted Desktop
CRM
Archiving E-mail
Hosted PBX
Up-Sell Conferencing
Complementary to the Business IM
core workload.. Document Sharing
Collaboration
E-mail
Anchor DNS
Services you lead with. Virus Protection
Spam Filtering
18 Profit from the Cloud™
19. Communications & collaboration opportunity
Cross-Sell
Purchaser of workload
30% Use Online Backup
is also decision maker +13% Plan to Purchase
17% Use email archiving
Up-Sell
Complementary to the +6% Plan to purchase
core workload..
75% Growth in Hosted PBX
Anchor
Services you lead with. 30% Growth in premium hosted email since 2010
Source: Parallels SMB Cloud Insights™, 2012
19 Profit from the Cloud™
20. Web presence and applications
Project Management
Cross-Sell CRM
Purchaser of workload Desktop Backup
is also decision maker Business E-mail
Collaboration
SEO/Web Marketing
Mobile Website
Up-Sell Email Marketing
Complementary to the Website Security
core workload.. Call Center
Website Backup
CDN
Web Presence
Anchor CMS/Blog
Services you lead with. Basic E-mail
eCommerce
20 Profit from the Cloud™
21. Web presence and applications opportunity
Cross-Sell Price became top-ranked purchase criteria
Purchaser of workload #1 Value added services critical to profitability
is also decision maker
Up-Sell
50% Security concerns
Complementary to the
core workload..
50% Design sites In-house
47% Using Facebook – “Web Presence” critical
Anchor 50% Of those without websites plan to buy
Services you lead with.
31% Plan to expand spend
Source: Parallels SMB Cloud Insights™, 2012
21 Profit from the Cloud™
23. APS 2.0 – Building Blocks for Pluggable Suites
• APS Service Bus
• Cross-sell, up-sell enablement
Service Integration
• Service discovery
• Cross-service communication
and dependencies
• Cross-service notifications
APS Service Bus
• Single Sign-On
• Control Panel Application UI P store.myco.com
extensibility via HTML5 P www.myco.com
23 Profit from the Cloud™
24. UpConference
$100 Off with Code
ATGNZU4J
Alex Danyluk
Sr. Director SaaS & ISV Alliances
adanyluk@parallels.com
twitter: @AlexDanyluk
24 Profit from the Cloud™
TM
Notas do Editor
Designer: Don’t touch
Owner: Adam (remove brands) Instructions to the designer: Adam talk to designers Notes: Walk the audience through current SMB IT services delivery model Ask question of what is driving this change
Leslie
Design: General clean up, text, title alignment, font consistency
Let’s take a look at few key SMB Cloud Market trends and end-user needs emergingSMB Group published their 2012 predictions and one of their top 10 predictions was“The Cloud Becomes the New Normal” - They are seeing demand for cloud-based solution accelerating in almost all solution areas and cloud services being thought of as “normal” vs. cutting edge Bundles: As this migration into the cloud accelerates, SMB buyers are showing a strong inclination to purchase bundled cloud offerings as opposed to a stand-alone application.“A significant segment of U.S. SMBs prefer to deploy multiple cloud services in order to achieve flexibility, ease of IT management, and lower CAPEX,” says Donald Best of AMI. “This is also driving an evolution in the channel ecosystem, as communications service providers and hosts increasingly offer bundles including productivity suites and other cloud-based applications.”For example, AMI research shows that 38% of U.S. SMBs have indicated a strong preference for obtaining software as a service (SaaS) as part of a package/bundleGrow your Profits by 50%A typical Hoster has ~1000 websites, means they get ~ $10k/month in revenue with 20% [at most] profit margin = $2k in monthly profit.10% penetration of $40 bundle is 100 customers and incremental $4000 in revenue. Assuming 25% margin this is $1k in monthly profit, an incremental 50% from profit they made before.