Empowering You to Embrace...
Transcript of Empowering You to Embrace...
Empowering You to Embrace CloudEnhancing your “Trusted Advisor” status in this
rapidly changing IT environment
Date: October 6, 2010Prepared for: Partner Leadership Summit
Confidential Material
This presentation outlines general information about the Rackspace Partner Network and our services and is for informational purposes only; all statements and information are provided “as is” and are presented without warranty of any kind, express or implied. Our program, product/services offerings are subject to change without notice.
Trademarks and Service MarksRackspace® and Fanatical Support® are service marks of Rackspace US, Inc. registered in the United States and other countries. Jungle Disk is registered trademark of Jungle Disk, LLC. Other trademarks and tradenames appearing in this presentation are the property of their respective holders We do notand tradenames appearing in this presentation are the property of their respective holders. We do not intend our use or display of other companies’ tradenames, trademarks, or service marks to imply a relationship with, or endorsement or sponsorship of us by, these other companies.
Date: October 6, 2010Prepared for: Partner Leadership Summit
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2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
2010 Partner Leadership Summit - Meet the Rackers
Rackspace Leadership Team:
Other Rackers to get to know:
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
The Rackspace Partner Network
The First 12 monthsThe First 12 months
Past 12 Months – Managed Hosting Channel GrowthBookings from Channel Sales
356% Channel Revenue Growth356% Channel Revenue Growth
Partner Categories:• IT Consultants• Advertising/Marketing• Hosted ApplicationsHosted Applications• Systems Integrators• Financial Services• Technology Providers• Distributors
VAR
218%218%
• VARs• MSP’s
Sep
-09
Nov
-09
Jan-
10
Mar
-10
May
-10
Jul-1
0
Sep
-10
2,453 Partners2,453 Partners
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Net Promoter Score (NPS) Results ForManaged Hosting Partners
• NPS Question
“How likely are you to recommend the Rackspace Partner Program to a friend orRackspace Partner Program to a friend or colleague in the industry?”
• Trial NPS process in June ‘10
• Launched in July ‘10• Launched in July 10
• Response rate 22%
• Initial US score 54
• North America breakdown:
• The percentage distribution of Promoters, Passives, and Detractors are 65%, 24%, and 11%, respectively.
• 231 out of the 274 respondents (84.3%) also answered the following five questions
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Net Promoter Score (NPS) Feedback
• Unifying partner programs into one• Automating commission structure with real time g
communications • Continued tool enhancements
– LMS– ROI tools– PRM – Reseller control panel
• Enhancing communications through all vehiclesEnhancing communications through all vehicles – Account teams – Portal – Product launches
U d t di th– Understanding the program
Continued feedback will result in additional improvements. We want to hear from you!! y
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Past 12 Months – Cloud, Mail and Jungle Disk
Partner C t i
Cloud Billings
Categories:• MSP’s• Resellers• Web Hosters• Bloggers (affiliates)Bloggers (affiliates)• Franchisees• SaaS Providers• …
n-10
b-10
r-10
r-10
y-10
n-10 l-1
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355%355%
Jan
Feb
Mar Ap
r
May Jun
Ju Aug
Sep
1,990 Partners1,990 Partners In 2010In 2010
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
R k P t PRackspace Partner Program –the next 12 months
Rackspace Partner Programs - Today
• Separate Partner Programs• Managed Hosting• Managed Hosting • Cloud • Jungle Disk• Email SharePoint and Apps• Email, SharePoint and Apps
• Separate Contracts• Separate Billing Systems• Separate Control Panels• Separate Rackspace Sales
Touch-points• No Consolidated Compensation
Reporting
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Rackspace Partner Programs – Next 12 Months• One Global Partner Experience
• Contracts• Onboarding Experience• Partner PortalPartner Portal• Program Communications
• One Program Tier Structure
• Tiered on Volume of Total Business
• Tiered Benefits at Each Level Level
• Integrated Compensation Structure
All b k d b F ti l S t®• All backed by Fanatical Support®
• Launching in Q1 2011 – watch for more information
Receive increase in
Compensation and Benefits as
you move up program levels
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Rackspace Partner Programs – Next 12 Months
• Complete Partner Program IT Infrastructure Overhaul
PRM Interface (SSO)– PRM Interface (SSO)– Partner Managed Profiles– Compensation Automation
S– eLearning via LMS– Partner Locator– Reseller Control Panels
• Cloud• Mail• Jungle Disk®g
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Partner Advisory Council
• Launching early in 2011• Provide a forum to:
– Set Program Strategy & Direction– Set Program Strategy & Direction – Brainstorm and beta new services, tools and initiatives– Give members of our Partners Network another mechanism for feedback
Interested in joining? Let your channel representative know.
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
US Business Environment
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
International Business Environment
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
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The Market Opportunity is Huge and Growing
“By 2012, 20% of “58 percent say cloud computing will cause a radical shift in IT and 47 percent say they are alreadybusinesses will own
no IT assets.”
47 percent say they are already using it or actively researching it.”
Gartner Key Predictions, January 2010 CIO Magazine (From IDC Report) October 2008
“IDC predicts that worldwide revenue from public IT cloud services, which exceeded $16 billion in 2009 will grow to
Indeed, 24 percent of users surveyed are using IAAS,
with 37 percent more
IDC – 7 Hot Cloud
billion in 2009, will grow to nearly $56 billion in 2014.”
with 37 percent more planning to in the next 24
months.”eWeek: Survey:
I f t t S i
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Computing Innovations Infrastructure-as-a-Service
We’re All Part of the Technology Shift…
• We’re all feeling impact of economy– Negatively – directly impacting business– Positively – directly impacting business
• Our Customers are telling us…Ou Custo e s a e te g us– Capital is scarce– Hearing about Cloud – Not sure how to secure benefits– Customer user’s departments making decisions
• Marketing – Web based sites and campaigns• HR – Human Capital ManagementHR Human Capital Management• Finance – Next gen Financial Management
– They’re shifting from on-premise to hosted applications• CapEx to OpEx model• Redeploy resources for increase business productivity
• One consistent theme across all customers• One consistent theme across all customers– All looking to their “Trusted Advisor” for direction
Members of the Rackspace Partner Network are at the center of thisNetwork are at the center of this
Technology Shift
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Empowering members of the Rackspace Partner Network• Greatest opportunity of our time is before us..
– Maintain and enhance your “Trusted Advisor” status– Reason to renew customer engagement, target new clients
• Build Your Knowledge Base
Hoo Haa!!
• Build Your Knowledge Base• Increase Your Share of Wallet
– Incorporate broader managed services offerings
Managed Hosting
M il Sh P i t
Cloud Hosting
• Train Sales and Support teams on value of
Mail, SharePoint
Jungle Disk
Train Sales and Support teams on value of cross-sell
• Engage with your customers – Rackspace can be there with you
2010 RACKSPACE LEADERSHIP SUMMIT • OCTOBER 5-6, 2010 • SAN ANTONIO, TEXAS
Rackspace “After Summit” Resource Follow-up
• Providing the tools you need to get off the starting line and finish this race strong:
• Week 1: Link to the presentations• Week 1: Link to the presentations • Week 2: Empowering with the tools you
need to integrate into your business• Rackspace MicrositesRackspace Microsites• Co-Branded Collateral• Customer Communication Tools• Custom Co-Marketing• Sales Overview Sheets/ Product
Collateral• Press Releases • Resources: Sales Reps Solution• Resources: Sales Reps, Solution
Engineers, Channel Account Managers
• Week 3: Webinar training series to get your teams up-to-speed (MH, cloud, email & apps) or request customized lunch and learns with your sales teams