Parallels Business Automation -...

Aug 2009 EMEA Partner Roadshow - Parallels Automation – Delivering Hosted Services1


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


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

http://www.qmail.org/


Parallels Automation:


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


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


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


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.


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


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



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.




• 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



Virtual Private Servers

• Develop a Virtual

Private Server

business

leveraging Parallels

Containers

– Support for

Parallels Server

hypervisor coming

in the future



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)



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


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


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


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


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


Web &

E-commerce

Focus is on quality, we will focus on quantity later

Collaboration &

Communication

Infrastructure

Front/Back Office

Standardize: 250+ Applications and Growing

http://www.dotnetnuke.com/

http://www.pinnaclecart.com/index.htm

http://www.joomla.org/

http://www.parallels.com/products/plesk/4psavoipnow/

http://www.postini.com/

http://www.parallels.com/products/plesk/mylittleadmin/

http://www.parallels.com/products/plesk/drweb/

http://www.interspire.com/

http://www.sugarcrm.com/crm/

http://www.smartonline.com/

http://www.knowledgetree.com/


Parallels Automation:


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


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


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


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


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


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


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


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


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


GUEST PRESENTATION


SaaS Module Example: Open-Xchange


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


Advanced Collaboration

• InfoStore• Mobile Access• Mobile Sync• Win/Mac Connector

Collaboration

• Calendar• Tasks• Folders

Messaging

• Email• Contacts


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


OX becomes the universal Internet address book and

calendar for our users (see also www.ox.io)


Cloud

Xing Delicious Facebook Flickr LinkedInlots

morelots

morelots

more

Social OX is the one place for content through publishand subscribe

OXPublishSubscribe

http://www.ox.io/



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



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)


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


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


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


THANK YOU!

Parallels Business Automation -...

Documents

Transcript of Parallels Business Automation -...