May l Washington, DC l Omni Shoreham ISVs and Hosters – Working Together Soeren von Varchmin Vice President SaaS, Parallels

Parallels - Optimized Computing 2 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 3 Who’s Here at the Summit? Service Providers at Summit = 450

Parallels - Optimized Computing 4 Who’s Here at the Summit? ISVs at Summit = 100

Parallels - Optimized Computing 5 Who’s Here at the Summit? Action for you at Summit: Introduce Yourself to One Another! Service Providers and ISVs

Parallels - Optimized Computing 6 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 7 SaaS Opportunity 5% of new business software deployed as a service – % of new business software deployed as a service – 2011 Opportunity  $8B (2006) => $40B (2011)  50 million SMB customers Types of applications  CRM, web conferencing, web content management, HR, supply chain, collaboration, , and more SaaS % of Business Software Market opportunity: $8B increasing to $40B Example Case: 55% of IBM’s over 10,000 PartnerWorld ISVs are considering offering Software as a Service* * IBM PartnerWorld Survey

Parallels - Optimized Computing 8 SaaS Delivery Methods – Manual Approach Service Provider “do it yourself” method  Partner with ISV: test, contract, provision, offer applications in a serial, one-by-one approach ISV “offer on my own”  Partner with Hoster: then license/market more  Host own Application: do it themselves  Special Case Compile: for specific channel Practical limitations to consider:  Strategy, available resources, market window, marketing, versioning, licensing, billing, ROI requirements $ ?$ ? Was all this worth it?

Parallels - Optimized Computing 9 Parallels SaaS Approach to Bridge Gap Straightforward Approach to SaaS  No complex SDKs Integrate ecosystem experiences/method  Help create a common playing field Address/help with practical considerations  Resources, licensing, billing, market window Create Opportunities  Economies of Scale, Reduced Costs, Wide Choice of Apps, Extensive Sales Channel Parallels wants to bridge the Ecosystem Gap to make this SaaS Opportunity REAL for you!

Parallels - Optimized Computing 10 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 11 SaaS – Ecosystem Independent Software Vendor APS Application Packaged and Certified Virtuozzo Templates Service Providers ISVs Users SaaS Clients Corporations SMBs SoHos Individuals SaaS Application Subscribers World-Wide Channel of Service Providers APS Provider Access to hundreds of APS Applications SaaS Services SaaS Applications $ $ Packaged Delivered There is ROI in SaaS for both SPs and ISVs

Parallels - Optimized Computing 12 Parallels Vision – Optimized Computing Ecosystem Consumer & Business (On Premise) Service Provider (Hosted & SaaS) Usage Model Solutions APS Standard APS Catalog & Marketplace Virtual Templates & Appliances Automation Dev Platform DesktopWorkstationServerContainers Virtual Automation Operations Automation Business Automation Virtualization Automation Plesk Control Panel Plesk Sitebuilder Plesk Billing Plesk Expand License Automation Parallels Open Platform The Ecosystem is key to realizing the SaaS Opportunity; for both SPs and ISVs

Parallels - Optimized Computing 13 Parallels Vision – Optimized Computing Consumer & Business (On Premise) Service Provider (Hosted & SaaS) APS Standard APS Catalog & Marketplace Virtual Templates & Appliances Automation Dev Platform DesktopWorkstationServerContainers Virtual Automation Operations Automation Business Automation Virtualization Automation Plesk Control Panel Plesk Sitebuilder Plesk Billing Plesk Expand License Automation Parallels Open Platform The Ecosystem is key to realizing the SaaS Opportunity; for both SPs and ISVs

Parallels - Optimized Computing 14 ISVs (Application Owners) Application Packaging Standard (APS) Hosting Providers (Control Panels) The APSstandard is a packaging format which makes it easy for hosting providers to offer ISV Applications via SaaS Businesses and end-users benefit with subscription model Hosting Providers Benefits: –Access to more applications –Easier to install and maintain applications Use an APS enabled control panel –Use a Parallels control panel –Use the APS format specification to make a control panel APS compliant Become APS certified –Independent certification process Benefits –Package your application only once –Distribute your application through multiple hosting providers Complete APS documentation and Catalog at APSstandard.com –Use Parallels SaaS Development Kit to package your application –Parallels Technical Network Support –Parallels offers a SaaS FastTrack to get to market faster ISVs (Applications)

Parallels - Optimized Computing 15 Parallels Virtuozzo Containers Templates Virtuozzo Templates to easily install Applications Virtual Appliances utilize pre-configured virtual environments to target specific markets and verticals Over 588 Parallels Virtuozzo Containers Templates and growing!

Parallels - Optimized Computing 16 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 17 No Fee at APSstandard.com for APS Enabling  Get your Application APS Certified as Gold or Silver  Parallels supplies Development Kit and packaging/certification help Optional: Parallels FastTrack ISV Program  Fee based: Standard, Premium and Ultimate Levels  Leverage Parallels Sales, Marketing, Technical Staff & Infrastructure  Facilitate business opportunities with Providers and Co-Marketing SaaS Programs for ISVs

Parallels - Optimized Computing 18 Parallels FastTrack ISV Program Optional Program to get ISVs started faster in SaaS  Assessment of your App for packaging, Priority follow through to completion  Support to help you package your applications into APS format, Vz Template or Plesk Module Co-Marketing Promotional Activities  Highlight through Control Panels, Application Catalog and Parallels website, Service Provider Newsletter  Case Study, Whitepaper, Press Release, Event Booth Matchmaking with Key Service Providers Participation in Parallels Service Provider Alliance Program (Ultimate Level)  Tailored for your business goals and your Brand  Learn unique aspects of Service Provider Industry – what makes them tick  Comprehensive understanding of Service Provider business models  Personal help to develop relationships, schedule mtgs with analysts/journalists

Parallels - Optimized Computing 19 Standard Ultimate Benefits Premium Parallels ISV FastTrack Program Summary Application Packaging Assessment of Application, Training & Q&A Session Certifies application Standard plus Parallels helps ISV package up to 3 versions Standard plus Parallels helps ISV package up to 3 versions SupportPriority support for questionsDedicated contact for 3 months plus priority support Application Advertising Highlighted on Parallels website once listed in application catalog Featured for 1 month on Parallels website once listed in the application catalog Application included in monthly Parallels newsletter Listed as a feature application for 1 month on Parallels website once listed in the application catalog Application included in monthly Parallels newsletter Personal Match-making Introduction to 2 upper level hosting executives Introduction to 5 upper level hosting executives Visibility & promotion in Parallels Service Provider Alliance Program Co-MarketingCreate press release Case study Discount invitation to Summit and Web Hosting Day (Germany) Standard plus Free invitation to Summit and Web Hosting Day (Germany) Discounts for exhibition and sponsorship at hosting events Standard plus Free invitation to Summit and Web Hosting Day (Germany) Discounts for exhibition and sponsorship at hosting events Cost$999$4,999$9,999

Parallels - Optimized Computing 20 SaaS ISVs on FastTrack

Parallels - Optimized Computing 21 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 22 APS Partner “Uses Parallels Products”  Default Level, Free, Not Certified or Audited  Baseline for delivering APS-compliant applications APS Certified “Highest quality service”  Certification levels as trusted providers for delivering latest version of hosted applications  Especially geared toward in-house control panels and providers who wish to differentiate themselves Gold Provider Silver Provider Partner SaaS Programs for Service Providers

Parallels - Optimized Computing 23 Service Provider Certification Certifying your Infrastructure to APS 3 rd Party Certification Service by Tier1 Research  Will test and validate basic infrastructure for APS Compliance  Process includes Install/removal of test suite of Gold APS Applications  Testing covers both Linux and Windows Applications  Services include: Certification, Renewals and Audits  Fee based Testing Certification Audits

Parallels - Optimized Computing 24 Silver Provider Gold Provider Benefits APS Service Provider Certification Benefits Co-MarketingListed on APSstandard.com Use of APS Silver logo Highlighted on APSstandard.com Use of APS Gold logo Highlight in all APS ISV Presentations APS Gold/Silver Provider Promotion Visibility with Press/Analysts/Pubs Search Engine Optimization to drive traffic to APSstandard Highlight with Press/Analysts/Pubs Search Engine Optimization to drive traffic to APSstandard Match MakingPersonal Introduction to ISVs Direct Link to FastTrack ISVs Access to DevelopmentBeta versions of APS API Software Application PackagingOptional 1 Application Packaged exclusively for Provider Control PanelCertification of 1 control panel Silver Provider Gold Provider Fees Initial Certification Cost $2,500 for the first year$10,000 for the first year Certification Renewal $1,250 annual renewal every 12 months $5,000 annual renewal every 12 months

Parallels - Optimized Computing 25 SaaS Service Providers

Parallels - Optimized Computing 26 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 27 SaaS - Parallels Open Platform News Summit Announcements: Parallels to Resell myLittleAdmin Web-based Tool for Microsoft SQL Server Solar VTG Strengthens Offerings with Smart Online’s Onebiz Suite of SaaS Applications Zend forms Partnership with Parallels to optimize PHP applications for Hosters Open-Xchange to Deliver Collaboration Solution VoIPNow for hosted PBX services to businesses & residential users

Parallels - Optimized Computing 28 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 29 Next Steps for ISV and SP Let us help you get into SaaS Faster ISVs Get on the FastTrack at parallels.com/saas Documentation and SaaS Application Catalog at Get Support through Parallels Technical Network (PTN) Service Providers Work with us to rapidly offer APS certified applications Get Certified as a Gold or Silver Provider OR..as an APS Partner with Parallels products designed for SaaS

Parallels - Optimized Computing 30 Agenda Who is here at the Summit? This is YOUR Opportunity This is the Parallels’ Ecosystem Programs for ISVs Programs for Service Providers News Announcements Call to Action Learn More

Parallels - Optimized Computing 31 SaaS – Learn More Learn More on APS Technology –in the Technical Track 10:45AM Learn More on Revenue Opportunities –in the Business Track 10:45AM Learn More on SaaS Ecosystem –Attend Industry Tracks to hear more on SaaS –Absolute Performance, Nirvanix, Cloudmark, Softlayer, Zend, OpenXchange, PinnacleCart, VoipNow, SmartOnline, ePages, Mesh, mySQL, r1soft, enigmatic, mailsite

Parallels - Optimized Computing 32 SaaS - Summary SaaS is a huge opportunity! Become part of the SaaS Ecosystem You guys need to work together/network SaaS: Let’s Make it Real!

Parallels - Optimized Computing 33 Agenda Backup

Parallels - Optimized Computing 34 Silver Provider Gold Provider Fees APS Certification Requirements and Fees Initial Certification Cost $2,500 for the first year$10,000 for the first year Certification Renewal $1,250 annual renewal every 12 months $5,000 annual renewal every 12 months Silver Provider Gold Provider Requirements Support Online OnlyPhone and Online Control Panel APS-Compliant APS Applications Always offer at least 3 APS applications Always offer at least 7 APS compliant applications Critical Security Fixes Publish within 5 working days of Availability General Fixes Updates Publish within 3 Weeks of APS Packaged Application Availability Gold Provider Silver Provider