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Three Key Messages
Cloud Strategies Require Collaboration
Channel Partners Should Provide Strategy
Guidance and Deliver Sustainable Revenues
Your Customers Will Tell You Where to
About Hostway
Every Business/Partner is an Enterprise
2 Million Customers 600,000 Direct Customers 1.4M Customers from PartnersWhy a Cloud Strategy?!?
Your Customers Want Cloud
Concerns are Decreasing
The Opportunity to Build/Execute Strategy Is NOW
We will NEVER be the
Single Source for IT –
Many of Our Partners
Are. We Rely Heavily
Upon Them!
Cloud Considerations
Many More, But Four to Start
• You See the Data, Traditional Delivery of IT Changing
Are You Going to Sell/Resell Cloud Services
• Servers (IaaS), Platform (DaaS), Software (SharePoint, Exchange – SaaS), Consulting (Migrations), Planning (BCDR), etc
Which Services Are You Going to Offer
• CAPEX, Speed to Market, Core Competencies, Virtualization Expertise, Support, Billing, Ongoing Maintenance, Datacenter Standards/Controls, etc
Build vs. Buy – Must Evaluate
• Even if Building; You’ll Need a Solid Partner Strategy
HOSTWAY PROPRIETARY AND CONFIDENTIAL
An Example, Hostway
Obviously, We Chose to Build
600,000+ Clients – Partner Selection Critical for Client Experience
A Few of Hostway’s Partners
•
Hypervisor – Microsoft
•
Hardware - Dell
•
Processor – Intel
•
Networking – f5
•
Storage - NetApp
•
Security – Cisco, Brocade, StillSecure
Additional Partners to
Consider…
•
CAPEX Consultants
•
Security/risk Analysts
•
Migration Services
Multiple Cloud Offerings
What to Look for in Cloud Partners
Not Specific to IaaS, But Applicable
• No Different than Any Other Partner
Complementary Skills/Offerings
• Even Cloud Startups Develop a Reputation Online, Quickly • Also Ask for a List of Other Successful Partners
A Solid Reputation
• One Partner Should Introduce you to Other Partners and Potential Prospects
Network of Contacts to Leverage
• Some Require Joint Ownership – Know this Upfront
Agreement on Who Owns the Client
• Cloud is a HUGE, Confusing Marketplace – Agree on What Your Business is Capable/Willing to Do and When
Partner Profile
Cynch Migration and Hostway Alignment
About Cynch:
Full-Service Web Design and IT Services Strong Emphasis on DBs and Migration Partner Experience w/Multiple Hosts
Primary Reason for Choosing Hostway:
Ability to Grow Two Way Relationship
Hostway Services Offered:
FlexCloud Server, Hosted Exchange
Results:
Hostway Referred Over 20 Clients to Cynch in 6 Mos All New Cynch Clients Use Hostway
Types of Channel Partners
Best Place to Start – A Channel Partner
Common Types of Channel Programs
•
Resellers – Discounts
•
Referral Partners – Commissions
•
Private/White Label Resellers
•
Affiliate Programs – Website Referral Commissions (Banner Ads)
•
3
rdparty Agents – Person On Site in Another Country, Access to System
Reseller vs. Referral
•
Billing
•
1
stLevel Support
Hostway Advantage – Instant Revenue
Referral Program
Industry
Hostway Advantage – Experience
Assigned Channel Manager
•
All With Channel Experience
Fully-Integrated Partner Portal
•
Lead & Sales Tracking, Support, Payments
Education/Thought Leadership for Customers
•
Gartner Video, How to Choose a Provider, etc
Onsite Sales Training from a Channel Manager
Sales Consultation and Custom Solution Design
An API Surface
• Extending Private Label Services to Partners of All Sizes
Geographically Dispersed Tech Centers
Hostway Advantage – Bus Dev
Marketing & Business Development Support
Referrals for Business Opportunities/Leads
•
Partner Locator Launched
•
Creating Partner Lead Community
Co-Marketing Planning and Strategy
•
MDF Funding Available
•
Customized Co-branded Materials
•
Road Shows/Event Joint Sponsorships
•
Submit Requests through Partner Portal
•
Microsites on Your Domain
•
Webinars – We’ll Speak or Give You What You Need
•
Newsletters
•
Partner Promotions
•
Featured Partners on Partner/Corporate Website
Partner Profile
ShopVisible Resells FlexCloud; Instant Scale Provided
About ShopVisible:
On Demand SaaS eCommerce Platform Clients Include: Tempur-Pedic, Loehmann’s
Primary Reason for Choosing Hostway:
Instant Scale for New Customers 100% Uptime and Service
Hostway Services Offered:
Resell on FlexCloud Server Platform
Results:
Vapor Beauty – Today Show – 20 Orders to 4,000 NO Downtime Seamless Growth When New Clients Acquired
Proliferation of the aaS
Where Do I Start With Designing Offerings
How to
Integrate?
Platform Software Database Security Everything as a Service InfrastructureYou Have to Make Some Bets
What Types of Apps Will Your Customers Deploy
APPLICATION EXAMPLES COMFORT W/ CLOUD EASE OF SELLING EASE OF RESELLING SALES EFFORT REVENUE OPP Email Exchange 2010 High Extreme Extreme Moderate Medium
Collaboration SharePoint Medium Moderate Extreme High High
Business Growth Email Marketing, CRM High Extreme Moderate Low Low
Web eCommerce, Portals, etc High Extreme Extreme Moderate Medium
DB ERP Low Difficult Extreme High High
Hostway Solution Portfolio
A Provider with a Broad Cloud Portfolio
Infrastructure Applications
Managed Hosting Email (Exchange)
Cloud Hosting (Servers) SharePoint
Colocation Databases
Hybrid Deployments Cloud Websites
