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Facebook: https://www.facebook.com/Hostway Twitter: https://twitter.com/hostway

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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

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About Hostway

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Every Business/Partner is an Enterprise

2 Million Customers 600,000 Direct Customers 1.4M Customers from Partners

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Why a Cloud Strategy?!?

Your Customers Want Cloud

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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!

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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

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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

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Multiple Cloud Offerings

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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

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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

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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

rd

party Agents – Person On Site in Another Country, Access to System

Reseller vs. Referral

Billing

1

st

Level Support

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Hostway Advantage – Instant Revenue

Referral Program

Industry

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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

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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

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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

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Proliferation of the aaS

Where Do I Start With Designing Offerings

How to

Integrate?

Platform Software Database Security Everything as a Service Infrastructure

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You 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

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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

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Types of Hostway Partners

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Cloud Growth

is Significant (Why You’re Here)

Build On A Foundation of

Solid Partners

Offer

Solutions Your Customers Expect

from You

Jointly Go-to-Market

with a Channel Partner

Hostway

is the Obvious Choice for

Cloud Growth

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Free Cloud Strategy Consultation

(not a salesperson!)

Email:

Partners@Hostway.com

Free 14 Days Free in the Cloud

Redeem by calling or emailing us with promo code:

14Days

Partner Portal to Compare and Learn More

www.partners.hostway.com

Contact Us

Phone: 866-HOSTWAY (866-467-8929)

Email: lead.generation@hostway.com

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