Why Successful Cloud Strategies Start with a Solid Partner Strategy

Russell GriffinDirector of Channel Programs

Hostway Corporation

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Three Key Messages

Cloud Strategies Require Collaboration

Channel Partners Should Provide Strategy Guidance and Deliver Sustainable Revenues

Your Customers Will Tell You Where to Start!

123

HOSTWAY PROPRIETARY AND CONFIDENTIAL

About HostwayWorld’s Largest Cloud Provider You’ve Never Heard Of!

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Every Business/Partner is an Enterprise

2 Million Customers

600,000 Direct

Customers

1.4M Customers

from PartnersEnterprise-Class Technologies at SMB Price Points

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Why a Cloud Strategy?!?Your Customers Want Cloud

Source: Edge Strategy Survey by Microsoft

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Concerns are DecreasingThe 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!

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Cloud ConsiderationsMany 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

Who Will You Trust

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•ISV to SaaS Packaging

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Multiple Cloud Offerings Brought to Market Through Partner Collaboration

HOSTWAY PROPRIETARY AND CONFIDENTIAL

What to Look for in Cloud PartnersNot 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

Agreement on the Business Opportunity

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Partner ProfileCynch Migration and Hostway Alignment

About Cynch:Full-Service Web Design and IT ServicesStrong Emphasis on DBs and MigrationPartner Experience w/Multiple Hosts

Primary Reason for Choosing Hostway:Ability to Grow Two Way RelationshipHostway Services Offered:FlexCloud Server, Hosted Exchange

Results:Hostway Referred Over 20 Clients to Cynch in 6 MosAll New Cynch Clients Use HostwayMigration Efforts Underway for Existing Clients

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Types of Channel PartnersBest 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)

•3rd party Agents – Person On Site in Another Country, Access to System

Reseller vs. Referral• Billing• 1st Level Support• Commission vs. Discount

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Hostway Advantage – Instant RevenueReseller Program

Industry Only

HOSTWAY PROPRIETARY AND CONFIDENTIAL

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

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Hostway Advantage – Bus DevMarketing & 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

• Also Featured in Newsletters to Over 500K

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Partner ProfileShopVisible Resells FlexCloud; Instant Scale Provided

About ShopVisible:On Demand SaaS eCommerce PlatformClients Include: Tempur-Pedic, Loehmann’s

Primary Reason for Choosing Hostway:Instant Scale for New Customers100% Uptime and ServiceHostway Services Offered:Resell on FlexCloud Server Platform

Results:Vapor Beauty – Today Show – 20 Orders to 4,000 NO DowntimeSeamless Growth When New Clients AcquiredSignificant Joint Marketing & Press

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Proliferation of the aaSWhere Do I Start With Designing Offerings

How to Integrate?

PlatformSoftware

Database

Security

Everything as a Service

Infrastructure

HOSTWAY PROPRIETARY AND CONFIDENTIAL

You Have to Make Some BetsWhat 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

Legacy/Mission Critical Billing Systems Low Difficult Extreme High High

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Hostway Solution PortfolioA Provider with a Broad Cloud Portfolio

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Types of Hostway PartnersOur Partners Are As Diverse As Our Customers

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Cloud Growth is Significant (Why You’re Here)Build On A Foundation of Solid PartnersOffer Solutions Your Customers Expect from YouJointly Go-to-Market with a Channel Partner

Hostway is the Obvious Choice for Cloud Growth

What We Hope You Takeaway

HOSTWAY PROPRIETARY AND CONFIDENTIAL

Free Cloud Strategy Consultation (not a salesperson!)Email: Partners@Hostway.com

Free Xbox KinectRegister – www.partners.hostway.com/register.aspx Refer/Resell First Customer In 90 Days

Partner Portal to Compare and Learn Morewww.partners.hostway.com

Special Offers