Opportunities for Partners in the new emerging Cloud Computing / SaaS ecosystem.

1. The Cloud Channel Market Place 1 Confidential Evolution of the Partners’ Ecosystem in Cloud Computing and SaaS Environments.

2. Cloud Computing and SaaS ApplicationsA real emerging opportunity Confidential 2 Worldwide Cloud Services will grow up to 21% in 2009, to exceed $56.3B and will rise to more than $150B by 2013 (*) Worldwide SaaS revenue will grow up to 22% in 2009, to exceed $9.6B, with a compound annual growth (CAGR) of 19.4%, through 2013 (*) Total IT Market CAGR = 5.2% only! (*) IDC increased its SaaS growth projection for 2009 from 36% growth to 40.5% growth over 2008. By the end of 2009, 76% of U.S. Organizations will use at least one SaaS-delivered application for business use (**) (*) Source: Gartner (**) Source IDC

4. Upfront revenue

5. Significant margins

6. Established GTM/distribution model

7. Project integration require PS capabilities

8. CIO budget

9. Web-native Service Enabled Application Platforms -SEAP-

10. Monthly subscription fees

11. Low margins

12. Role of partners not clear

13. Turn-key solution with little integration requirements

14. Functional budgetsOn-premise Applications Market SaaS Applications Market

16. High margins

17. One/Two tier models in place

18. Importance of SI’s

19. Distribution with little value-add

20. Clear rules: MDF, Coop, etc.

21. Customers can contract directly with vendors

22. Low margins, from monthly fees

23. Who does what?

24. Turnkey solutions, agile integration projects

25. PS automation

26. Light contractual environment

27. Vertical market integrationOn-premise Applications Market SaaS Applications Market Time for evolution!

28. The emerging partners’ ecosystem (i) Confidential 5 Will use MSPs as SEAP hub for customers Will build their own complete SEAP solution Will recommend business solutions to their customers Will take off-the-shelf HW/SW and propose customized solution platform Will recommend IT solutions to their customers (virtual CIOs)

30. Accounting Firms

31. Outsourced CFO Firms

32. Web-Designers (B2B, B2C)

33. Marketing Consultants

35. IT Consultants

36. Management Consultants

37. Green IT Consultants

38. LawyersAssemblers Vendors 6 JFP OC&M Confidential The emerging partners’ ecosystem (ii) Functional End-User Customers (non-IT) Application Environment IT Environment Partner Ecosystem

39. Evolution of the Distribution Model Confidential 7 On-click ! A Market Place Platform dedicated to Partners’ Management

41. Verticals

42. SEAP Hubs

43. Managed Services Offering

44. Professional Services

45. Communication Environment Offering

46. Partner Community Management

47. TBA Community Management

48. Large Partners Community (million’s)

49. C/S Computing

50. On-premise Applications

51. Upfront Revenue Margins

52. Vendors Programs

53. Limited Integration Capabilities

54. Limited Partners Community (00’s/000’s)On-demand ! On-click !

56. Professional Services

57. Configuration Tools

58. Technology Monitoring

59. Competency Transfer

60. Technology Workshops

61. Contract Management

62. SMB Programs

63. Partner Identification

64. Recruitment Programs

65. Loyalty Programs

66. Opportunity Registration

67. Customer Acquisition

68. Lead Generation

70. B2B/B2C Communication

72. SaaS Programs implementation

73. PRM solution tools

75. Goals

76. Operational model

77. Strategy assessement

78. Value Proposition

79. Customized GTM Model

80. Partner recruitment

82. Operation outsourcing11

83. Confidential 12 Contact Us… www.philmart.com