GWAVA Session

1. GWAVA
Cloud Partner Program
Frank Beckert
Thomas Stegemann
GWAVA Cloud Team
GWAVA EMEA GmbH

2. GWAVA Cloud
Program
Content
• Cloud Market
• Why Cloud?
• Selling Cloud
• GWAVA Cloud Partner Program

3. "Sharing" is variable, and therefore "privacy" can be variable.
Cloud Types
Hybrid cloud
A private cloud service that can expand
its capacity by using an additional cloud
service provider (private or public).
Private
Community
Public
Single user or
unshared
implementation
Unlimited users
with shared
implementation
Limited
Users
"Sharing" is variable, and
therefore "privacy" can be
variable.
on-premise or
customer- or provider-
managed, customer-
or provider-owned.
Cloud
Service

4. Cloud Forecast
Total
In the next five years, enterprises
will spend $793 billion on cloud
services.
$77
$93
$111
$132
$156
$183
$212
2010 2011 2012 2013 2014 2015 2016

5. Why customers
want cloud
Reduction of IT Challenges

6. Cloud Drivers 1. Lower TCO than on-premise
2. Easier and faster to deploy
than on-premise
3. Best alternative for regional
deployments
4. Limited capital budget ->
Operational expense
5. Lack of IT resources/time to
implement on-premise
6. Not enough datacenter
capacity
7. Temporary solution to solve a
temporary need

7. Cloud barriers
Customers
• Security concerns remain the
top reason for not going to the
cloud ( But quickly going away)
• Data location requirements
(particularly in EMEA)
• Loss of control
• Preservation of job
Channel
• Channel doesn’t understand
how to sell cloud / Comfortable
in on-premise
• Channel margin from cloud
providers
• € today versus €€ tomorrow

8. Understanding:
Total
Cost
Of
Ownership
What can be seen:
Hardware
+
Software
You don‘t see:
• Hardware + Software
• IT-Resources
• Power, Heating, Cooling
• Backup & Media
• Disaster Recovery
• Implementation
• Support + Storage
• Bandwith + Space
• UPS etc.

9. Cloud Sales
Best-Practises
• Sell to the Business not the
IT Team
• Business Departments can
have more money to spend
than CIO
• Still primarily a TCO
conversation. We need to
get better selling TCO
• Nearly 50% of future SaaS
purchase decisions are
expected to be made by
executive management
• Sell the Cloud story first
constantly

10. Conclusion • Promote it over on-premise
• Sell advantages and TCO
• Position as cloud vendor in the
future
• GWAVA is supporting with a lot
of Marketing and Engineering
budget
• Sell “private” GWAVA Cloud
today, “public” cloud tomorrow
• We are very flexible in our
cloud offering and in the pricing
scenarios
• Let’s work together to make
cloud successful in FY2014
If we don’t convince our
customers of cloud, our
competitors will

11. GWAVA Cloud Products

12. GWAVA Cloud
Fundamentals
Overview
Products
Target
Group
Benefits To Do
 Retain
 E-Mail Archiving
 GWAVA
 Messaging Security
Products
Benefits To Do

13. GWAVA Cloud
Products
Offering
No difference to
GWAVA on prem
 Inbound Anti Spam
 Inbound Anti Virus
 Outbound Anti Virus
 … full feature set

14. GWAVA Cloud
Products
Offering
No difference to
Retain on prem
 Unified Archiving
 eDiscovery Management
 Data Security
 Offsite Backup
 Single Email Restore
 Personal Address Book Restore
 … full feature set

15. GWAVA Cloud
Fundamentals
Overview Hosters
 GWAVA Partners
Products
Target
Group
Benefits To Do

16. GWAVA Cloud
Fundamentals
Overview Reduce cost
 Quick implementation
 Manage Complexity
 Bring down risks
Products
Benefits
Target
Group
To Do

17. GWAVA Cloud
Partner
Program
GWAVA does …
• Provide software
• Provide training, best-practices
consulting/design to partner to
setup offering
• Provide backline support to
partner
• Provide joint marketing/sales
material
Products
To DoBenefits
Target
Group

18. • Install, configure, update & run
service
• Sell to & contract with the
customer (Price, SLA, etc)
• Onboard & support customer
• Bill & collect from customer
• Provide audit/invoice & payment
to GWAVA
No cost for the GWAVA Cloud Partner
Program
Products
To DoBenefits
Target
Group
GWAVA Cloud
Partner
Program
Partner does …

19. GWAVA Cloud
Partner Program
Enablement
• Contract signing
• Training & Certification
• Online or in person training on the
products in the offering and related
details of running in a hosted/cloud
environment
• Design
• Assistance on hardware
purchasing, design and automation
• Support
• 24/7 Access to GWAVA’s worldwide
support engineers

20. Your action:
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Frank Beckert
Thomas Stegemann
GWAVA Cloud Team
GWAVA EMEA GmbH