1. Parallels Remote Application Server + Windows Server 2016
Increase margins with a simplified, secure,
application and desktop delivery solution
Campaign brief
Draft – Oct 2016

2. Microsoft Server 2016 + Parallels RAS = better together
Security
Security - Windows Server 2016 has a strong security background, improving the protection of the fabrics, applications, and VMs on premise and in the cloud. However, IT administrators still need to look for a third-party solution for the reinforced security necessary for the remote access of RDS. Parallels RAS has an extensive set of features to increase the level of security such as the ability to control end user activity, advanced filtering and two-factor authentication.
Scalability and System Reliability - Windows Server 2016 invested heavily in the integration with Azure to simplify scalability, system reliability, and cloud integration. Although RDS can now be fully deployed in Azure, gateway high availability and TS load balancing still require extra add-ons to reach a satisfactory level of performance. Parallels RAS offers zero-admin load balancing and high availability for gateways and TS without any extra cost. In addition, it is able to work with Azure and to provide IT administrators with more options to build their on premise and hybrid cloud.
Scalability
Single
solution
Single solution -  Parallels RAS is an all-in-one solution, eliminating the need for third-party add-ons such as Load Balancer, Reporting, Policy Management, Client Management and easy to use printing and scanning solution
Cloud
Migration
Scenarios
Save money on Cloud migration (you can deduct your WS2016 CAL investment from Azure packages & save)

3. Microsoft Server 2016 + Parallels RAS = better together
Great User
Experience
End User Experience - Microsoft RDS 2016 cannot provide a seamless experience on every device. For instance, Chromebook™ is not supported, and usage on mobile devices is limited by the reduced screen size. Parallels RAS fills this gap, allowing organizations to provide users with a seamless experience across multiple platforms including HTML5 client access.
IT Manager
Experience
IT Administrator Experience - While Windows Server 2016 has better RDS use case, many of the limitations of WS 2012 still exist. Printing, Scanning and Policies are still a source of concern, configuring the RDS role requires different manual tasks, and Network Load Balancer is not considered the best option to create a reliable and high availability environment. Parallels RAS replaces  Microsoft Remote Desktop connection broker with a resource based  high availability Broker/load balancer.
WS 2016
Technology
Benefits
Parallels RAS the connection between RDSH applications and desktops to client devices via a proprietary protocol and Microsoft Remote Desktop Protocol. This means all  graphic, compression and performance improvements of RemoteFX available in WS 2016 are automatically implemented in Parallels RAS.
WS 2003/2008
End of Support
WS2003/2008 End of Support – stay at the latest WS 2016 version and use RAS to bridge all Windows server versions and helping customers for a smoother transition to Windows Server 2016.

4. Why Parallels RAS can add value to Microsoft MS Server & Azure sales?
Product based on Microsoft TS technology & requires MS Server CAL’s for every Parallels RAS seat purchase
Drives Azure usage scenarios:
Azure cloud infrastructure usage: storage, AD integration, Azure SQL
Easy path for DaaS and SaaS on Azure without development efforts
Drives new MS Server license sales: RDS/VDA CAL’s
Supports MS Server 2016 launch
Better SMB Remote Desktop/VDI alternative to Citrix

5. Public Cloud powered by Azure
DaaS and Application Publishing running on Azure infrastructure
Remote Desktop Server infrastructure and RAS server infrastructure deployed within Azure
End users accessing either from the internet or Azure Virtual Network.
Azure SQL and AD
Azure Cloud

6. Hybrid Cloud powered by Azure
Hybrid cloud implementation options
Application Publishing and VDI load overflow in Azure.
RAS core components running on Azure and managing on premise RDS infrastructure.
Azure Cloud used for overflow

7. Workforce mobilization creates big opportunities
End users need secure access to their applications across devices and locations.
Remote desktops
X-platform applications
Database applications
SaaS applications
Line-of-business applications
Legacy on-premises application
And they can’t afford to be slowed down by an inferior user experience.
© 2016 Parallels | Confidential

8. Workforce mobilization creates big opportunities
IT practitioners need to meet user needs at a reasonable price.
Cost and budget
Delivery and management
Procure solutions with low TCO
Use existing investment in IT
infrastructure and LOB applications
Extend the lifetime of existing hardware
Push fast and simple application
deployments and updates
Ensure minimal ongoing maintenance
Bridge local and cloud-hosted
environments
Secure access
Maintain
Maintain security and compliance for BYOD
Enable seamless mobile access
Provide hassle-free printing and scanning
from any device
© 2016 Parallels | Confidential

9. Open new sales avenues with Parallels
Increase margins with Parallels® Remote Application Server, the simplified
and secure application and desktop delivery solution.
Simplify delivery and management
Deliver customers a feature-rich experience with native tablet gestures and cloud access from anywhere—all without a large investment on your part.
Enable secure anywhere-access to applications, desktops, and data on any device.
Optimize performance and availability—all without complex software configuration.
Streamline management and reduce costs
Leverage intuitive wizards for setup, deployment, and maintenance to reduce your IT costs and increase your margins.
Redirect customer IT budget savings to sell additional high-value services and adjacent offerings.
Enable your customers to extend the lifespan of their existing software and hardware.
Maintain control and keep customer data secure and compliant
Safeguard customer information with advanced filtering, two-factor authentication, and no data stored on devices.
Remotely monitor and manage performance and user activity in real time.
Download unstructured data and tap into comprehensive reporting to see usage patterns and scale accordingly.
© 2016 Parallels | Confidential

10. Parallels Remote Application Server product canvas
Version 15.5
October 2016

11. © 2016 Parallels | Confidential
Technology stack
Roadmap Enhancements
© 2016 Parallels | Confidential

12. Parallels versus the competition
A complete solution with a simple-but-rich user experience,
Parallels Remote Application Server is:
Easier to deploy, maintain, and manage, helping you increase margins.
Simple by design, allowing for fast and easy integration into your portfolio.
Far more cost effective, opening a green-field market opportunity.
Straightforward to sell, because of all-inclusive licensing.
Able to work side-by-side with competitive application virtualization implementations.
© 2016 Parallels | Confidential

13. Parallels versus the competition
© 2016 Parallels | Confidential

14. Parallels Remote Application Server partnership models
Customer
SMB | Mid-Market | Enterprise
Top verticals:
Education
Banking and finance
Healthcare
Retail, services, and logistics
Construction
Hospitality and event management
Manufacturing
Licensing model:
Concurrent users: $99 yearly subscription per user
Monthly actual users: $5 per user via Service Provider License Agreement
Distributor
VAR
SPLA
Distributor
MSP, CSP, ISV,
Hosting Provider
Large ISV
Direct Partner
Product positioning
Product marketing
Promotion & demand
generation
Partner enablement
Customer support
Channel recruiting
& development
Partner education
Order processing
Demand generation
Vertical solution design
Customer POC
& support
Vertical solution design
Product marketing
Solution deployment
& delivery engine
Customer billing
© 2016 Parallels | Confidential

15. Value-Added Reseller sales model
Distributer
VAR
Excellent margins on net-new sales
Coop, MDF, and rebates add up to 33% return
On-site training
Partner portal:
Tools, training, and assets
Renewals and deal registrations
Enhanced sales reporting
Three partner tiers and benefits
Free training
Margins on net-new sales and renewals
Partner Portal single pane access to tools, training, and assets
Deal registration and protection adds up to 3X margins
Additional 33% margin and access to MDF
Lead sharing
Dedicated account manager for managed partners
Partner margins
and key terms
Requirements
Registered
Certified
Premier
Complete annual partner profile X X X
Execute Parallels General Partner Agreement X X X
Program
requirements
Achieve and maintain at least four Parallels Remote Application Server technical certifications X X
Display Parallels on VAR partnerships webpage X X
Work with Parallels to agree upon revenue target X X
Create business plan X X
Wants to differentiate or expand services portfolio
Wants an alternative to offer to customers who don’t need or can’t afford Citrix®
Microsoft/Citrix/VMWare resellers
Know and can deploy Windows Server products stack
Ideal partner
profile
© 2016 Parallels | Confidential

16. Partner Program requirements and levels
Open to all companies, this entry-level program provides access to free training and marketing materials.
For companies with a demonstrated degree of aptitude in using Parallels products, this partner program adds deal registration (by invitation only) to protect your sales efforts, additional marketing benefits, and access to a Parallels Partner Representative to support your sales of Parallels solutions.
For companies who have shown an aptitude and helped cultivate a culture of Parallels products, these privileged partners receive the additional benefits of qualified leads, access to marketing funds, and a dedicated Account and Technical Account Manager to support your success and growth.
© 2016 Parallels | Confidential

17. © 2016 Parallels | Confidential
Parallels: A global leader in virtual desktop and application delivery and management
About us
We solve complex engineering and user-experience problems so that an application’s location is irrelevant. Parallels makes it easy and cost-effective to use applications wherever they might be—local, remote, in the private datacenter, or in the cloud.
Founded in 2000
200+ partnerships with industry leaders, including Microsoft®, Apple®, Hewlett Packard Enterprise®, and Nutanix®
300+ employees in 12 countries
100+ patents granted and pending
Our customers
© 2016 Parallels | Confidential

18. Parallels RAS (Remote Application Server) SMB value proposition
Customer scenarios / mini SMB verticals
Industry User experience
Common User experience needs
IT Manager experience
Education
Training Facilities
Education centers
K12
Charter Schools
Colleges
Universities
Access to DB’s & legacy applications in SaaS environment
Staff & time (schedule) management
Staff mobility
Customer mobile access & transactions
Remote Windows desktop at Chromebooks, Tablets & Smartphones
Repeatable and Quick to access training environments
Applications: Blackboard, Office 365 features access on non-Windows platforms (e.g. Excel Macros availability on Mac), AutoCAD
Access applications from my device
Applications are the same
I see my files
Roam my work from device to device
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Banking/finance
Small bank networks/Credit
Unions
Family Wealth management
Sales & LOB applications access (incl Legacy apps)
Secured access to Applications
Healthcare
Small hospital chains
ER & Urgent Care rooms
Dentists/Physical Therapy
Medical equipment/supply & service companies
Sales & LOB applications access (incl ERP)
Retail, services & logistics
Retail/POS kiosks/devices
Logistics/delivery companies
Car & equipment repair service shops
Construction Services
Construction contractors
Home repair/services contractors
Access to legacy on-premise applications
Hospitality/Event Management
Arenas/Sport venues
Small Hotel chains
Tickets online sales (SaaS)
Manufacturing
Goods Manufacturing
Goods Installation
Parallels RAS (Remote Application Server) SMB value proposition

19. ~Raymond Van Den Berg, Head Systems Administrator
Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Businesses
Training/education centers
K12 & Colleges
eLearning
Virtual Classes
Common applications in any device
Blackboard
Office 365 features access on non-Windows platforms (e.g. Excel Macros availability on Macs)
AutoCAD
Turnitin
Built-in file share
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
ROI
Simplicity to use and manage
My team/Students need constant remote access
Special Features
Does not require infrastructure reinvestment in the beginning of every school year. Just remove old users!
Logs students and faculty access
Quick environment reset for new virtual classes/eLearning
Customer quotes (why did you buy RAS?)
“Parallels Remote Application Server is a good solution. It has simplified IT management and significantly reduced admin tasks. Now admins get less work.”
~Raymond Van Den Berg, Head Systems Administrator
Univates was looking for a easy to use solution to deliver educational information to students and faculty. In addition, they were seeking multi device support.
Education

20. ~Mr. Yoshitaka Kokubu, Manager, Systems Department
Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Businesses
Small bank networks/Credit Unions
Family Wealth management
Common applications in any device
SAP
Oracle Finance
Hyperion Reporting
Tableau
AS/400 Applications
Linux/Unix Applications
Built-in file share
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
Simplicity to use and manage
Security (file and 2FA)
Compliance
Special Features
Two factor Authentication
File Policies (can/cannot save local files)
Logs staff access
Staff & time (schedule) management
Scheduled access
Customer quotes (why did you buy RAS?)
“As a financial institution, we are extremely sensitive to issues like data leaks from the perspective of protecting our customers’ data. For those of us in the systems department responsible for the operational maintenance of the bank’s systems, thin clients offer an attractive system configuration.”
~Mr. Yoshitaka Kokubu, Manager, Systems Department
Kawaguchi-Shinkin Bank
Banking/FIS

21. ~ Mariusz Mazek, VP, IT & Support Services, CIO,& CISO
Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Healthcare
Small hospital chains
ER & Urgent Care rooms
Dentists/Physical Therapy
Medical equipment/supply & service companies
Common applications in any device
Office Practicum
MediTouch EHR Software
Epic
Centricity(GE)
Praxis EMR
McKesson
Cerner Applications
Built-in file share
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
Simplicity to use and manage
Security (file and 2FA)
Compliance
Special Features
Two factor Authentication
File Policies (can/cannot save local files)
Logs staff access
Staff & time (schedule) management
Scheduled access
Customer quotes (why did you buy RAS?)
“Parallels Remote Application Server has helped my organization publish our Electronic Health Record Application to our internal users and contractors.” ~Hector Ayala, Sr. Systems Engineer
“Parallels RAS is easy to deploy and easy to manage. Our number one benefit is having the ability to provide access to selected applications based on user-group needs.”
~ Mariusz Mazek, VP, IT & Support Services, CIO,& CISO
Healthcare - Clinics

22. ~Thomas Cauwenberg, ‎IT Service Delivery & Infrastructure Manager
Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Healthcare
Small hospital chains
ER & Urgent Care rooms
Dentists/Physical Therapy
Medical equipment/supply & service companies
Common applications in any device
Blackboard
Office 365 features access on non-Windows platforms (e.g. Excel Macros availability on Macs)
Netsuite
POS Software
Cin7
Passport Business Solutions
RICS Software
Built-in file share
Legacy COBOL applications
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
Simplicity to use and manage
Security (file and 2FA)
Compliance
Special Features
Two factor Authentication
File Policies (can/cannot save local files)
Logs staff access
Staff & time (schedule) management
Scheduled access
Customer quotes (why did you buy RAS?)
“Prior to having Parallels Remote Application Server, we had to update applications on each machine. With Remote Application Server, we can just do an update once and publish it to all users.”
~Thomas Cauwenberg, ‎IT Service Delivery & Infrastructure Manager
“High-quality cross-platform support is the #1 benefit of the switch from Citrix to Parallels Remote Application Server.”
~Todd Zacharias, Manager IT Network Systems
Retail, services & logistics

23. Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Businesses
Small bank networks/Credit Unions
Family Wealth management
Common applications in any device
SAP
Oracle Finance
AutoCAD
Office 365
Microsoft Visio
ADOBE Suite
Built-in file share
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
Simplicity to use and manage
High CPU resource/ Computer power shared
Mobility
Special Features
Two factor Authentication
File Policies (can/cannot save local files)
Logs staff access
Staff & time (schedule) management
Scheduled access
Customer quotes (why did you buy RAS?)
The company was looking to deliver over 100 applications quickly and securely to employees. TruTeam benefited from significant cost savings compared to their previous solution.
Construction

24. “Makes RDP work better!” Andre Lepage / Network Administrator
Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Businesses
Small bank networks/Credit Unions
Family Wealth management
Common applications in any device
SAP
Oracle Finance
Tickets online sales (SaaS)
Office 365
Legacy Applications
Kiosk application/POS
Linux/Unix Applications
Built-in file share
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
Simplicity to use and manage
Mobility
Enable legacy apps access to any device
Special Features
Kiok control and shadow access to quickly troubleshoot Event Slideshow/Agenda/Schedules
File Policies (can/cannot save local files)
Logs staff access
Staff & time (schedule) management
Scheduled access
Customer quotes (why did you buy RAS?)
“Makes RDP work better!” Andre Lepage / Network Administrator
Hospitality/Event Management

25. Customer scenarios / mini SMB verticals
Industry User experience
IT Manager experience
Businesses
Small bank networks/Credit Unions
Family Wealth management
Common applications in any device
SAP
Oracle Finance
AutoCAD
Office 365
Legacy Applications
AS/400 Applications
Linux/Unix Applications
Built-in file share
Other applications that only run on Windows and students have MAC and/or tables
Low maintenance
Mobile apps (native UI) at any device (“Same application for all devices”)
Utilize existing investment into IT infrastructure
Extend HW lifetime (no need for upgrades)
Improved internet connectivity .
BYOD
Lower operational costs.
Faster and simpler application updates and rollouts
Helps Business to improve compliance and file access
Hassle free printing
Bridge local server to cloud hosting
Competitive CITRIX and Azure Remote App (ARA) alternative
Increased uptime in their environment
3 Reasons for Parallels RAS in Education
Simplicity to use and manage
Mobility
Enable legacy apps access to any device
Special Features
Two factor Authentication
File Policies (can/cannot save local files)
Logs staff access
Staff & time (schedule) management
Scheduled access
Customer quotes (why did you buy RAS?)
“Switching to Parallels Remote Application Server was simple, and significantly reduced our licensing and support costs.” Dale Hobbs / Manager, Network and Security Systems
“Parallels Remote Application Server has been the most reliable component within the whole system. It has never failed to do its job. The main driving factor was the cost of licensing, with Parallels Remote Application Server being considerably cheaper for concurrent users than Citrix.”  Stuart Watton / Systems Manager at Orchestr8
Manufacturing