NewLease Update 2011Stephen Parker

Head of Cloud Strategy, NewLease

© 2011 NewLease Pty Ltd2

Who is NewLease?

• An Asia Pacific company based in Melbourne

• Offices – Melbourne, Sydney, New Zealand,

Singapore and India

• Sole focus on Subscription licensing

• We work with a range of vendors

• Vendors here today are Citrix and Microsoft

© 2011 NewLease Pty Ltd 3

Who is NewLease?

• Largest SPLAR in Asia

• Currently over 700 partners• 3rd largest number of partners under management

Microsoft SPLAR Globally

• Recognised by Microsoft globally as best practice in operations / administration and licensing expertise support

• Over 6 years experience with SPLA licencing

© 2011 NewLease Pty Ltd 4

What is our focus?

© 2011 NewLease Pty Ltd 5

The cloud

And helping our partners to capture their share of it.

Subscription Licence Dynamic

© 2011 NewLease Pty Ltd 6

Time to realised value (Seller Beware)

Vendor Distributor Reseller Customer

RightsRights LicenceLicence ServiceService

$$ $$ $$

1 2 3

4

7 6 5

ValueValue

The New Normal

Perpetual• Promised value• Sales accounting• Delivery logistics• Price• Marketing launch• “Margin” portfolio• Sales focused

Subscription• Time to realised value • Usage accounting• Ease of acquisition• Usage reporting• Total product offer• “Value” portfolio• Service focused

© 2011 NewLease Pty Ltd 7

How do we help our partners?

Expertise in licensing products and business solutions

Licensing Services

Simplified on-boarding processes with dedicated resource to assist partners

An automated reporting system that reduces administration time and costs

Continued support through the Partner services centre and by the Sales Managers

Consulting Services

Assists Vendor and Partner customers transition to a cloud centric environment

Evangelism, Education, Consulting

Continued support through industry experts and practical advice

© 2011 NewLease Pty Ltd 8

Who do we partner with?Hosters

SIs

ISPs

MSPs

ISVs

LARs

SPsSaaS, IaaS, etc

Telco’s

© 2011 NewLease Pty Ltd 9

Expertise in licencing and products

© 2011 NewLease Pty Ltd

Lorna EppsSales Manger

Southern Region

Lorna EppsSales Manger

Southern Region

Julie Cooper Sales Manager

Northern Region

Julie Cooper Sales Manager

Northern Region

Warren NolanGeneral Manger

NewLease

Warren NolanGeneral Manger

NewLease

Ashleigh RainerMicrosoft Product

Specialist

Ashleigh RainerMicrosoft Product

Specialist

Boughty Canton Head of ProductBoughty Canton Head of Product

Expertise in on-boarding,continued Support and reporting

© 2011 NewLease Pty Ltd 11

Haseeb JamalPartner Services

Coordinator

Ly Ly LiePartner Services

/ Operations Coordinator

Dawn Edmonds

Chief Operating Officer

Faith WooPartner Services

Coordinator

Stephen LeCornuSystems / Solutions Manager

Jon BurkeOperations Coordinator

Expertise in cloud business solutions

© 2011 NewLease Pty Ltd 12

Mark Brown Head of Cloud Consulting, NewLease Services

Stephen ParkerHead of Cloud Strategy, NewLease Services

Thank you