Webinar slides that will show you:
- Why you should bother selling backup
- How to market cloud backup
- How to set up your sales
- How to win the sale
4. Workflow
Integrated Backup
BackupAgent has a lot to offer!
“Backup that works!”
Flexible
Backup
User Friendly
Backup
Rock Solid
Backup
Software only or
hosted by BackupAgent
Multi-tenant
Private Label
Unlimited Scalability
Client Plugins
Control Panel
RMM/PSA Tools
Open API
Incredibly Fast
Language Support
Multi-platform
Web Access
Reliable
Controllable
Secure & Compliant
Powerful Support
7. O4IT
Technology as a service
Due to a recording issue we do not have the audio
of the first minute of the presentation of O4IT
8. Company Overview
8 years in the market offering cloud services
Cloud enablers to different type of channels
Infrastructure in top-tiered data centers in LATAM and USA
End-to-end Technology as a Service solutions
Offering for Public, Private and Hybrid clouds
Sales mostly through channel network
Wide range of companies in our customer base
Over 80 engineers supporting our Public cloud
Experience with enabling different type of partners under white label models
Diamond validated White Label service Provider by Citrix
10. The industry facts
Most businesses without data access > 10 days file for bankruptcy
< 1
year, 93%
7 %
survives , 0, 0
Costs €10.000/day
Of which 50% files for
bankruptcy immediately
11. The industry facts
Top 6 Planned Purchases Of Cloud Services in 2014
(Percentage of respondents)
13. The 3-tier Opportunity
Service Provider
Reseller
SMB
Want to earn
good margins
Add value to
services (VARs)
Security is top
concern
Looking for low
initial investment
>50% don’t use
cloud backup
Increase ARPU
& reduce churn
Strengthen bond
with customers
15. How To Use The AIDA Formula To Boost Leads
- attract the attention of the customer
- raise prospects interest by focusing on and
demonstrating advantages and benefits
- convince customers that they want and
desire the product
- lead customers towards taking action
and/or purchasing
16. Outline the problem and the trouble it will cost
• “What happens if…”
Attention
17. You offer easiness of mind
• No worries about data loss
• Back in business in no-time
Interest
18. Show your unique selling points (USPs)
• Quality of service/support
• Pricing – high/low, all inclusive etc.
• Worry-free backup: easy to use, reliable and secure
• Flexible offering
• Offer extensive backup reporting
• Remote access to data
Interest
23. Generate leads for your sales team
Macro:
• Purchase
• Free trial
• Freemium account
• Information request
Micro
• Newsletter signup
• Whitepaper
• Product sheet
• Etc.
(Call to) Action
24. 2GB workstation or server accounts for free
Perfect for bundling
Low barrier entry
Full functionality
Users are hooked
Conversion triggered by use
Package Freemium Accounts
BackupAgent Partners offer freemium accounts for free
30. O4IT Product Portfolio
CloudDesktopNow CloudServerNow CloudFileNow
What is it?
Virtual Desktop and Application
Virtualization:
Optimize computing resources
at the Worksation level
Have access to apps such as
Outlook, Office y Lync desde
from any device, anywhere
Access to other business apps
What is it?
Infrastructure as a service that
allows:
Provisioning of computing
power and Storage
Colocation and administration
services
Service offering of additional IT
Infrastructure:
Connectivity, Security, Backup
What is it?
File Sharing Service that allows:
Securely share files with users
within organization
Files are held on our
Datacenters or customers
premise
31. BackupNow Network Now UCNow
What is it?
Network Service that allows:
Antivirus and Spyware admin
Traffic monitoring and internet
content filtering
VPN, WAN, consulting and
provisioning
Wide range of Email solutions
using Exchange® (Antis-pam)
What is it?
Corporate Collaboration Suite that
includes Lync:
Corporate Presence
PC to PC calling
Corporate Chat
Video calling
Hosted PBX*
What is it?
Backup as a service with the
following features:
Cloud Desktop backup
Corporate backup policies
VPN, WAN, consulting and
provisioning
Backup of file servers, hot
backups of MS Exchange
Servers, MS SQL Servers, MySQL
databases and NAS Servers
O4IT Product Portfolio
32. O4IT Sales Approach
Prepackaged
• BackupNow is part of CloudNow
• Use BackupNow as the low hanging fruit upsell with other CloudNow
Product (much higher MRC per user)
Tailored
• Integrated with their systems using Cloud Backup (CloudProject)
Match CloudNow and CloudProject to the type of reseller
• e.g. CloudProject for VARs, CloudNow for Telcos
33. O4IT Sales Approach
Backup used with IaaS for business continuity scenarios
• e.g. customer loses data restores data to CloudServerNow (IaaS)
immediately at 10Gbps accelerating RTO
Easy sales pitch
• When working with channels, the messaging needs to be simple
Selling cloud backup:
is ready to use out of the box to generate instant revenue for the reseller.
has really high upsale potential thanks to the tight integration with all
other cloud services.
34. Sales Tools Features BackupAgent MozyPro Carbonite
Server and management platform
Web-based Management Portal ✔ ✔ ✔
Reporting per device ✔ ✔ ✗
Available as Global Cloud Service ✔ ✗ ✗
Geographically redundant storage ✔ ✔ ✗
Fully multi-tenant - unlimited tiers ✔ ✗ ✗
Integrations with Provisioning Platforms ✔ Limited ✗
Agent features
Agents for Windows, Mac, Linux ✔ No Linux ✔
Plugin for System State ✔ ✗ ✔
Plugin for Hyper-V ✔ ✗ ✔
Plugin for MySQL ✔ ✗ ✔
Active Directory Backup ✔ ✗ ✔
Run OS commands before / after backup ✔ ✗ ✗
Bandwidth throttling ✔ ✔ ✗
Multiple Backup Schedules ✔ ✗ ✗
Report to Windows Logs (event viewer) ✔ ✗ ✗
Supported languages 18 8 2
Optimized, speedy incremental backups ✔ ✗ Limited
35. Sales Tools
Quote Guides
• Use a table to determine for each client-requiring backup
Qualification Prospect Input Sales Quote
1 Number of clients? How many clients to backup Determine how many licenses are required
2 Which operating system? OS:
Edition:
Version:
Windows, Mac OSX or Linux
3 How many backup space do
you need for each client?
On each client calculate:
A = Size of document
(e.g. Office, PDF, txt files)
B = Size of audio/video/image files
(e.g. mp3/4, mov, avi, jpg)
Allow room for growth (about 10%)
(A/2 + B) x 1,1 = Total Backup Size
Determine how much storage space is
required (GB)
Choose the amount of backup storage required
per client (50, 100, 250 or 1TB)
37. Free providers’ SLAs show you don’t retain ownership of data
• In exchange for free storage, users often give up actual ownership
of their data
RTO (recovery time objective) – The USP of:
• cloud based data storage = access
• cloud backup & recovery = business continuity
Ask customers if they ever tested their current recovery solution
helps to reveal that process’ weaknesses
“Free cloud services are just as good as paid”
38. Encrypted
• On-site, before transmission
• Private key that only user knows
Secure transmission
• Communication cannot be intercepted
• Data transferred over SSL
• Communication has digital signature (SOAP Message Signing)
Safely stored
• Tier2, Tier3 certified datacenter (vs. storage at home)
• Known location, not public cloud
“Confidential data not safe off-site”
39. And many more…
“We want to
have physical
backups”
“Backing up to
tape saves
money.
“Consumer cloud
services work fine
for businesses”
“The costs
are too high”
“We use a
cheaper cloud
backup solution”
“My data is
safe for now”“The cloud is
not secure”
“There is no
value in cloud
backup”
40. 40
Partners get all the support they need
Technical Support
All inclusive Access to a wealth of
technical documentation
Free Trainings and
Certification
Commercial Support
Marketing
Development Fund
Joint Marketing &
Press activities
Sales & Marketing
Support
Access to a wealth of
marketing materials
41. Multi-tenancy: Amplify sales with channel partners
• April 16th 2014 | 9am CET
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Thank you all for joining us today in this second last webinar in a series of 8 about both technical and commercial topics.I see a lot of people from around the world who are attending this webinar about <titel>. My name is <naam> and I am <functie> at BackupAgent, <intro over jezelf>.I will presenting this webinar with Mauricio Let’s get started agenda
3 pillars:ProductPricingPartnerHigh/enterprice class en but Simplicity, volledig: fully integrated, alles ondersteunend
3 pillars:ProductPricingPartnerHigh/enterprice class en but Simplicity, volledig: fully integrated, alles ondersteunend
Source Pie: National Archives & Records Administration in WashingtonSource Money: Bernard Laroche (Symantec), “DespiteNegative Financial Impact, SMBs Are StillNotPreparedfor Disasters” http://www.symantec.com/connect/blogs/despite-negative-financial-impact-smbs-are-still-not-prepared-disastersIf SMBs aren’t prepared for that risk, the impact of a potential disaster can be expensive. An IT outage costs SMBs an average of $12,500 per day if their computers are down, not including its effect on their customers. In fact, 54 percent of SMB customers switched SMB vendors due to unreliable computing systems.48 percent of MBs and 38 percent of SBs who use the cloud for data storage and recoverydata disaster recovery 4x faster with cloud: 2.1 hours vs. 8 hours
Source: 2014 State of IT Budget Report - A microscopic view of North America IT spend in 2014
Source: 2014 State of IT Budget Report - A microscopic view of North America IT spend in 2014
Make visitor aware of the problem
Not a backup service but maar unburdening service (an insurance). And look what you can add on tap of that with your business.
USPsPower of the productUSPs Tier 3 & 4 datacenters, upsell possibilities
USPsKracht productEigen USPs datacenters tier 2 watkan je daaropaanbiedenom die ontzorgingsdienstuittebreiden
Feature: Multi PlatformPluginsWe focus on server backup: file servers, database servers,
3 pillars:ProductPricingPartnerHigh/enterprice class en but Simplicity, volledig: fully integrated, alles ondersteunend
Per GB:Some SPs choose to set a base price-per-gigabyte that accounts for several factors, including:» The cost of the backup offering» Wiggle room for discounts and special offers» Competitive pricing in their geographic market » Additional value-add services around the backup offering» Vertical focus» Over-usageThe challenge with the price-per-gigabyte model is that, industry wide, the competition is increasing and thebackup prices continue to fall. As a result, SPs who price based on this model will need to develop effective counterarguments to potential price objections. BA has low pricing so you can have a great margin from the startBundled: For selling it is more easy to sell in bundles, like a security bundle or a website bundle with backup included etc.Instead of isolating the cost of cloud backup, some SPs make it a required offering and fold the cost into a larger managed services bundle. It was once popular to split such plans into a three-tiered structure - Bronze, Silver and Gold, for example. More recently, a two-tiered structure has become more popular. Either way, cloud backup could be included at each plan level, with the amount of storage offered scaling appropriately.One partner sells its services offering in this way, defining a basic and a premium plan for servers and workstations. The basic plan comes at a lower cost and includes server monitoring but no off-site backup. The premium plan includes a more generous amount of data storage – as well as a price per each GB after that limit – and full backup monitoring and management. Flat Rate:Some experts advocate selling cloud backup as a single flat rate per user. The advantage here is that the customer won’t see the price per GB and therefore won’t see any fluctuations in cost as they use more storage. That simplifies pricing regardless of how many devices or servers are backed up, which appeals to business customers. Origineleconclusie:Of the three, I recommend the bundled service offering. It provides for 100 percent market penetration, increases revenue and profit for the MSP, and offers the most complete protection for the customers’ data. Customizing pricing by market segmentOnce you’ve identified your prospects, it is valuable to tailor solutions to meet their needs. The more “generic” your solution is, the higher risk of inviting unwanted competition you run. For a look at what you might face, search “online backup” to see what free or inexpensive solutions your prospects may consider alongside yours if you don’t bring industry-specific awareness and tailored functionality to your solution.
Talk about how partners can use backup as part of a managed services package. Talk about how many SMB IT Providers are moving from a reactive break/fix model to a managed services model with recurring revenue and a better ongoing relationship with their customers. Another concept to hit on is to mention how Server and Desktop backup is the low hanging fruit for disaster recovery planning and the best first step.
Talk about how partners can use backup as part of a managed services package. Talk about how many SMB IT Providers are moving from a reactive break/fix model to a managed services model with recurring revenue and a better ongoing relationship with their customers. Another concept to hit on is to mention how Server and Desktop backup is the low hanging fruit for disaster recovery planning and the best first step.
Feature comparison at a glance
3 pillars:ProductPricingPartnerHigh/enterprice class en but Simplicity, volledig: fully integrated, alles ondersteunend
SECURITY: Users of free unmanaged cloud services generally and reasonably take it for granted that they retain ownership and control over access to, and use of, their data. But a closer look at free providers’ SLAs reveals this is not the case. In exchange for free storage, users often give up actual ownership of their data. Given recent headlines around data mining and reselling, now is a particularly good time to educate customers on the potentially devastating risks associated with using free services. RTO (RECOVERY TIME OBJECTIVE): It is critical to educate your customers on the distinct and equally important functions of cloud-based data storage vs. data recovery. The driving force behind cloud- based data storage is access, while the driving force behind recovery is business continuity. It is common for customers to assume that restorations from backups are instantaneous, or close enough. This presents an opportunity for you to educate them on the realities of the restoration process and time requirements, and to explain how your cloud based backup and recovery solution is tailored to minimize downtime in the event of server failure or disaster. Asking customers whether they have ever tested their current recovery solution helps to reveal that process’ weaknesses and clarify the risk-benefit analysis associated with your solution. Industry Regulations Certain industry verticals (banking and finance, education, government, healthcare, legal, manufacturing and retail, for example) have regulatory requirements concerning how data must be protected and stored. Failure to comply with regulations may result in significant fines even if no data breach or disaster occurs. Learning about each industry’s specific regulations will help position you as an expert and valuable partner. Also, given that regulations and technology are both continuously evolving, you may well end up educating customers on regulations and associated business risks of which they were previously unaware. This can only strengthen your position as a trusted and reliable partner.
Partner Program comes with:Training free, mandatory because we want our partners to get the most out of cloud backupRely on your succes, we have seen things work and not work so we help you to setup, train sales people, breakfast meetings etc.