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How to Sell Disaster Recovery as a Service - Servosity

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Top 10 Questions Clients’ ask
How to Generate Leads
How to Price & Profit
Building your Managed Services

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How to Sell Disaster Recovery as a Service - Servosity

  1. 1. How to Sell Disaster Recovery as a Service Thank you for joining. We’ll begin the presentation in just a moment. © 2014 SERVOSITY, INC. 1
  2. 2. Housekeeping • We are recording this webinar  It will be available for you to view • Use the “Questions” tab in GoToWebinar to send Questions © 2014 SERVOSITY, INC. 2
  3. 3. Introductions Melissa Patterson Chief Conversation Starter Contact melissa@servosity.com Direct # 864-406-2029 © 2014 SERVOSITY, INC. 3
  4. 4. Introductions Damien Stevens Founder & CEO Contact dstevens@servosity.com Direct # 864-278-0117 Twitter.com/Servosity © 2014 SERVOSITY, INC. 4
  5. 5. Agenda • Top 10 Questions Clients’ ask • How to Generate Leads • How to Price & Profit • Building your Managed Services • Q&A – Send your questions in at any time © 2014 SERVOSITY, INC. 5
  6. 6. Why Servosity? • Geo-Redundant Cloud • SSAE16 (and SAS-70 Type II) audited facilities • 24 x 7 x 365 Support • Real Engineers in the USA • Windows, Mac, Linux, VMware, Hyper-V, more • No Hardware required © 2014 SERVOSITY, INC. 6
  7. 7. Mission Deliver Mission-Critical Backup and Disaster Recovery as a Service to MSPs and IT Resellers; in a way that makes their brain do the happy-dance. © 2014 SERVOSITY, INC. 7
  8. 8. Top 10 Questions clients ask: 1. Why do I need it? 2. Isn’t what I have “good-enough”? 3. Why don’t I use consumer-grade backup or file sync? 4. How are you better? 5. How much will this cost? © 2014 SERVOSITY, INC. 8
  9. 9. Top 10 Questions clients ask: 6. Who do I call for Support? 7. How fast will you restore my data or entire server(s)? 8. Is it a predictable cost or will you nickel and dime me? 9. Do I trust you / you and your backup partner? 10.How can I trust but verify you and your work? © 2014 SERVOSITY, INC. 9
  10. 10. Backup, DR, or BC? • Backup (restore data) • DR = Disaster Recovery (recover operations) • BC = Business Continuity (operational continuity) © 2014 SERVOSITY, INC. 10
  11. 11. How much do they need?Low Need Not regulated, not worried about security, long recovery time ok Medium Need Not regulated, down-time and data loss have a real business impact High Need Required for Regulatory Compliance, low down- time and/or data loss tolerance © 2014 SERVOSITY, INC. 11
  12. 12. Why choose YOU? • You understand Backup and Disaster Recovery. • You understand their business, they trust you. • Or, Email alerts if they don’t trust you. • When failure or disaster strikes, they can count on you. © 2014 SERVOSITY, INC. 12
  13. 13. Why choose YOU & Servosity? • State-of-the-Art Infrastructure, Security, and Software • SSAE16 Audited & Geo-Redundant Facilities • 24 x 7 x 365 Support in the USA • Partnered with you. We’re here when you need us (and your client needs you). © 2014 SERVOSITY, INC. 13
  14. 14. WHY NOT CHOOSE…? • Tape Backup • USB Hard Drive or other local disk backup • Consumer-grade backup • File Sync • Another Business-grade Backup Solution © 2014 SERVOSITY, INC. 14
  15. 15. How to Generate Leads • Offer 14-day Free Trials to your clients • Use this as a tool to win New business • Unlimited 14-day free trials, No cost to you • Tactical: Give Engineers ability to setup Trials • Strategic: Incent Sales to offer free trials and quote (or at least ask) every prospect © 2014 SERVOSITY, INC. 15
  16. 16. How to Price • Setup fee? • Suggested Retail Price? • Monthly • Annual • Multi-Annual with Discount © 2014 SERVOSITY, INC. 16
  17. 17. How to Quote • Current Data size • Account for future growth • Retention – 7 days, 30 days, 1 year, 7 years? • RPO – Recovery Point Objective • Free Trial as an Analysis Tool © 2014 SERVOSITY, INC. 17
  18. 18. WHAT’S IN YOUR MANAGED SERVICE? • Data and Cost Analysis • No Setup or flat-fee Setup • Monitored by your Engineers • Email alerts for customer • Self-service or assisted file restores? • SLA for Recovery of Servers or Operations? © 2014 SERVOSITY, INC. 18
  19. 19. Make it Profitable • Standardize on 1 or 2 Packages for clients • Integrate into monitoring or ticketing systems • Dashboards & Alerts for your Engineers • Typical Margins from 30% to 80% • Sticky Customers Not as easy to switch to a competitor once they have months or years of data stored with you © 2014 SERVOSITY, INC. 19
  20. 20. WHAT Can I Offer? • Backup (file, database, email, etc.) • Disaster Recovery • Business Continuity • Cloud & On-premise • Physical & Virtual • Windows, Linux, Mac © 2014 SERVOSITY, INC. 20
  21. 21. Servosity professional • File and Network share backup • Exchange, SQL, and more • Granular Exchange Recovery • Continuous Data Protection © 2014 SERVOSITY, INC. 21
  22. 22. Servosity DR • Backup any Windows Machine • Virtual Boot in minutes • Bare Metal Recovery to dissimilar hardware • Recover individual files and emails © 2014 SERVOSITY, INC. 22
  23. 23. Submit questions now © 2014 SERVOSITY, INC. 23
  24. 24. Next Steps © 2014 SERVOSITY, INC. 24 Onto the Q&A . . .
  25. 25. Question & Answer © 2014 SERVOSITY, INC. 25
  26. 26. Thank you! © 2014 SERVOSITY, INC. 26 www.servosity.com - Request a Demo or a Trial or Call 800-429-0500 x1 for Partner Specialists

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