If you have any legacy BDRs in the field, you should watch this. In this eFolder Partner Chat, Matthew Orr, Director of Operations at Proactive Networks, explores how to turn the problem of aging legacy BDRs into a business opportunity:

1. Replacing Zenith: 5 Reasons to Upgrade
Legacy BDRs
Ted Hulsy
VP of Marketing, eFolder
415-235-6087
ehulsy@efolder.net
Matt Orr
Director of Operations, Proactive Networks
626-204-0915
morr@proactivenetworks.com

2. Agenda
• Introductions
• Proactive Networks legacy BDRs
– Problem
– Approach
– Results
• 5 reasons to upgrade legacy BDRs
• Q&A
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3. eFolder Expert: Matt Orr
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4. Proactive Networks
• Founded in 1995
• Serves SMBs in Pasadena, Los Angeles,
surrounding area
• 12 Employees
• 40 bundled managed services clients
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5. Proactive Networks Legacy BDR Situation
45 4
Legacy BDRs
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BDR Vendors

6. Proactive Networks Legacy BDR Problem
• BDRs pale in comparison to new servers
• BDRs running out of storage
– Backing up more data than ever before
– Do we have to change our retention policy?
Do we have to get rid of historical data?
We don’t want to!
• Dissimilar hardware from multiple vendors
– Lack of ease to monitor and collect data
– Some vendors have uncertain future
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7. Proactive Networks Approach to Legacy BDRs
• Make BDR a requirement
– Refresh every 3 years
• Own the equipment
– Client does not know best
– Charge for BDR as a monthly service
• Markup on storage significantly
– But be flexible and willing to renegotiate
• Standardized on eFolder
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© 2014 eFolder, Inc. All Rights Reserved.

8. Proactive Networks Results
• BDR upgrade success
– 35 of 40 bundled managed services clients have
BDRs
– 10 other clients have BDRs as standalone
managed service
– 60% of BDRs upgraded
– Standardized on eFolder BDR for ShadowProtect
• BDR profitability
– 80-90% margins on off-site storage
• Selling storage in blocks of 50 gigabytes
– Breakeven between 6-10 months
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9. Reason 1: Improve Recovery Time and Guarantees
• Businesses need to guard against any
and every kind of downtime
• Recovery must be fast and complete
– Minutes not hours!
• Meeting RTO, making SLA
• Refresh is opportunity to remind client
why they need BDR
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© 2014 eFolder, Inc. All Rights Reserved.

10. Reason 2: Avoid Risking Obsolescence
• An outdated, at-risk BDR is nonsensical
– Avoid the “Now what?” situation
• Risky BDR deployments
– Zenith 32-bit appliances
– Windows Server 2003
• Newer BDRs are priced competitively
10 © 2014 eFolder, Inc. All Right Reserved.

11. Reason 3: Access New Software and Features
11 © 2014 eFolder, Inc. All Right Reserved.

12. Reason 4: Lower Storage Costs and Consumption
Legacy BDRs
eFolder BDRs
35¢ 20¢
(average, per gig)
12 © 2014 eFolder, Inc. All Rights Reserved.
(per gig)

13. Reason 5: Set Expectations for Hardware Refreshes
13 © 2014 eFolder, Inc. All Right Reserved.

14. Legacy BDR Decision Tree
Do nothing
New,
eFolder BDR
eFolder BDR
Rescue
Program
New,
eFolder BDR
Repurpose
hardware
14 © 2014 eFolder, Inc. All Right Reserved.
eFolder BDR
Upgrade
Program
Buy time
Zenith BDR
Forklift
upgrade
eFolder
Cloud for
ShadowProtect

15. eFolder Offers
• BDR Rescue Program
– Data migration to eFolder Storage Cloud
– No forklift upgrade
– Incredible savings
• BDR Upgrade Program
–
–
–
–
Upgrade competitive legacy BDR
$1,000 credit to new eFolder BDR
Free inbound shipping
eFolder BDR for ShadowProtect or
eFolder BDR for AppAssure
15 © 2014 eFolder, Inc. All Rights Reserved.

16. eFolder Competitive Advantages
Adapt
Differentiate
Thrive
16 © 2014 eFolder, Inc. All Rights Reserved.
• Leverage the power of the cloud
• Manage the migration from
on-premises to cloud services
• Your own service offerings
• Your own pricing
• Your own branding
• Predictable, monthly revenue streams
• Low operating costs
• Consistent margins and cash flow

17. Q&A
www.efolder.net
+1 800-352-0248