Azure Backup &Disaster Recovery

Sales Playbook

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Simplifi ed Data Protection and SecurityAzure Backup is a cost-eff ective solution because it eliminates the need for any additional hardware and infrastructure while providing enterprise level backup, recovery, and ransom-ware protection. Built into the Azure platform, it can provide seamless support for both virtual machines and on-premise systems.

Eliminate unnecessary costsAzure Backup removes the need for expensive and time-consuming on-site and off -site back-up solutions like tape. Backup allows you to restore individual VMs, fi les, and folders you need – in Azure or on-premises – at no additional cost. Azure Backup is surprisingly easy to quote as well since the rates are based on storage capacity needed. With cost-eff ective short- and long-term retention options, Azure Backup is an option for all organizations.

Instantly enable backupWith many other solutions, setting up an off site backup solution can be time consuming and complicated. Azure Backup allows you to easily backup any virtual machine on Azure or on-premises. Off er your customers a complete bare metal backup solution made simple in the cloud. Azure Backup is tightly integrated with the Azure virtual machine experience, allowing you to restore individual fi les, folder, and entire VMs – all while you never lose track of your assets with the use of dynamic reporting.

Guard your data against ransomwareAccording to a study by Kaspersky in 2016, ransomware attacks against businesses happened every 40 seconds. If your customer is the victim of ransomware, they will have two options to get their data back: pay a heft y bounty and hope for the best or refuse to pay and commence damage control. Neither one of these options is ever something you want to tell you customer they have to do. With Azure Backup, you can protect your customer’s data from ransomware without ever leaving the Azure portal. Enable multifactor authentication, create alerts for suspicious online backup activity, and counteract unauthorized retention or deletions all from one management console.

Recovery and management done easilyAs a fully integrated off ering, Site Recovery is automatically updated with new Azure features as they’re released. Minimize recovery issues by sequencing the order of multi-tier applica-tions running on multiple virtual machines. Ensure compliance by testing your disaster recov-ery plan without impacting production workloads or end users. And keep applications avail-able during outages with automatic recovery from on-premises to Azure or Azure to another Azure region. This also reducing the cost of deploying, monitoring, patching, and maintain-ing on-premises disaster recovery infrastructure by eliminating the need for building or main-taining a costly secondary datacenter. Plus, you only ever pay for the compute resources you need to support your applications in Azure.

PURPOSESales value and positioning document for Azure Backup & Disaster Recovery

OVERVIEW

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FEATURES • Can protect critical workloads such as SharePoint, Exchange, SQL, files and folders, Windows Servers, Windows Clients, and Azure IaaS VMs • Scheduled backups can be daily, monthly, weekly, and yearly • Retention periods of up to 99 years in Azure – perfect alternative to tape • Can be integrated with System Center Data Protection Manager for centralized monitoring and reporting • Network throttling can be configured so that optimal bandwidth usage happens during off-peak time • Three copies of data are stored to a single datacenter location and optionally at an additional, remote datacenter

KEY DIFFERENTIATORS • Simple to setup and manage • Identity and permissions controlled by Active Directory • After initial seeding, backups are incremental, ensuring efficient use of storage and bandwidth • Offline seeding available • Protects guest workloads running in VMWare environments • Granular restore capability such as mailbox recovery for Exchange, DB level recovery for SQL, and ILR for SharePoint

TARGET CUSTOMER • “New to the Cloud” customers • MSPs and VARs handling customer infrastructure • Mobile workers (Construction, Real Estate, Transportation, Sales Professionals) • High compliancy vertical markets (Healthcare, Finance, Government, Education, Non-profits)

PRODUCT ALIGNMENT • HP, Dell, Intel (whitebox) servers • NAS device or other shared storage hardware (Buffalo, Netgear, QNAP) • SQL or 3rd party database deployment

PARTNER OPPORTUNITYData is the heart of any organization and backing up that data is a key part of a business strategy. In today’s modern environments, data can be everywhere including Exchange, SQL, Windows Servers and Clients, and even Azure VMs. Azure Backup is a scalable solution with zero capital investment and minimal operational expense that allows you to protect your critical data wherever it may be.

Microsoft Azure is a cloud platform that enables online infrastructure, file storage, and software as a service. With direct and simple integration with other Microsoft services such as Active Directory, as well as enterprise level security, Azure Backup offers users unparalleled granular access to their backed up files and folders.

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As companies begin evaluating backup solutions, are they considering cloud options? Who is educating these resellers on the benefits of Azure Backup? As companies make this transition, D&H partners have an opportunity to provide their partners with a safe and reliable solution.

Here are some selling points D&H partners can use to talk to their customers about: • Scheduling: Customer can specify daily, weekly, monthly, and yearly policies • Retention: Data can be retained in Azure for up to 99 years • Throttling: Network throttling can be configured so that optimal bandwidth usage happens during off-peak time • Incremental: Backups are incremental, meaning after the initial backup, only additional data added since last backup is copied. This reduces the resources required such as storage and bandwidth. • Compression: Data is compressed on the client side so there is less bandwidth consumption and less storage consumed • Secure: Data is encrypted in your datacenter and stored encrypted in Azure – the encryption key is stored and managed locally • Reliable: Three copies of the data are stored to a single datacenter location and optionally at an additional, remote datacenter

THE SMB PAIN POINTSmall and medium-sized businesses face the challenges of storing and protecting their mission-critical data at a time when the quantity of information is swelling, threats are increasing, and IT budgets are shrinking. Now more than ever, efficient storage and data protection is a business imperative. In fact, the failure to properly manage and safeguard corporate data can result in business disruption, devastating losses, and in some cases, catastrophic consequences to the business itself.

Over the last few decades, small and medium-sized businesses have become more aware of the need to protect their data as part of their overall business continuity and disaster recovery plans. Faced with multiple options to protect their valuable data, VARs and MSPs must help to create appropriate data protection strategies and de-ploy the proper technologies to address their specific needs. With backup provided by Azure, SMBs can become more operationally efficient and collaborative while securing their critical business assets for the long term.

Azure Backup addresses these concerns by featuring: • Secure data backup – 256-bit AES encryption in transit • Unlimited scalability • Instant and automated setup • Simple to understand billing

D&H VALUE PROPOSITION • High-Margin Recurring Revenue: D&H promises a low Total Cost of Ownership on Azure storage deployments. With its multitenant architecture, partners can scale-up quickly to support unlimited business growth. • Cloud Clusters: No longer deal with the confusing complexity of a cloud deployment. Instead, D&H can provide packaged cloud solutions for a single per-capacity price! This can reduce confusion and difficulty to adopt these new technologies. Learn More. • 3rd Party Technical Support: D&H has partnered with 24/7 US-based technical support group, Plumchoice, to provide anonymous, customer-facing support for Office 365, Azure and other cloud products. Learn More. • Seamless Experience: Azure Backup can be implemented quickly and easily with no interruption to service.

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VERTICAL MARKET SALES FRAMEWORK

TECHNICAL SALES FRAMEWORK

SCENARIO OPENING VALUE PROP

Healthcare organization: hospi-tal, clinic, doctor’s office, den-tist’s office

Lack of a compliant solution puts doctors and patients at risk, and can lead to substantial fines and penalties

Azure provides best-in-class en-cryption methods, and is certified as HIPAA-compliant

Finance vertical Financial organizations need to continuously track and audit files and activity

Administrators can implement fine-grained access control and generate reports and alerts

Government and government contractors, education

Responsible for securing sen-sitive data and often are the targets of malicious attacks

Secure data with a high level of encryption and retain the ability to recover unlimited versions of data

Engineering or Architectural vertical

Engineers and architects work with very large files, such as CAD files

Sync and back up large files and share without any file size limita-tions while keeping access to large file quick by remaining local

SCENARIO OPENING VALUE PROP

Customer reducing on premise infrastructure and migrating to cloud

Customer eliminating Ex-change server and moving to O365, and moving other work-loads to IaaS

Azure replicates the on-premise file server in the cloud, allowing for a transition period instead of an immediate shift

Customer looking to do bare-metal backups

Customer is concerned with cost of multiple vendors to manage long term backup solution

Azure is an all in one solution to backup multiple endpoints while providing enterprise-level security features; easy storage capacity scalability when needed

Customer concerned about ran-somware or virus attacks

Customer is designing security solution

Azure Backup allows the user to roll back and restore data to point in time before an attack

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QUALIFYING QUESTIONS • Do you currently have clients without a backup solution or policy in place? • How do you provide backup for your clients at this time? • Do you have any clients in the medical or finance verticals where security & compliance certification is important? • What other challenges are you experiencing with selling and managing backup solutions for your clients? • What are your general business goals for the year? What are your biggest challenges right now? • Looking at your customers and growth areas, do you have any projects in the next 60-90 days for backup? Qty. of customers?

DISCOVERY QUESTIONSTechnical Pain • In your client base, how do you backup servers that are being maintained or nearing expiration and wanting to decommission the server? • How many of your clients need the data to be accessible from multiple locations? • How much time would it save to be able to manage all aspects of a backup solution from a single pane of glass? • How do your techs manage to support multiple backup solutions? • How do you deploy resources to maximize profitability? • Do you have clients that have a mobile workforce that need to access data from local servers? • How often have you had a client executive or end user request a file be un-deleted or rolled back to a different revision from their desktop/ documents/pictures or other folders on their workstation/server? • Have you ever had a client workstation or server hit with a ransomware or other virus and have to perform a file restoration?

Business Pain • What would be the impact to the business be able to control all spend on all bookings? • How would a cloud-based backup solution be beneficial to your techs ability to quickly support your clients? i.e. How would eliminating VPN services for data (not applications) benefit the offerings you provide your clients?

Personal Pain • How important is data accessibility to you to fix/change? • On a scale of 1-10, where 10 is something you need to do now, what would you rank the need to implement a backup solution?

D&H offers comprehensive support and additional services to round out a comprehensive solution. End users benefit from secure file access, sharing, and scalability, while D&H partners gain reoccurring revenue sources and multi-tenant management capabilities.

For more information, please reference the D&H knowledgebase article.

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OVERCOMING OBJECTIONSAgree / Confirm / Isolate / Answer / Close

COMPETITORS• Barracuda• Datto• Acronis

• Axcient• Carbonite• IDrive

• Livedrive• OpenDrive

OBJECTION RESPONSE

Azure storage is too expensive. Of course “expensive” is a relative term and in fact, in the cloud storage industry, Microsoft Azure has continually come in under the competition from a price per gig perspective. That said, cloud storage costs are constantly evolving and as technology increases, pricing should automatically decrease.

Azure doesn’t have granular permissions. Azure absolutely does have granular permissions utilizing Azure Active Directory identities.

My customers are concerned about their data back-up located in the “cloud”.

Microsoft is incredibly transparent about where your data is located and how it is replicated, en-crypted, and managed. To learn more visit the Microsoft Trust Center

PRICING AND BUNDLINGPricing depends on a number of factors including number of back-up instances, amount of storage provisioned, and datacenter location. Additional variables such as redundancy can also effect price.

Locally-redundant storage (LRS): A simple, low-cost replication strategy. Data is replicated twice within a single storage scale unit (physical server stack).

Geo-redundant storage (GRS): Cross-regional replication to protect again whole datacenter unavailability. Data is still replicated twice within each single datacenter storage unit

Pricing is broken down like this:

FILE BACKUP SERVICE

<= 50GB $5 (per month)

>50GB & <= 500GB $10 (per month)

>500GB $10 for each 500GB increment (per month)

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DATA STORAGE

STORAGE CAPACITY LRS GRS

First 1 terabyte (TB) / month $0.024 per GB $0.048 per GB

Next 49 TB (1 to 50 TB) / month $0.0236 per GB $0.0472 per GB

Next 450 TB (50 to 500 TB) / month $0.0232 per GB $0.0464 per GB

Next 500 TB (500 to 1,000 TB) / month $0.0228 per GB $0.0456 per GB

Next 4,000 TB (1,000 to 5,000 TB) / month $0.0224 per GB $0.0448 per GB

Over 5,000 TB / Month Contact us Contact us

SCENARIO COST CALCULATION

Customer has 2 VMs with 250GB storage per VM, so total of 500 GB storage in total. They are willing to backup these servers to Azure.

As explained in previous section, backup pricing is based on instance size and amount of storage used. In this scenario, we have 2 VMs with 250GB data, so monthly Instance charge will be 2x $10 = $20. In addition to instance charge, the customer is charged for storage consumption. LRS storage cost $0.024 /GB /month x 500 GB = $12 /month. So total for these 2 servers would be $20 + $12 = $32 per month

Customer has one physical server with 1TB of stor-age in total. They are looking to backup this server to Azure.

As explained in previous section, backup pricing is based on instance size and amount of storage used. In this scenario, we have 1 physical server with 1TB data, so monthly Instance charge will be 1x $20 = $20. In addition to instance charge, the customer is charged for storage consumption. LRS storage cost $0.048

Example pricing: