draas sales and marketing guide objectives...cloud connect self managed backup core offerings...
TRANSCRIPT
aligning customers with allconnected offerings
Objectives
DRaaS Sales and Marketing Guide
undertaking the sales workflow - self-managed backup
undertaking the sales workflow managed draas
undertaking the sales workflow tailored draas
cloud connect managed draas
allconnected tailored draas
cloud connect self managed backup
self-managed cloud connect backup
managed cloud connect draas
cloud connect managed draas
allconnected tailored draas
key requirement: off site data protection existing veeam customer need off site backup solution unmanaged solution client to self manage cloud connect
self managed backup
key requirement: vm recoverability need off site recovery environment managed solution allconnected to manage need mix and match of solutions (local & offsite backups + replication)
key requirement: disaster recovery planning and design need assessment engagement to identify requirements need assessment engagement to identify recommended solutions need high availability and/or continuous data replication need allconnected to assist with runbook development need allconnected to assist with remote access solutions
aligning offerings with client needs DRaaS Sales and Marketing Guide
[ client profile ]
cloud connect managed draas
allconnected tailored draas
cloud connect self managed backup
core offerings service type and cost model
DRaaS Sales and Marketing Guide
managed cloud connect draas
custom aci recovery services solution
core offering: self-managed cloud backup
service type: monthly service
cost model: per TB
core technology: veeam cloud connect
core offering: managed cloud replication
service type: monthly service
cost model: per VM
core technology: veeam cloud connect
managed cloud replication
core offering: professional services
service type: project engagement
cost model: project hours
core technology: varies
workflow:
established &
repeatable
workflow:
established &
repeatable
workflow:
custom &
non repeatable
cloud connect managed draas
allconnected tailored draas
cloud connect self managed backup
core offerings features and allconnected value
DRaaS Sales and Marketing Guide
managed cloud connect draas
custom aci recovery services solution
solution features: easy and centralized backup management using veeam cc full encryption options (at source, in transit, at rest) granular item level restoration WAN acceleration upgrade to managed draas
the allconnected value: easy setup easy per TB pricing no egress charges trusted recovery services provider
solution features: managed replication using veeam partial and full failover features ssl based replication WAN acceleration available SAN encryption option cloud compute resource reservation
the allconnected value: managed replication (health checks & monitoring; RPO protection assurance) annual veeam failover test easy per VM pricing trusted recovery services provider off site recovery environment
solution features: tailored disaster recovery planning business requirements analysis availability system designs runbook development
the allconnected value: trusted recovery services provider off site recovery environment proprietary quality processes
cloud connect managed draas
allconnected tailored draas
cloud connect self managed backup
or project engagements
DRaaS Sales and Marketing Guide
managed cloud connect draas
custom aci recovery services solution
add on: runbook development
add on: remote access system design
add on: microsoft critical app dr planning
add on: critical app dr planning
add on: upgrade to managed draas
tailored draas solutions for each client
add on: appliance deployment
DRaaS Sales and Marketing Guide
cloud connect self-managed backup| workflow
cloud backup cost factors
volume (# of TB)
contract length(# of months)
hardware type (san performance)
1 month, 12 months, 24 months, 36 months, 36+ months
1 TB, 10 TB, 25 TB, 50 TB, 100 TB, 150 TB, 200 TB
veeam licensing
cloud connect managed draas| workflow
DRaaS Sales and Marketing Guide
Client InfoWorksheet
overview
Discovery Market Preliminary quote Assessment proposal
capture key info to begin discussion
showcase how great veam is offer trials, demos
begin price discussions assess budgetary requirements
capture vm inventory run compatibility report align business needs with aci offerings
package solution into proposal format outline monthly costs vs one time costs
cloud connect managed draas | workflow
DRaaS Sales and Marketing Guide
VM Count: Enter no. of VMs to be protected using Veeam Cloud Connect Replication: 25
Replica Storage (in TB): Enter the total used storage size for all VMs to be protected via Replication: 5
Memory Count (in GB): Enter the total memory count for all VMs to be protected via Replication: 92
CPU Count: Enter the total CPU count for all VMs to be protected via Replication: 48
RPO: Enter the required RPO protection (24 hr, 8 hr, 2 hr): 24 hr
Contract Length: Select Desired Contract Length: 12 mo.
2. capture key data:
Are you interested in an off site Recovery solution using Veeam Cloud Connect Replication? YES
Are you interested in an off site Backup solution using Veeam Cloud Connect Backup? NO
Are you interested in an On Prem Backup solution using Veeam? NO
Do you already have Veeam deployed on prem? NO
Are you looking for a managed solution? YES
Would you be interested in a professional draas assessment? YES
Would you like a free, no obligation 15 Day Cloud Connect Replication trial account? YES
1. Ensure client needs are aligned with offering
required tools:
ACI Cloud Connect DRaaS Client Information Worksheet
1.Discovery
DRaaS Sales and Marketing Guide
2. Recommend assessment engagement:
1. Offer Veeam Demos and Trials
engage draas technical team send email request to [email protected]; subject: pre-sales support [opportunity type] - [client] email body: include request details in body; attach docs required docs: include completed Client Information Worksheet
engage veeam partner resources
engage draas technical team send email request to [email protected]; subject: pre-sales support [opportunity type] - [client] email body: include request details in body; attach docs required docs: include Client Information Worksheet w. Contact Info
required tools:
ACI Cloud Connect DRaaS Client Information Worksheet
2.Market
cloud connect managed draas| workflow
DRaaS Sales and Marketing Guide
Note: A Final Proposal should not be developed until assessment is completed
required tools:
14
2.5
40
24
24 hr
12 mo.
Total Storage(TB)
Total Memory
(GB)Total CPUs
2.5 40 24
Avg Storage Count Per VM (GB)
Avg Memory Count
per VM (GB)
Avg CPU Count
per VM
183 3 2
Contract Length: Select Desired Contract Length:
Total VMs
14
vm profile - for veeam cloud connect replication
RPO Requirement:
24 hr
key requirements - veeam cloud connect replication
Memory Count (in GB): Enter the total memory count for all VMs to be protected via Replication:
CPU Count: Enter the total CPU count for all VMs to be protected via Replication:
VM Count: Enter no. of VMs to be protected using Veeam Cloud Connect Replication:
Replica Storage (in TB): Enter the total used storage size for all VMs to be protected via Replication:
RPO: Enter the required RPO protect ion (24 hr, 8 hr, 2 hr):
STEP 1: Refer to Key Requirements and VM Profile on Client Information Worksheet
cloud connect managed draas | workflow 3. Preliminary Quote
ACI Cloud Connect DRaaS Client Information Worksheet ACI Cloud Connect DRaaS
Member Price Plan Calculator
DRaaS Sales and Marketing Guide
Protected VM Tier Included Hardware Plan Included Support Plan Included Veeam
Licensing
Standard
per vm:4 GB RAM2 vCPUs
250 GB Replica Storage
* 24 hour RPO Protection* 7 Replicas Retention* Managed DRaaS (Replication Monitoring, Health checks)* One partial failover and failback support per year* One Veeam VM Spin Up Test per year* Veeam Failover Boot Up Plan* 1 Recovery Site VLAN* 1 Public IP
* per VM Cloud Connect Replication Licensing Included
Advanced
per vm:8 GB RAM4 vCPUs
350 GB Replica Storage
* 8 hour RPO Protection* 7 Replicas Retention* Managed DRaaS (Replication Monitoring, Health checks)* One partial failover and failback support per year* One Veeam VM Spin Up Test per year* Veeam Failover Boot Up Plan* 1 Recovery Site VLAN* 1 Public IP
* per VM Cloud Connect Replication Licensing Included
Premium
per vm:12 GB RAM
8 vCPUs500 GB Replica
Storage
* 2 hour RPO Protection* 14 Replicas Retention* Managed DRaaS (Replication Monitoring, Health checks)* One partial failover and failback support per year* One Veeam VM Spin Up Test per year* Veeam Failover Boot Up Plan* 2 Recovery Site VLANs* 2 Public IPs
* per VM Cloud Connect Replication Licensing Included
STEP 2: Match client VM protection needs with one of the 3 offerings
Note: A Final Proposal should not be developed until assessment is completed
required tools:
cloud connect managed draas | workflow
3. Preliminary Quote ACI Cloud Connect DRaaS
Client Information Worksheet ACI Cloud Connect DRaaS
Member Price Plan Calculator
DRaaS Sales and Marketing Guide
STEP 3: Enter the Total Quantities in the Calculator
Note: A Final Proposal should not be developed until assessment is completed
required tools:
cloud connect managed draas | workflow 3. Preliminary Quote
ACI Cloud Connect DRaaS Client Information Worksheet ACI Cloud Connect DRaaS
Member Price Plan Calculator
ACI Cloud Connect DRaaS Member Price Calculator
(12 Month Minimum Contract to Quality for
Membership)
ACI Cloud Connect Backup
(Unmanaged)
ACI Cloud Connect DRaaS (Managed)
Cloud Connect Backup Cloud Connect DRaaS Standard VM
Cloud Connect DRaaS Advanced VM
Cloud Connect DRaaS Premium VM
Enter Quanity (in TB)
Enter Quanity (No. of VMs)
Enter Quanity (No. of VMs)
Enter Quanity (No. of VMs)
Enter Quantities: 0 35 0 0
DRaaS Sales and Marketing Guide
cloud connect managed draas| workflow
managed draas cost factors
vms (# vms, # of cloud connect licenses, etc.)
contract length(# of months)
hardware plan (cpu, memory, storage)
1 month, 12 months, 24 months, 36 months, 36+ months
1 TB, 10 TB, 25 TB, 50 TB, 100 TB, 150 TB, 200 TB
replication frequency (rpo requirement, bandwidth & storage needs)
client environment (san & wan & compute performance)
replication management labor (troubleshooting, resolving incidents) support labor (assisting clients, performing restores, failovers, etc.)
10 vms, 25 vms, 50 vms, 100 vms, 250 vms 24 hr rpo, 8 hr rpo, 2 hr rpo 10 vms, 25 vms, 50 vms, 100 vms, 250 vms
professional services (annual tests, business reviews, etc.) veeam cloud connect licensing (per vm cost)
cloud connect managed draas| sample client
DRaaS Sales and Marketing Guide
ProposalTemplate
Price Calculator
Identify Cloud Connect DRaaS
MRC (Monthly Recurring Cost)
[ per VM ]
Identify Cloud Connect DRaaS
One Time Costs
[ per item ]
Appliance Model Network, Compute, Storage
Identify Managed Solutions Replication Solution
[ Monthly Service ]
Identify Hardware Solution
[ Initial Deployment ]
Identify Professional Services
[ Project Based ]
Onboarding Costs Professional Services Costs
Package solution Into proposal format Include cost quotes for (1) Monthy Recurring Costs (2) One Time Costs
5. Proposal Exercise: sample client A
vms
$112/vm (12 mo.) = $3,950 /mo.
replication only appliance
veeam cloud connect onboarding