how to sell disaster recovery as a service - servosity

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

Housekeeping

• We are recording this webinar It will be available for you to view

• Use the “Questions” tab in GoToWebinar to send Questions


IntroductionsMelissa PattersonChief Conversation Starter

[email protected] # 864-406-2029


IntroductionsDamien StevensFounder & CEO

[email protected] # 864-278-0117Twitter.com/Servosity


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


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


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.


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?


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?


Backup, DR, or BC?• Backup (restore data)• DR = Disaster Recovery

(recover operations)• BC = Business Continuity

(operational continuity)


How much do they need?Low NeedNot regulated, not worried about security, long recovery time ok

Medium NeedNot regulated, down-time and data loss have a real business impact

High NeedRequired for Regulatory Compliance, low down-time and/or data loss tolerance


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.


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).


WHY NOT CHOOSE…?• Tape Backup• USB Hard Drive or other local

disk backup• Consumer-grade backup• File Sync• Another Business-grade Backup

Solution


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


How to Price• Setup fee?• Suggested Retail Price?• Monthly• Annual• Multi-Annual with Discount


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


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?


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


WHAT Can I Offer?

• Backup (file, database, email, etc.)

• Disaster Recovery• Business Continuity• Cloud & On-premise• Physical & Virtual• Windows, Linux, Mac


Servosity professional

• File and Network share backup

• Exchange, SQL, and more• Granular Exchange Recovery• Continuous Data Protection


Servosity DR

• Backup any Windows Machine• Virtual Boot in minutes• Bare Metal Recovery to

dissimilar hardware• Recover individual files and

emails


Submit questions now


Next Steps


Onto the Q&A . . .

Question & Answer


Thank you!


www.servosity.com - Request a Demo or a Trial

or Call

800-429-0500 x1 for Partner Specialists

how to sell disaster recovery as a service - servosity

Software

servosity dr backup

servosity professional

backup partner

recovery of servers

questions clients

businessgrade backup

data dr

missioncritical backup