How to successfully sell cloud backup

Job Gompen Mauricio RoaVP Sales & MarketingMarketing Manager

BackupAgent O4IT

Agenda

About BackupAgent and O4IT

Why bother selling backup

How to market cloud backup

Setting up your sales

Winning the sale

Q&A

BackupAgent empowers Service Providers to sell cloud backup to SMBs

3

Workflow Integrated Backup

BackupAgent has a lot to offer!

“Backup that works!”

FlexibleBackup

User Friendly Backup

Rock Solid Backup

Software only or hosted by BackupAgent

Multi-tenant Private Label Unlimited Scalability

Client Plugins Control Panel RMM/PSA Tools Open API

Incredibly Fast Language Support Multi-platform Web Access

Reliable Controllable Secure & Compliant Powerful Support

BackupAgent, the facts

Founded in

2005

400 Partners

50+ countries

Customer Focus

Hosting Providers & Telcos MSPs & VARsCloud Service Distributors

O4ITTechnology as a service

Due to a recording issue we do not have the audioof the first minute of the presentation of O4IT

Company Overview

8 years in the market offering cloud services

Cloud enablers to different type of channels

Infrastructure in top-tiered data centers in LATAM and USA

End-to-end Technology as a Service solutions

Offering for Public, Private and Hybrid clouds

Sales mostly through channel network

Wide range of companies in our customer base

Over 80 engineers supporting our Public cloud

Experience with enabling different type of partners under white label models

Diamond validated White Label service Provider by Citrix

Why bother selling backup?

The industry facts

Most businesses without data access > 10 days file for bankruptcy

< 1 year; 93%

7 % survives

Costs €10.000/day

Of which 50% files for bankruptcy immediately

The industry facts

Top 6 Planned Purchases Of Cloud Services in 2014(Percentage of respondents)

The industry facts

Cloud backup

Email hosti

ng

Web hosti

ng

Application hosti

ng

Producti

vity s

olutions

Content filte

ring

0%5%

10%15%20%25%30%35%40%45%50%

15% 15%12% 11% 9% 8%

Top 6 Cloud Services Investments(As a percentage of cloud services budget)

The 3-tier Opportunity

Service Provider

Reseller

SMB

Want to earn good margins

Add value to services (VARs)

Security is top concern

Looking for low initial investment

>50% don’t use cloud backup

Increase ARPU & reduce churn

Strengthen bond with customers

How to marketcloud backup

How To Use The AIDA Formula To Boost Leads

- attract the attention of the customer

- raise prospects interest by focusing on and demonstrating advantages and benefits

- convince customers that they want and desire the product

- lead customers towards taking action and/or purchasing

Outline the problem and the trouble it will cost• “What happens if…”

Attention

You offer easiness of mind• No worries about data loss• Back in business in no-time

Interest

Show your unique selling points (USPs)• Quality of service/support• Pricing – high/low, all inclusive etc. • Worry-free backup: easy to use, reliable and secure • Flexible offering• Offer extensive backup reporting• Remote access to data

Interest

Interest

Micro conversion

20

Desire – Cool Features

Desire – Cool Features

Desire – Cool Features

Generate leads for your sales team

Macro:• Purchase• Free trial• Freemium account• Information request

Micro• Newsletter signup• Whitepaper• Product sheet• Etc.

(Call to) Action

2GB workstation or server accounts for free

Perfect for bundling

Low barrier entry

Full functionality

Users are hooked

Conversion triggered by use

Package Freemium Accounts

BackupAgent Partners offer freemium accounts for free

Setting up your sales

You need to price cloud backup to earn consistent revenue the

right way

Pricing

PerGigabyte

FlatRate

Bundled

O4IT Product Portfolio

O4IT Product Portfolio

Enterprise

SMB

Integrators

Carriers

ISV’s

Wholesalers

O4IT Product Portfolio

O4IT Product PortfolioCloudDesktopNow CloudServerNow CloudFileNow

What is it?

Virtual Desktop and Application

Virtualization:

Optimize computing resources

at the Worksation level

Have access to apps such as

Outlook, Office y Lync desde

from any device, anywhere

Access to other business apps

What is it?

Infrastructure as a service that

allows:

Provisioning of computing

power and Storage

Colocation and administration

services

Service offering of additional IT

Infrastructure: Connectivity,

Security, Backup

What is it?

File Sharing Service that allows:

Securely share files with users

within organization

Files are held on our

Datacenters or customers

premise

BackupNow Network Now UCNow

What is it?

Network Service that allows:

Antivirus and Spyware admin

Traffic monitoring and internet

content filtering

VPN, WAN, consulting and

provisioning

Wide range of Email solutions

using Exchange® (Antis-pam)

What is it?

Corporate Collaboration Suite that

includes Lync:

Corporate Presence

PC to PC calling

Corporate Chat

Video calling

Hosted PBX*

What is it?

Backup as a service with the

following features:

Cloud Desktop backup

Corporate backup policies

VPN, WAN, consulting and

provisioning

Backup of file servers, hot

backups of MS Exchange

Servers, MS SQL Servers, MySQL

databases and NAS Servers

O4IT Product Portfolio

O4IT Sales Approach

Prepackaged• BackupNow is part of CloudNow

• Use BackupNow as the low hanging fruit upsell with other CloudNow Product (much higher MRC per user)

Tailored• Integrated with their systems using Cloud Backup (CloudProject)

Match CloudNow and CloudProject to the type of reseller• e.g. CloudProject for VARs, CloudNow for Telcos

O4IT Sales Approach

Backup used with IaaS for business continuity scenarios• e.g. customer loses data restores data to CloudServerNow (IaaS)

immediately at 10Gbps accelerating RTO

Easy sales pitch• When working with channels, the messaging needs to be simple

Selling cloud backup: is ready to use out of the box to generate instant revenue for the reseller. has really high upsale potential thanks to the tight integration with all

other cloud services.

Sales Tools Features BackupAgent MozyPro Carbonite

Server and management platform

Web-based Management Portal ✔ ✔ ✔

Reporting per device ✔ ✔ ✗

Available as Global Cloud Service ✔ ✗ ✗

Geographically redundant storage ✔ ✔ ✗

Fully multi-tenant - unlimited tiers ✔ ✗ ✗

Integrations with Provisioning Platforms ✔ Limited ✗

Agent features Agents for Windows, Mac, Linux ✔ No Linux ✔

Plugin for System State ✔ ✗ ✔

Plugin for Hyper-V ✔ ✗ ✔

Plugin for MySQL ✔ ✗ ✔

Active Directory Backup ✔ ✗ ✔

Run OS commands before / after backup ✔ ✗ ✗

Bandwidth throttling ✔ ✔ ✗

Multiple Backup Schedules ✔ ✗ ✗

Report to Windows Logs (event viewer) ✔ ✗ ✗

Supported languages 18 8 2

Optimized, speedy incremental backups ✔ ✗ Limited

Sales Tools

Quote Guides• Use a table to determine for each client-requiring backup

Qualification Prospect Input Sales Quote

1 Number of clients? How many clients to backup Determine how many licenses are required

2 Which operating system? OS:Edition:Version:

Windows, Mac OSX or Linux

3 How many backup space do you need for each client?

On each client calculate:A = Size of document (e.g. Office, PDF, txt files)

B = Size of audio/video/image files (e.g. mp3/4, mov, avi, jpg)

Allow room for growth (about 10%)

(A/2 + B) x 1,1 = Total Backup Size

Determine how much storage space is required (GB)

Choose the amount of backup storage required per client (50, 100, 250 or 1TB)

Winning the saleOvercome objections

Free providers’ SLAs show you don’t retain ownership of data• In exchange for free storage, users often give up actual ownership

of their data

RTO (recovery time objective) – The USP of:• cloud based data storage = access• cloud backup & recovery = business continuity

Ask customers if they ever tested their current recovery solution

helps to reveal that process’ weaknesses

“Free cloud services are just as good as paid”

Encrypted• On-site, before transmission• Private key that only user knows

Secure transmission• Communication cannot be intercepted

• Data transferred over SSL• Communication has digital signature (SOAP Message Signing)

Safely stored• Tier2, Tier3 certified datacenter (vs. storage at home)• Known location, not public cloud

“Confidential data not safe off-site”

And many more…

“We want to have physical

backups”

“Backing up to tape saves

money.

“Consumer cloud services work fine

for businesses”

“The costs are too high”

“We use a cheaper cloud

backup solution”

“My data is safe for now”“The cloud is

not secure”

“There is no value in cloud

backup”

40

Partners get all the support they need

Technical Support

All inclusive Access to a wealth of technical documentation

Free Trainings and Certification

Commercial Support

Marketing Development Fund

Joint Marketing & Press activities

Sales & Marketing Support

Access to a wealth of marketing materials

Multi-tenancy: Amplify sales with channel partners• April 16th 2014 | 9am CET

Register: http://www.backupagent.com/webinars

Replay: We will send you a link within a week

And…

Next Webinar!

Special “How to sell backup” webinar offer:

Signup before April 18th, get the first month for free!

Connect with us/BackupAgent

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Mauricio RoaVP Sales & Marketingmroa@o4it.com

Questions?Thank you for listening

Job GompenMarketing Managerjob.gompen@backupagent.com