eFolder Webinar, Three Secrets to Pricing and Packaging Your BDR

Three Secrets to Pricing and Packaging Your BDR Service

Ted HulsyVP of Marketing, eFolder415-235-6087ehulsy@efolder.net

Erik Thorsell

President, Success Computer Consulting

763-593-3000

erikt@sccnet.com

© 2012 eFolder, Inc. All Right Reserved.2

Agenda

• Introductions• Pricing and Packaging BDR:

– More about SCC– BDR Sales Strategy– Three Secrets to Pricing and Packaging

• Q&A

© 2012 eFolder, Inc. All Right Reserved.3

eFolder Partner Leader: Erik Thorsell

Success Computer Consulting

• President of Success Computer Consulting– www.sccnet.com– Minneapolis, Minnesota– In business since 1992– 35 people, 22 engineers/technicians– HTG – member (six years), facilitator (four years)

• eFolder Partner for since 2006

SCC’s BDR Managed Service Offering

• 113 managed service clients– 71 BDRs in production (63% of MSP clients)– Protecting 327 servers and over 4,500 users– Over 90% of new clients get a BDR

• BDR gross margin in 2011 = 75.7%– In other words, cost = 24.3% of the selling price– Our most profitable offering

Our BDR Sales Strategy

1. Understand client needs in their terms

2. Unbundle the offering and build on it

3. Protect the margin (minimum 66% per deal, down to 50% with manager approval)

1. Understand Needs in Their Terms

• Ask clients to explain their expectations• Ask them to quantify tolerable downtime

by key application/function• Ask them to quantify cost-per-hour of

downtime

• Don’t sell BDR features/performance specs; respond to the client’s needs directly!

2. Unbundle and Build

• Give clients ultimate flexibility• Add periodic services that clients will pay

for• Own the equipment right away, and have

the client pay for it

2. Unbundle and Build

2. Unbundle and Build

3. Protect Margin

• Price based on value• No assumptions about competitive pricing• Insist on high margin in HaaS offerings• Avoid all-you-can-eat

© 2012 eFolder, Inc. All Rights Reserved.12

eFolder BDR

eFolder Storage Cloud

eFolder BDR

Image backup

BDR applianceOn-site virtualization

Users

Productionservers

Disaster recovery options 1. Download 2. Disk shipment

eFolder Continuity Cloud3. Emergency in the cloud

virtualization and recovery

© 2012 eFolder, Inc. All Rights Reserved.13

Partner Pricing

Please call eFolder for partner wholesale pricing details:

800-352-0248www.efolder.net/join

© 2012 eFolder, Inc. All Rights Reserved.14

eFolder Competitive Advantages

• Leverage the power of the cloud• Manage the migration from

on-premises to cloud servicesAdapt

• Your own service offerings• Your own pricing• Your own branding

Differentiate

• Predictable, monthly revenue streams• Low operating costs• Consistent margins and cash flow

Thrive

© 2011 eFolder, Inc. All Right Reserved.15

Contact Us

Phone: 800-352-0248Email: info@efolder.netWeb: efolder.netBlog: efolder.net/blog/

Twitter: twitter.com/eFolder

Q&A

Appendix

© 2012 eFolder, Inc. All Right Reserved.18

eFolder Continuity Cloud

Continuity Cloud Compute NodePowered by Hyper-V, VirtualBox, andWindows 2008 R2 Datacenter Edition

Continuity Cloud Compute NodePowered by Hyper-V, VirtualBox, andWindows 2008 R2 Datacenter Edition

High PerformancePrivate Storage Cloud

PrivateVirtual

FirewallIPsec

Firewall

Publicly Available Services(HTTP(S), SMTP, POP, XML/RPC)

IPsec TunnelLAN

PPTP Tunnel

VPN Passthrough

Customer Site or Temporary Site

TravelingComputers

Internet

RDP Management

© 2012 eFolder, Inc. All Right Reserved.19

Proactive Data Integrity Checks

Your Encrypted Data+ Checksums

+ Digital Signatures

Your Data

Transmission via Encrypted Network Tunnel over Public Internet

Verificationand Duplication

Encryption EncryptedTransmission

Verificationand Reassembly

Data Protection and Duplication during Upload

Data Verification and Reassembly during Download

Transmission via Encrypted Network Tunnel over Public Internet

Your Encrypted Data+ Checksums

+ Digital Signatures

Your Data,Cryptographically

Verified

Decryptionand

VerificationEncrypted

Transmission