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Webinar slides that will show you: - Why you should bother selling backup - How to market cloud backup - How to set up your sales - How to win the sale
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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
/BackupAgent
/BackupAgent
/company/BackupAgent-BV
Mauricio RoaVP Sales & [email protected]
Questions?Thank you for listening
Job GompenMarketing [email protected]