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Join eFolder partner Erik Thorsell as he shares his secrets to pricing and packaging a BDR offering. Erik is the founder and President of Success Computer Consulting in the Twin Cities. He has built a thriving managed services practice through a combination of smart partnerships, intelligent pricing and packaging, and a winning approach to sales compensation.
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Three Secrets to Pricing and Packaging Your BDR Service
Ted HulsyVP of Marketing, [email protected]
Erik Thorsell
President, Success Computer Consulting
763-593-3000
© 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: [email protected]: 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
