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In this short webinar, eFolder partner John Motazedi, CEO of SNC Squared, shares his real life story of surviving and thriving after the Joplin, MO tornado of May 2011.
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Tornado Season: How One Midwest Partner Bounced Back From the Joplin Tornado With BDR
Ted HulsyVP of Marketing, [email protected]
John Motazedi
© 2012 eFolder, Inc. All Right Reserved.2
Agenda
• Introductions• Partner Leader:
– How I bounced back from the Joplin Tornado– What I learned– How I am winning with selling business continuity
• Q&A
© 2012 eFolder, Inc. All Right Reserved.3
Partner Leader: John Motazedi
• Joplin had 20 minutes of warning, with 32 minutes total time on ground
• Multi-vortex tornado• 1 mile wide at its peak and traveled 6 miles
through town– Ground wind speeds clocked 200+ mph. At the top of St.
John hospital, winds clocked over 300 mph.– 25-30% of the city was destroyed– 8000 structures destroyed or damaged beyond repair
• 162 confirmed deaths, over 1000+ injuries
Facts about the Joplin Tornado
EF Scale Tornado Path
Sizing the Disaster
Dallas
Manhattan
• We manage 1000 machines on a regular basis.• On Monday morning we had lost 467.• All our techs were fine; no family or houses were
damaged.• Our office was completely destroyed.
Disaster Hits Home
• Goals:– Have SNC Squared up by end of business Monday 5/23– Have all clients servers that were effected up by Friday 5/27– No client would lose their business due to any IT issues– Maintain continuous service for clients that weren't affected
• Results– SNC Squared was up by 2 pm (5 hours)– All our clients were up by Thursday, 5/26 at 5 pm
Recovery Goals
• Backup and disaster recovery plan in place• Backups checked daily / weekly / monthly• Random test restores• 350,000+ patient records were saved for
over 20 physicians offices• Not a single patient record was lost• Millions of $$$$ in financial records were
saved
Backup Solutions Save the Day
Rules to remember:1. If you are not up yourself, you cannot help
your clients
2. “We should have,” “I wish and hope” is not a disaster plan
3. Disasters are inevitable
4. Ask for help early in the game; don’t wait• Airport and hotel rooms fill up you wont be able to
get people here quickly• Have them bring supplies food, water, tools, etc.
What is your disaster plan?
Rules to remember, for you and your clients:
1. Do a risk assessment
2. Make a communication plan with clients and communicate
3. Assess your key partners and vendors
4. Strategies for working in another facility
5. Practice the plan
What is your success plan?
© 2012 eFolder, Inc. All Right Reserved.12
Focus on Business Continuity
Backups:• Worries about the now,
yesterday• Files and folders based• Limited snap shot of
your business• Designed to be
recovered locally• Cares about the
machine
Business Continuity:• Worries about long term• Worries about servers &
systems• Continuous snap shot of
your business• Designed to recover your
business anywhere• Cares about your
continued business
© 2012 eFolder, Inc. All Right Reserved.13
Business Continuity Wish List
It is complete does all files, folders, email, everything. It is fast, happens in minutes rather than hours. It is granular, with lots of recovery points. It sends data offsite to the cloud. It is encrypted. It is easily restored. It can recover files and servers in minutes, not days. Someone else does it so I don’t have to bother with it. Covers my a--? All the time. Affordable.
© 2012 eFolder, Inc. All Right Reserved.14
SNC2 Backup Guardian, Features
• Backup every server or important workstation every 15 minutes.
• Send every backup offsite, within 15-30 minutes of its occurrence.
• Keep 4 copies of your backups at any given time.• All backups are encrypted on the server & again during
transmission.• Meets Sarbanes Oxley, HIPAA, government, and
military grade encryption.• Combine 15 min backups to daily, weekly and monthly.• Have backups checked, daily, weekly, monthly.• Have test restores done monthly.
© 2012 eFolder, Inc. All Right Reserved.15
SNC2 Backup Guardian, Advantages
• Fast:– File restores can be performed within minutes with a 15 minute
granularity.
– Servers can be recovered within minutes of failure.
• Flexible:– Servers can be recovered even if they are of different brand, or type.
• Resilient:– Servers can be recovered in the Cloud even if your servers are gone.
• Agile:– When you get your new equipment, the backup server restores back to
your server and business continues as normal.
• The result:– Your business can be up running within hours of a disaster.
© 2012 eFolder, Inc. All Right Reserved.16
SNC2 Backup Guardian
Standard Backup Guardian purchase option:• Equipment $1995• Offsite fees $1.50/GB• Server license $40/month
Second option:• Setup fee $995• Monthly fee / server $300• Includes 150 GB offsite $150• Includes daily checks
© 2012 eFolder, Inc. All Right Reserved.17
Sales and Marketing Best Practices
• Focus:– Pick a vertical and go deep
• Position:– Position yourself as a local expert in hot topics business
principals care about and develop local speaking opportunities in your target markets, vertical and geographic
• Educate and entice:– Offer free, educational content to drive new leads– Webinars, luncheons, seminars, chamber meetings, and
tradeshows– Joint ventures with other organizations
© 2012 eFolder, Inc. All Rights Reserved.18
eFolder ShadowProtect BDR: How it Works
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.19
Partner Pricing
Please call eFolder for partner wholesale pricing details:
800-352-0248www.efolder.net/join
© 2012 eFolder, Inc. All Rights Reserved.20
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.21
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.24
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
© 2012 eFolder, Inc. All Right Reserved.25
Partner Pricing Models
• Markup Model– Targets 60%+ recurring gross margin– Charge upfront for appliance/install– 3x wholesale recurring costs– Example A:
• SMB, one server, 100 GB, forecasted to grow to 150 GB• Wholesale monthly cost: $60• Retail MRR: $180
– Example B:• SMB, four servers, 225 GB, forecasted to grow to 400 GB• Wholesale monthly cost: $195• Retail MRR: $585
© 2012 eFolder, Inc. All Right Reserved.26
Partner Pricing Models
• Bundle Model– Targets 50-70% recurring gross margin– Incorporates appliance cost into bundle– Flat $750 setup fee
