how to sell disaster recovery as a service - servosity
Post on 26-May-2015
141 Views
Preview:
DESCRIPTION
TRANSCRIPT
How to Sell Disaster Recovery as a Service
Thank you for joining. We’ll begin the presentation in just a moment.
© 2014 SERVOSITY, INC. 1
Housekeeping
• We are recording this webinar It will be available for you to view
• Use the “Questions” tab in GoToWebinar to send Questions
© 2014 SERVOSITY, INC. 2
IntroductionsMelissa PattersonChief Conversation Starter
Contactmelissa@servosity.comDirect # 864-406-2029
© 2014 SERVOSITY, INC. 3
IntroductionsDamien StevensFounder & CEO
Contactdstevens@servosity.comDirect # 864-278-0117Twitter.com/Servosity
© 2014 SERVOSITY, INC. 4
Agenda
• Top 10 Questions Clients’ ask• How to Generate Leads• How to Price & Profit• Building your Managed
Services• Q&A – Send your questions in at any
time
© 2014 SERVOSITY, INC. 5
Why Servosity?• Geo-Redundant Cloud• SSAE16 (and SAS-70 Type II) audited facilities• 24 x 7 x 365 Support• Real Engineers in the USA• Windows, Mac, Linux, VMware, Hyper-V, more• No Hardware required
© 2014 SERVOSITY, INC. 6
Mission
Deliver Mission-Critical Backup and Disaster Recovery as a Service to MSPs and IT Resellers; in a way that makes their brain do the happy-dance.
© 2014 SERVOSITY, INC. 7
Top 10 Questions clients ask:
1. Why do I need it?2. Isn’t what I have “good-
enough”?3. Why don’t I use consumer-
grade backup or file sync?4. How are you better?5. How much will this cost?
© 2014 SERVOSITY, INC. 8
Top 10 Questions clients ask:
6. Who do I call for Support?7. How fast will you restore my data or
entire server(s)?8. Is it a predictable cost or will you nickel
and dime me?9. Do I trust you / you and your backup
partner?10.How can I trust but verify you and your
work?
© 2014 SERVOSITY, INC. 9
Backup, DR, or BC?• Backup (restore data)• DR = Disaster Recovery
(recover operations)• BC = Business Continuity
(operational continuity)
© 2014 SERVOSITY, INC. 10
How much do they need?Low NeedNot regulated, not worried about security, long recovery time ok
Medium NeedNot regulated, down-time and data loss have a real business impact
High NeedRequired for Regulatory Compliance, low down-time and/or data loss tolerance
© 2014 SERVOSITY, INC. 11
Why choose YOU?• You understand Backup and
Disaster Recovery.• You understand their business,
they trust you.• Or, Email alerts if they don’t trust
you.• When failure or disaster strikes,
they can count on you.
© 2014 SERVOSITY, INC. 12
Why choose YOU & Servosity?• State-of-the-Art Infrastructure,
Security, and Software• SSAE16 Audited & Geo-
Redundant Facilities• 24 x 7 x 365 Support in the USA• Partnered with you. We’re here
when you need us (and your client needs you).
© 2014 SERVOSITY, INC. 13
WHY NOT CHOOSE…?• Tape Backup• USB Hard Drive or other local
disk backup• Consumer-grade backup• File Sync• Another Business-grade Backup
Solution
© 2014 SERVOSITY, INC. 14
How to Generate Leads• Offer 14-day Free Trials to your clients• Use this as a tool to win New business• Unlimited 14-day free trials, No cost to
you• Tactical: Give Engineers ability to setup
Trials• Strategic: Incent Sales to offer free trials
and quote (or at least ask) every prospect
© 2014 SERVOSITY, INC. 15
How to Price• Setup fee?• Suggested Retail Price?• Monthly• Annual• Multi-Annual with Discount
© 2014 SERVOSITY, INC. 16
How to Quote• Current Data size• Account for future growth• Retention – 7 days, 30 days, 1
year, 7 years?• RPO – Recovery Point
Objective• Free Trial as an Analysis Tool
© 2014 SERVOSITY, INC. 17
WHAT’S IN YOUR MANAGED SERVICE?• Data and Cost Analysis• No Setup or flat-fee Setup• Monitored by your Engineers• Email alerts for customer• Self-service or assisted file
restores?• SLA for Recovery of Servers or
Operations?
© 2014 SERVOSITY, INC. 18
Make it Profitable• Standardize on 1 or 2 Packages for
clients• Integrate into monitoring or ticketing
systems• Dashboards & Alerts for your Engineers• Typical Margins from 30% to 80%• Sticky Customers Not as easy to switch to a competitor once they have months or years of data stored with you
© 2014 SERVOSITY, INC. 19
WHAT Can I Offer?
• Backup (file, database, email, etc.)
• Disaster Recovery• Business Continuity• Cloud & On-premise• Physical & Virtual• Windows, Linux, Mac
© 2014 SERVOSITY, INC. 20
Servosity professional
• File and Network share backup
• Exchange, SQL, and more• Granular Exchange Recovery• Continuous Data Protection
© 2014 SERVOSITY, INC. 21
Servosity DR
• Backup any Windows Machine• Virtual Boot in minutes• Bare Metal Recovery to
dissimilar hardware• Recover individual files and
emails
© 2014 SERVOSITY, INC. 22
Submit questions now
© 2014 SERVOSITY, INC. 23
Next Steps
© 2014 SERVOSITY, INC. 24
Onto the Q&A . . .
Question & Answer
© 2014 SERVOSITY, INC. 25
Thank you!
© 2014 SERVOSITY, INC. 26
www.servosity.com - Request a Demo or a Trial
or Call
800-429-0500 x1 for Partner Specialists
top related