datto keynote - how to position business continuity to win business - rob rae
DESCRIPTION
Sales is not magic. Sales is a process through a series of questions and relationship building. In this session, we are going to share insights that we have gathered and analyzed from hundreds of successful Managed Service Providers that have added business continuity to their offeringTRANSCRIPT
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Rob T. Rae
Vice President of Business Development
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Industry Acknowledgements CompTIA MSP Partners
Executive Partner Council Member
2014 CRN Channel Chief
MSP Mentor 250 – 2009, 2010, 2011, 2012
SMB 150 – 2012, 2013
CompTIA Certified Trainer
ASCII Executive Vendor Council Member
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Datto at a glance…
• Founded in 2007
• >400 ee’s in 2014
• 9 offices worldwide
• 70% of staff are Support & Development
• 100% Channel ONLY
• In-house Manufacturing
• 80 Petabytes of Data Protected
• Bi-Coastal Data Centers
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Stop selling backup!
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How many people have experienced these disasters?
All Businesses experience…
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Stop selling backup!
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Start selling continuity!
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What is continuity?
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23%Cloud Only
Where is the opportunity?
45%Local Only
32%Hybrid Cloud
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State of the Market
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State of the Market
Cloud Only
• Cloud anxiety
• Can’t control bandwidth
• Quick restores difficult and consume resources (time)
• BMR Scenarios – waiting for data
Temporary solution to a larger problem
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State of the Market
Local Only
• Great for quick restores
• What happens if…
– The power goes out?
– The device fails?
– What if the box is gone?
Temporary solution to a larger problem
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State of the Market
Hybrid Cloud
• The best of both worlds – closes each others gaps
• Easy local restores
• Offsite cloud is the salvation when disaster strikes
• More….
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Image-based Backup vs. File-based Backup
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Continuity is:
• Hybrid cloud-based backup
• Image-based backup
• Delivers superior
– RTO (how much downtime)
– RPO (how much data are you willing to lose)
• Dovetails into a managed services offering
• Eliminates downtime (Virtualization)
What is “Continuity”?
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Benefits of Virtualization
• Reduces downtime
• Helps your RTO/RPO value add
• Local and cloud
Instant Virtualization
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23%Cloud Only
Lot’s of opportunity!
45%Local Only
32%Hybrid Cloud
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Image Based Solution
+ Hybrid Cloud Solution
= A Proper Continuity Solution
Datto is…….
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GFI Partnership and Integration
• Datto hardware reporting• Datto device monitoring• GFI Linux agent can be
installed on all Datto devices
• All info can be sync’d to your GFI portal
• No charge for any integrations
• Platinum sponsors for GFI Conference
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Continuity is:
• Hybrid cloud-based backup
• Image-based backup
• Delivers superior – RTO (how much downtime)
– RPO (how much data are you willing to lose)
• Eliminates downtime
• Dove tails into a managed services offering
Lets Go Back…
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Datto’sRTO/RPO Calculator
Tool
…
Take Advantage
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Step 1
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Step 2
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Step 3
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Lets walk through a real example….
Seafood processing company in Seattle, WA
- 3 seasonal offices- 16 employees (effected by the downtime)
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30 12
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15
30
175
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30
16
0
15
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RTO Calculation
• 175GB’s of data
• 16 employees
• 30 minutes between backups
• Total downtime of just 44 minutes
What is the downtime cost?
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Can you sell this?
• Cost of downtime = $495/hour
• Avg. SMB downtime = 17.82 hours/year
• Total cost = $8,820.90
16 Employees, 175GB’s of data
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Can you sell this?
Cost of Your Solution
• Device = $299 – Your Datto cost is $0.00 (100% margin)
• Service = $159/month– Your Datto cost is $99/month (60%
margin)
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Can you sell this?
Total Cost of Downtime/Year = $8,820.90
Cost of Your Solution (End User Cost) • Device = $299 (one time, up front)• Service = $159/month (recurring)
Total Cost for Continuity = 2,207.00• (your cost is only $1,188.00)
• Customer saves = $6,613.90
• You make = $1,019 (85% margin)
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How are we helping?
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RTO/RPO Calculator
Tool
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Backup vs.Continuity
Infographic
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Days of downtime vs. Minutes of Downtime
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Backup vs. Continuity
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Too slow vs. Back up in minutes
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Back-up vs. Continuity white labeled, white paper
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Datto Family
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ALTO 2 (150GB – 1TB)
• New HW released in 2014
• USB 3 on the front• Dual NICs• SIRIS OS
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53
SIRIS 2 Business (500GB – 2TB’s)
• Scalable (field upgradable)
• USB 3• SSD OS Drive• Ton of new development
– New OS– New Chip Set– Hypervisor update– Faster virts, restores and
boots
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SIRIS 2 Professional and Enterprise(1TB – 36TB’s)
• Scalable (field upgradable)
• USB 3• SSD OS Drive• Ton of new development
– New OS– New Chip Set– Hypervisor update– Faster virts, restores and
boots
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DATTO NAS (500GB’s – 26TB’s)
• Built in snapshotting and versioning
• Inverse chain• Off site replication• First channel-only
NAS• Set up your
backup schedule • New pricing!
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Why Datto?
• Best Support
• Best Partner Program
• Best Revenue
Generation
• True Partnership
• GFI Integration
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