intronis 2013 state of cloud backup study
DESCRIPTION
The 2013 State of Cloud Backup Study from Intronis examines challenges and opportunities for IT managed services providers (MSPs) selling cloud backup today. Check out this preview and visit http://www.intronis.com/cloudstudy2013 to download the full e-book.TRANSCRIPT
2013 State of Cloud Backup MSPs Missing the Mark
1wwwintroniscomcloudstudy2013
MSPs Missing the Mark
wwwintroniscomcloudstudy2013
2013 State of Cloud Backup
2013 State of Cloud Backup MSPs Missing the Mark
2wwwintroniscomcloudstudy2013
The Growing Opportunity in Cloud Backup
Stellar Storage Stats
The cloud storage market inclusive of backup and recovery will reach $468 billion by 2018 at a CAGR of 402 percent
$468 billion
Leading the WayMore than 85 percent of channel partners report having cloud-based products and services implemented or in development Of those more than 60 percent say they oer cloud-based backup and recovery
85
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
3wwwintroniscomcloudstudy2013
Understanding Cloud Backup Resellers and Buyers
Figure 1
Which type of business makes up at least 30 percent of your BCDR revenue
Consumersole proprietor
Small business (1-25 employees)
SMB (25-250 employees)
Midmarket (250-1000 employees)
Small enterprise (1000-5000 employees)
Large enterprise (more than 5000 employees)
33
41
11
4 47
n=300
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
4wwwintroniscomcloudstudy2013
Figure 2
Which cloud-based storage offerings are bestsellers for your company
Backup amp disaster recovery
Collaborationfile-sharing
Archiving
Primary storage
Near-line storage
Other
0 10 20 30 40 50 60
n=392
MSPsrsquo Favorite Cloud Service Backup and Recovery
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
5wwwintroniscomcloudstudy2013
Figure 3
Customersrsquo primary motivations for adopting cloud-enabled backup and recovery
Improved data protection amp business continuity
Better overall IT reliability
Improved operational performance
Increased productivity
Reduced IT capital expenses
Reduced IT operational costs
0 5 10 15 20 25 30 35 40n=436
Leading Motivators for BCDR
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
6wwwintroniscomcloudstudy2013
Figure 4
What type of data are your clients storing in the cloud
Data needed for disaster recovery
User files
Line-of-business applications (such as CRM and ERP)
Remote amp branch office data
Mobile device data
Other
0n=640
5 10 15 20 25 30 35
Cloud Backup as a BCDR Tool
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
2wwwintroniscomcloudstudy2013
The Growing Opportunity in Cloud Backup
Stellar Storage Stats
The cloud storage market inclusive of backup and recovery will reach $468 billion by 2018 at a CAGR of 402 percent
$468 billion
Leading the WayMore than 85 percent of channel partners report having cloud-based products and services implemented or in development Of those more than 60 percent say they oer cloud-based backup and recovery
85
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
3wwwintroniscomcloudstudy2013
Understanding Cloud Backup Resellers and Buyers
Figure 1
Which type of business makes up at least 30 percent of your BCDR revenue
Consumersole proprietor
Small business (1-25 employees)
SMB (25-250 employees)
Midmarket (250-1000 employees)
Small enterprise (1000-5000 employees)
Large enterprise (more than 5000 employees)
33
41
11
4 47
n=300
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
4wwwintroniscomcloudstudy2013
Figure 2
Which cloud-based storage offerings are bestsellers for your company
Backup amp disaster recovery
Collaborationfile-sharing
Archiving
Primary storage
Near-line storage
Other
0 10 20 30 40 50 60
n=392
MSPsrsquo Favorite Cloud Service Backup and Recovery
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
5wwwintroniscomcloudstudy2013
Figure 3
Customersrsquo primary motivations for adopting cloud-enabled backup and recovery
Improved data protection amp business continuity
Better overall IT reliability
Improved operational performance
Increased productivity
Reduced IT capital expenses
Reduced IT operational costs
0 5 10 15 20 25 30 35 40n=436
Leading Motivators for BCDR
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
6wwwintroniscomcloudstudy2013
Figure 4
What type of data are your clients storing in the cloud
Data needed for disaster recovery
User files
Line-of-business applications (such as CRM and ERP)
Remote amp branch office data
Mobile device data
Other
0n=640
5 10 15 20 25 30 35
Cloud Backup as a BCDR Tool
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
3wwwintroniscomcloudstudy2013
Understanding Cloud Backup Resellers and Buyers
Figure 1
Which type of business makes up at least 30 percent of your BCDR revenue
Consumersole proprietor
Small business (1-25 employees)
SMB (25-250 employees)
Midmarket (250-1000 employees)
Small enterprise (1000-5000 employees)
Large enterprise (more than 5000 employees)
33
41
11
4 47
n=300
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
4wwwintroniscomcloudstudy2013
Figure 2
Which cloud-based storage offerings are bestsellers for your company
Backup amp disaster recovery
Collaborationfile-sharing
Archiving
Primary storage
Near-line storage
Other
0 10 20 30 40 50 60
n=392
MSPsrsquo Favorite Cloud Service Backup and Recovery
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
5wwwintroniscomcloudstudy2013
Figure 3
Customersrsquo primary motivations for adopting cloud-enabled backup and recovery
Improved data protection amp business continuity
Better overall IT reliability
Improved operational performance
Increased productivity
Reduced IT capital expenses
Reduced IT operational costs
0 5 10 15 20 25 30 35 40n=436
Leading Motivators for BCDR
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
6wwwintroniscomcloudstudy2013
Figure 4
What type of data are your clients storing in the cloud
Data needed for disaster recovery
User files
Line-of-business applications (such as CRM and ERP)
Remote amp branch office data
Mobile device data
Other
0n=640
5 10 15 20 25 30 35
Cloud Backup as a BCDR Tool
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
4wwwintroniscomcloudstudy2013
Figure 2
Which cloud-based storage offerings are bestsellers for your company
Backup amp disaster recovery
Collaborationfile-sharing
Archiving
Primary storage
Near-line storage
Other
0 10 20 30 40 50 60
n=392
MSPsrsquo Favorite Cloud Service Backup and Recovery
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
5wwwintroniscomcloudstudy2013
Figure 3
Customersrsquo primary motivations for adopting cloud-enabled backup and recovery
Improved data protection amp business continuity
Better overall IT reliability
Improved operational performance
Increased productivity
Reduced IT capital expenses
Reduced IT operational costs
0 5 10 15 20 25 30 35 40n=436
Leading Motivators for BCDR
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
6wwwintroniscomcloudstudy2013
Figure 4
What type of data are your clients storing in the cloud
Data needed for disaster recovery
User files
Line-of-business applications (such as CRM and ERP)
Remote amp branch office data
Mobile device data
Other
0n=640
5 10 15 20 25 30 35
Cloud Backup as a BCDR Tool
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
5wwwintroniscomcloudstudy2013
Figure 3
Customersrsquo primary motivations for adopting cloud-enabled backup and recovery
Improved data protection amp business continuity
Better overall IT reliability
Improved operational performance
Increased productivity
Reduced IT capital expenses
Reduced IT operational costs
0 5 10 15 20 25 30 35 40n=436
Leading Motivators for BCDR
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
6wwwintroniscomcloudstudy2013
Figure 4
What type of data are your clients storing in the cloud
Data needed for disaster recovery
User files
Line-of-business applications (such as CRM and ERP)
Remote amp branch office data
Mobile device data
Other
0n=640
5 10 15 20 25 30 35
Cloud Backup as a BCDR Tool
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
6wwwintroniscomcloudstudy2013
Figure 4
What type of data are your clients storing in the cloud
Data needed for disaster recovery
User files
Line-of-business applications (such as CRM and ERP)
Remote amp branch office data
Mobile device data
Other
0n=640
5 10 15 20 25 30 35
Cloud Backup as a BCDR Tool
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
7wwwintroniscomcloudstudy2013
Energizing Cloud Backup Engagements
0n=464
5 10 15 20
Figure 5
What are the key initiations for new cloud backup conversations or sales
Concerned about unprotected systems
Interested in cloud technology advantages
Customer suffered an unprotected loss of data
Intereted in cloud pricing advantages
Customer suffered unprotected system downtime
Client seeking lower costs
Outbound marketing efforts
Dissatisfaction with current cloud BCDR system
Dissatisfaction with current cloud BCDR provider
Inbound marketing efforts
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
8wwwintroniscomcloudstudy2013
20151050n=449
Figure 6
What are the chief concerns keeping your customers from adopting cloud backup solutions
Security
Overall recurring costs
Bandwidth availability
Total cost of ownership
Loss of administrative control
Data integrity
Regulatory amp compliance issues
Performance reliability
Other
Identifying Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
9wwwintroniscomcloudstudy2013
Combine cloud and on-premises offerings into hybrid solution
Demonstrate security features
Offer a trial engagement
Demonstrate reliability features
Reduce price
Combine offerings from two or more cloud vendors
Other
Figure 7
How does your company most often overcome customer concerns about cloud backup and recovery
0n=391
5 10 15 20 25 30
Defeating Cloud Backup Objections
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
10wwwintroniscomcloudstudy2013
Calculated by the number of respondents who indicate anticipated growth per technology set multiplied by the percentage of those who indicate the technology is among their top two biggest sellers
No growth 1 to 5
Profi
tabi
lity i
ndex
n=300Total responses differ per technology set and were factored into the coefficient for comparison Number shown is the absolute total of responses considered
Backup
Collaborationfile sharing
Archiving
Primary storage
6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31+
Figure 9
Profitability Factor
Putting the Data into Action
MSPs selling BCDR enjoy Growth1
STEP ONE Assess client needs and capabilities 2
STEP TWO Optimize the BCDR offering 3 STEP THREE
Develop an effective go-to-market strategy
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
11wwwintroniscomcloudstudy2013
One
2 to 4
5 to 9
10 to 19
20 to 99
100 to 500
500+n=322 n=322
1 to 24
25 to 49
50 to 99
100 to 249
250 to 499
500 to 999
More than 1000
Donrsquot know
How many employees does your company have How many customers does your company currently serve
9
24
18
13
14
20
5
20
2
8
1716
18
5
11
Who We Talked To
Download the full e-book at introniscomcloudstudy2013
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book
2013 State of Cloud Backup MSPs Missing the Mark
12wwwintroniscomcloudstudy2013
Get your free e-book
This is only a preview Want to read more
Download the full e-book at this link
Share this e-book