Selling Disaster Recovery as a Service (DRaaS) through TBI

DEFINITIONOutsourcing of back-up and replication hosting of a physical or virtual server to protect against a catastrophic loss of data.

A TWO STEP PROCESS: 1. Backup – On or o� premise 2. Replication/Recovery – Host the backup o� premise

BENEFITS TO CUSTOMERSQuick, on-demand and flexible recovery: Customer can choose how to handle di�erent systems and how they are recovered.

Business Continuity: When setting up a DR plan, the Provider will help the customer put a plan in place for back-up, replication, recovery and multiple connections to company infrastructure. Ensure operations continue during and after a disaster.

Revenue Protection: Prevent downtime and data loss that would cause customers to lose money. Few Operational Resources: Reduce the need for backup servers, software licenses and hardware. Service providers support operations with their own data center, bandwidth and computing power.

Security: Regulatory compliance, encryption and monitoring is available through select DRaaS providers.

POTENTIAL CIRCUMSTANCES FOR DRaaS • Natural disasters (floods, tornadoes, earthquakes, etc.) • Power outages • Acts of terrorism • Regulatory audits • Hardware failure • Corrupted software • Human errors (ex. shutting down a server accidentally)

Computing

Customer Infrastructure

BackupComputing andProduction Storage

VM VM VM VM

Primary Backup Storage(On-Prem or in the Cloud)

TRANSPORT

Service Provider Infrastructure

Cloud replication and recovery

DISCOVERY QUESTIONS • What is your current disaster recovery plan? • What would you do if your most important equipment went down? • How long can each of your applications and servers be down? • How much money will you lose if your equipment is down for any number of hours? • How often do you need to back-up your data? Can it be every 4 hours? Does it need to be constant? • How fast do you need your data back up and running? Can your business be down for 4 hours? Does it need to be back up in 20 minutes?

Answers lead to very important parameters for disaster recovery. Key terms: Recovery Point Objective (RPO): Targeted point in time files must be recovered from to resume normal operations i.e. a company can continue without files from the last hour.

Recovery Time Objective (RTO): Duration of time before service restored following disaster.

SELLING TIPS/ITEMS TO NOTELook at DRaaS as a form of insurance. Similar to insurance – the better your coverage, the more expensive. Customers purchase DRaaS based on need.

> Focus on customers with regulatory requirements. Specifications may include data protection, storage and recovery under varying circumstances.

> Customers with a traditional DR plan in place? DRaaS is easier to deploy, easier to test and provides greater control and compliance.

> SMBs lack resources and expertise to establish and test an e�ective DR plan. The flexibility of DRaaS makes solutions a�ordable with businesses determining how much backup they need.

> Enterprises may need a greater backup frequency and faster recovery time. Some enterprises cannot a�ord to be down at all due to profit loss or regulation requirements and will invest in a more expensive solution.

PROVIDERS

TBI | 8770 West Bryn Mawr Avenue, Suite 400 | Chicago, IL 60631 | 847.465.4500

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