5 ways to make money on backup

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1 5 ways to make money on backup An action plan for service providers Doug Hazelman Chief Evangelist and Vice President of Product Strategy Veeam

2 #1: Stop selling backup

3

4

5 It just works with Kaseya!

6 Rationale #1: Stop selling backup start selling availability Executives don t care about backup Backup is the system admin s problem, so if you talk about backup, you ll likely be viewed as a system admin (important, but not strategic) Executives care about things that impact the business, like downtime, data loss, reputation, lost opportunities, etc. Elevate your pitch and you ll elevate your perceived value and the likelihood that your client or prospect will make the investment and take the risk to make a change (because the reward is greater)

7 #2: Differentiate yourself from the competition

8 Examples Instant recovery (instant = without having to restore the backup) - Servers #2: Differentiate yourself from the competition

9

10 Examples #2: Differentiate yourself from the competition Instant recovery (instant = without having to restore the backup) - Servers - User files

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12 Examples #2: Differentiate yourself from the competition Instant recovery (instant = without having to restore the backup) - Servers - User files - Application data Microsoft Exchange, Active Directory, SharePoint, SQL Server, other

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14 Examples #2: Differentiate yourself from the competition Instant recovery (instant = without having to restore the backup) - Servers - User files - Application data Microsoft Exchange, Active Directory, SharePoint, SQL Server, other Self-service recovery

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16 Examples #2: Differentiate yourself from the competition Instant recovery (instant = without having to restore the backup) - Servers - User files - Application data Microsoft Exchange, Active Directory, SharePoint, SQL Server, other Self-service recovery Verified protection

17

18

19 Examples #2: Differentiate yourself from the competition Instant recovery (instant = without having to restore the backup) - Servers - User files - Application data Microsoft Exchange, Active Directory, SharePoint, SQL Server, other Self-service recovery Verified protection RTPO < 15 min for all applications and data

20 #3: Maximize opportunity in your target market

21 #3: Maximize opportunity in your target market

22

23 #4: Embrace the cloud

24 Examples #4: Embrace the cloud Backup to the cloud

25 Customer Backup server Service provider Backup Backup copy SSL Production VM Local repository WAN acceleration (optional) WAN Cloud repository

26 Examples #4: Embrace the cloud Backup to the cloud Recover from the cloud

27 Customer Backup server VM files User files s, contacts, mailboxes, etc. Computers, users, groups, passwords, etc. Documents, files, etc. Service provider Backup Backup copy SSL Production VM Local repository WAN acceleration (optional) WAN Cloud repository

28 Examples #4: Embrace the cloud Backup to the cloud Recover from the cloud Recover in the cloud

29

30 #5: Reduce costs

31 Examples Streamline administration: grow your business without growing your staff #5: Reduce costs

32 Examples #5: Reduce costs Streamline administration: grow your business without growing your staff Eliminate agents: and licensing costs, administrative overhead and disruption to customers

33 Examples #5: Reduce costs Streamline administration: grow your business without growing your staff Eliminate agents: and licensing costs, administrative overhead and disruption to customers Save on storage: use any mix of storage; minimize consumption with built-in compression, deduplication, forever incremental and more Save on networking: with Built-in WAN Acceleration and load balancing Content-aware so works even with encryption

34 Examples #5: Reduce costs Streamline administration: grow your business without growing your staff Eliminate agents: and licensing costs, administrative overhead and disruption to customers Save on storage: use any mix of storage; minimize consumption with built-in compression, deduplication, forever incremental and more Save on networking: with Built-in WAN Acceleration and load balancing Save on software licensing: for application recovery, replication

35 Examples #5: Reduce costs Streamline administration: grow your business without growing your staff Eliminate agents: and licensing costs, administrative overhead and disruption to customers Save on storage: use any mix of storage; minimize consumption with built-in compression, deduplication, forever incremental and more Note: Veeam doesn t compete with its partners We don t offer our own cloud or our own cloud services we enable our partners to! Save on networking: with Built-in WAN Acceleration and load balancing Save on software licensing: for application recovery, replication Do it yourself: run your own service

36 How to make money on backup 1. Stop selling backup 2. Differentiate yourself from the competition 3. Maximize opportunity in your target market 4. Embrace the cloud 5. Reduce costs

37 Questions Comments

38 Next steps

39 Thanks for attending!

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