How to successfully sell cloud backup

Transcription

1 How to successfully sell cloud backup Mark Huijzers Lead Sales Consultant

2 Agenda We are BackupAgent Why bother selling backup How to market cloud backup Setting up your sales Winning the sale Q&A

3 BackupAgent empowers Service Providers to sell cloud backup to SMBs 4

4 BackupAgent, the facts Founded in 2005 SMB users 50+ countries

5 Hosting Providers & Telcos Cloud Service Distributors MSPs & VARs Customer Focus

6 Why bother selling backup?

7 The industry facts Most businesses without data access > 10 days file for bankruptcy 7 % survives < 1 year; 93% Of which 50% files for bankruptcy immediately Costs /day

8 The industry facts Top 6 Planned Purchases Of Cloud Services in 2014 (Percentage of respondents)

9 The industry facts 50% Top 6 Cloud Services Investments (As a percentage of cloud services budget) 40% 30% 20% 15% 15% 12% 11% 9% 8% 10% 0%

10 The 3-tier Opportunity Service Provider Increase ARPU & reduce churn Strengthen bond with customers Reseller Want to earn good margins Add value to services (VARs) SMB >50% don t use cloud backup Security is top concern Looking for low initial investment

11 How to market cloud backup

12 How To Use The AIDA Formula To Boost Leads Attract the attention of the customer Raise prospects interest by focusing on and demonstrating advantages and benefits Desire: convince customers that they want and desire the product Lead customers towards taking action and/or purchasing

13 Attention First create FUD (Fear, Uncertainty and Doubt) What happens if

14 Interest Show your unique selling points (USPs) Quality of service/support Pricing high/low, all inclusive etc. Worry-free backup: easy to use, reliable and secure Flexible offering Offer extensive backup reporting Remote access to data

15 Interest You offer easiness of mind No worries about data loss Back in business in no-time

16 Client Plugins 17

17 Control Panels RMM Tools

18 (Call to) Action Generate leads for your sales team Macro: Free trial Freemium model Micro Whitepaper Product sheet Newsletter signup Etc.

19 Package Freemium accounts 2GB workstation or server accounts for free Perfect for bundling Free service is proven method Low barrier entry Full functionality Users are hooked Conversion triggered by use BackupAgent Partners offer freemium accounts for free

20 Setting up your sales

21 Pricing You need to price cloud backup to earn consistent revenue the right way Per Gigabyte Flat Rate Bundled

22 Sales Approach Default product packaging All Business Class accounts Desktop Backup All Cloud Servers Server Backup Moving from break/fix model to managed service model Recurring revenue Better ongoing relationship Server and Desktop backup is the low hanging fruit For disaster recovery planning best 1 st step

23 Sales Tools Features BackupAgent MozyPro Carbonite Comp Server and management platform Web-based Management Portal Reporting per device Available as Global Cloud Service Geographically redundant storage Fully multi-tenant - unlimited tiers Integrations with Provisioning Platforms Limited Agent features Agents for Windows, Mac, Linux No Linux Plugin for System State Plugin for Hyper-V Plugin for MySQL Active Directory Backup Run OS commands before / after backup Bandwidth throttling Multiple Backup Schedules Report to Windows Logs (event viewer) Supported languages Optimized, speedy incremental backups Limited

24 Sales Tools Quote Guides Use a table to determine for each client-requiring backup Qualification Prospect Input Sales Quote 1 Number of clients? How many clients to backup Determine how many licenses are required 2 Which operating system? OS: Edition: Version: Windows, Mac OSX or Linux 3 How many backup space do you need for each client? On each client calculate: A = Size of document (e.g. Office, PDF, txt files) B = Size of audio/video/image files (e.g. mp3/4, mov, avi, jpg) Allow room for growth (about 10%) (A/2 + B) x 1,1 = Total Backup Size Determine how much storage space is required (GB) Choose the amount of backup storage required per client (50, 100, 250 or 1TB)

25 Winning the sale Overcome objections

26 Free cloud services are just as good as paid Free providers SLAs show you don t retain ownership of data In exchange for free storage, users often give up actual ownership of their data RTO (recovery time objective) The USP of: cloud based data storage = access cloud backup & recovery = business continuity Ask customers if they ever tested their current recovery solution helps to reveal that process weaknesses

27 Confidential data not safe off-site Encrypted On-site, before transmission Private key that only user knows Secure transmission All communication cannot be intercepted Data transferred over SSL Communication has digital signature (SOAP Message Signing) Safely stored Tier2, Tier3 certified datacenter (vs. storage at home) Known location, not public cloud

28 And many more We want to have physical backups There is no value in cloud backup Backing up to tape saves money. The costs are too high Consumer cloud services work fine for businesses We use a cheaper cloud backup solution The cloud is not secure My data is safe for now

29 Partners get all the support they need Technical Support Commercial Support All inclusive Access to a wealth of technical documentation Joint Marketing & Press activities Sales & Marketing Support Free Trainings and Certification Access to a wealth of marketing materials Marketing Development Fund 30

30 BackupAgent has a lot to offer! Backup that works! Flexible Backup Workflow Integrated Backup User Friendly Backup Rock Solid Backup Software only or hosted by BackupAgent Multi-tenant Private Label Unlimited Scalability Client Plugins Control Panel RMM/PSA Tools Open API Incredibly Fast Language Support Multi-platform Web Access Reliable Controllable Secure & Compliant Powerful Support And much more

31 Questions? Thank you for listening Contact Tel: Mark Huijzers Lead Sales Consultant Connect with us /BackupAgent /BackupAgent /BackupAgent /company/backupagent-bv