CASE STUDY. Carbonite Collateral

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1 CASE STUDY Carbonite Collateral

2 CARBONITE USING ONLINE BACKUP AS A GATEWAY TO CLOUD SERVICES See how offering cloud and hybrid backup solutions drives business and leads customers to adopt other cloud services. 2

3 Using Online Backup as a Gateway to Cloud Services If you re an IT provider, you know your business is changing fast as cloud services are replacing hardware and software. The reasons are clear: the cloud offers better, cheaper, and more stable services than the traditional IT infrastructure. And, the cloud is growing. According to technology research firm Gartner, cloud computing will become the bulk of new IT spend by By the end of 2017, Gartner predicts that nearly half of large enterprises will have hybrid cloud deployments.1 USING ONLINE BACKUP AS A GATEWAY TO CLOUD SERVICES If you are facing these realities, then backup and recovery solutions are a particularly good entry to cloud services. They are easy to sell, deploy, and manage. Plus, they provide many of the same functionalities that customers require in a faster, simpler, more affordable way. They keep you connected to your customers and provide them with a vital, potentially businesssaving service. As a result, more and more IT providers are looking for ways to offer cloud and hybrid services to their customers. They recognize both the potential for new business and the risk of becoming obsolete if they can t adapt to leading-edge technologies. Plus, they recognize how the easy deployment of cloud services saves them time compared to the long and intensive efforts involved in a hardware/software installation. However, savvy IT providers are also wary of adapting to this shift in technology they don t want to hand off their customers and lose control. Instead, they are looking for the right entry into cloud services, one that helps them maintain their existing relationships, builds upon their reputations, and brings in new customers. 2 Using Online Backup as a Gateway to Cloud Services See how offering cloud and hybrid backup solutions drives business and leads customers to adopt other cloud services. Incorporating online backup into your business model Perhaps the most significant reason why online backup is a good gateway to cloud services is that it addresses a major pain point for businesses. In a recent Carbonite survey, small businesses ranked the permanent loss of data as the top threat to maintaining a business in the event of a natural disaster. They reported that losing their data would be even more devastating than losing their physical location or inventory. By giving existing and new customers a positive first experience with online backup, you will be in a position to offer them more cloud services and expand your business. Even though many customers may worry about their data s safety and be aware of cloud services most have probably not put the two together. Here are some ideas for broaching the topic with customers: Start with your existing customers. Ask them if they would be interested in an inexpensive solution that would back up all their data automatically and make it easy to recover their files if needed. Even if you have already established a legacy backup system for them, the right cloud backup plan will offer a comprehensive solution that can back up their databases, as well as other assets, safely offsite. 3 3 Small businesses rank the permanent loss of data as the top threat to maintaining a business in the event of a natural disaster.

4 Using Online Backup as a Gateway to Cloud Services Using Online Backup as a Gateway to Cloud Services Then reach out to new customers. Start directly with their pain point. How are they backing up their data now? Have they ever lost information? If they lost all their data tomorrow, how much would it hurt their business? Would they be interested in an inexpensive solution that automatically backs up their data to a secure offsite location? Bundle online backup. Once existing and new customers recognize the value of online backup, think of other services you can bundle around it, such as: CRM, providers, and antivirus software. Not only will this help you increase the services you re offering customers and build your revenue, but you will also be providing them with far more robust solutions than in the past. And there is no better way for you to grow your business and reputation than by helping your customers succeed in theirs. 6 benefits of selling cloud backup Strengthen your existing customer relationships Grow your reputation as a cloud and hybrid services provider 4 Simplify your backup deployment Save time for yourself and your customers Drive revenue with new business Using Online Backup as a Gateway to Cloud Services Enable customers to recover data from anywhere, keeping business moving What to look for in an online backup solution When you are looking into solutions for your customers, be sure they offer the following features: Automatic backups It is just too easy for customers to get busy and forget to save their files. Therefore, look for a company whose automatic backup runs in the background, protecting new and changed files when the computer is connected to the Internet. Hybrid capability Leading backup and recovery solutions are built to work as hybrid solutions as well, allowing customers to protect their data in the cloud and locally. Be sure to choose a solution that features hybrid capability to give your customers the best of both worlds. Easy file recovery When a business loses their important files, the last thing they want is a complicated restoration process. Make sure your chosen solution is simple and restores your customers files quickly, so they can keep business moving. Complete solution Look for a company that can offer a comprehensive backup solution to cover all of your customers assets, including their databases, external hard drives, Network-Attached Storage (NAS) devices, even servers, and more. 6 4 Access With the right service, you can give your customers access to their data from anywhere. That means they can synchronize data between their offices and devices. Security and compliance Advanced encryption technology and automation should protect data at all times with files sent to the cloud in the background while project work goes on. Look for a company that transmits customer data using SSL technology and stored at secure, off-site data centers. In addition, ensure their solutions support HIPAA, FERPA, and GLBA compliance for superior data privacy. Versioning Keeping multiple versions of a file is the best way to help your customers resolve any accidental changes or deletions. We recommend working with solutions that keep versions of files for at least 30 days. Scalability As businesses grow, their data solutions should be able to easily scale with them. Make sure that your chosen solution can be enhanced and upgraded as business requires. 5

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6 Will a cloud backup solution require too much bandwidth? Personalized settings also allow you to determine what type of backup (full, differential, or incremental) should be run and when. That means you ll be able to back up more often and more efficiently than you would with traditional backup solutions. Fifty-one percent of database backup and operations professionals support that statement, citing the frequency of backups as a top benefit of moving to the cloud.2 Furthermore, because frequent backups are possible, an internet outage in the office won t necessarily jeopardize all of a company s data. Backup sets performed during the specific time of the outage can be identified and data can be re-uploaded to the cloud. One of the common concerns about implementing a cloud data solution is that it will require too much bandwidth, either slowing down backups or slowing down the flow of business. Plus, if backing up requires significant bandwidth, that means it also requires more money. Along with bandwidth, connectivity itself can be a concern. What if the internet goes down? What if the latest information isn t uploaded to the cloud? If you re going to make the case for implementing a cloud-based backup solution, bandwidth is a barrier you ll need to overcome. Fortunately, it s a concern that can be easily quelled. Customized scheduling allows users to create a backup schedule around the flow of business. MAKING THE BUSINESS CASE FOR MOVING TO THE CLOUD While cloud backups do require a certain amount of bandwidth, they re designed to protect business, not disrupt it. That s why most leading data solutions offer a bandwidth throttle feature that lets you control the amount of bandwidth used at any given time, virtually eliminating the possibility that bandwidth will be an issue. In fact, customized scheduling allows users to create a backup schedule around the flow of business. So less bandwidth can be dedicated to backups during peak hours. 2 THE BARRIER Bandwidth THE SOLUTION Implement a cloud-based backup solution with bandwidth controls, allowing you to adjust when and how much bandwidth is used based on the flow of business. 3 ABSTRACT How to prove that cloud-based data solutions are the right choice Cloud-based applications and software are becoming the industry standard. There s no doubt about it. Even the government has implemented a Cloud First policy, citing cost, flexibility, and speed as major benefits to cloud computing.1 As the cloud s popularity continues to grow, many companies are evaluating cloud-based backup and data solutions. Are cloud backup solutions secure? While protecting business data in the cloud makes technical sense from an IT standpoint, making the business case for it can be challenging. Internal decision-makers may be concerned with the bandwidth requirements, security, reliability, and cost of cloud-based data solutions. Use this document as a guide for answering questions, overcoming barriers, and creating a strong business case for moving your company s data protection to the cloud. Most of the industry s leading backup providers house data in secure facilities featuring temperature controls, uninterruptible power supplies, onsite generators, and even round-the-clock security guards. As data is transferred to these secure data centers, it s encrypted and transmitted via Secure Socket Layer (SSL). Some providers offer Private Key Encryption, an additional option giving you a private key that s held by you and you alone, ensuring complete privacy. Another conversation you re likely to have about cloud-based solutions is around security. Because the cloud isn t a physical object like a hard drive or DVD, it s natural for it to elicit a certain amount of skepticism when it comes to security. In fact, a recent study found that 60% of small and midsize businesses that do not use the cloud cited concerns around data security as an inhibitor to adoption.3 If you re a healthcare organization complying with the Healthcare Insurance Portability and Accountability Act (HIPAA), make sure to work with a solutions provider that offers you a Business Associate Agreement (BAA). This ensures that your solution is in compliance with HIPAA s administrative, physical, and technical safeguards when storing patients health information. The same goes for educational organizations requiring Family Educational Rights and Privacy Act (FERPA) compliance and financial organizations requiring Gramm-Leach-Bliley Act (GLBA) compliance. Although security is almost always a concern regarding cloud storage, it s a barrier that s easily removed. On a deeper level, many regulated industries like healthcare must adhere to certain compliance requirements in order to back up patient data. Regulation is a common barrier among many industries, leading 39% of small and midsized businesses that do not use the cloud to cite compliance as a reason why they have not adopted cloud services.3 When making the case for moving backup to the cloud, you ll need to be prepared for the question of security to arise. What your internal decision-makers probably don t know is that cloud-based solutions are often more secure than traditional backup methods. One thing to note about the statistics in the previous sections is that businesses listed security as an issue with cloud solutions only before their adoption. When asked about security after implementing cloud solutions, 91% of small organization has been and midsized businesses said the security of their organization positively impacted as a had been positively impacted as a result of cloud adoption.3 result of cloud adoption.3 At the most basic level, it only makes sense that cloud-based backup would be more secure than local backup. While a hard drive or a DVD is subject to anything from coffee spills to more serious disasters like floods and fires, data stored in the cloud is protected inside ultra-secure offsite data centers. Why leave something on a desk that can be broken or stolen when you can protect it behind guarded doors? Ninety-one percent of small and midsized businesses said the security of their THE BARRIER Security THE SOLUTION Select a solution that ensures encrypted transfers and storage, features guarded data centers, and complies with industry regulations.

7 One way to help prove the reliability of a cloud solution internally is to emphasize how easy it is to manage. When a user interface is intuitive and successful backups are easily visible, users tend to feel more confident in their solution. This is true for 41% of database professionals surveyed by Forrester, who cited ease of management as a top benefit for using the public cloud. 2 Gather screenshots of the solution you re recommending to How much will a cloud backup solution cost? With the introduction of any new solution, cost will always be a factor. When looking at cloud applications as a larger category, it s been reported that cloud applications multiply ROI by 1.7 times over on-premises solutions. 7 Before making the case for cloud backup to internal decisionmakers, it s a good idea to estimate the annual subscription cost of your recommended solution. It may only be a few hundred dollars a year, which is probably significantly less than what they d expect. Plus, it s clear that Making an even stronger case: remote access and hybrid structure demonstrate its ease of use to your internal stakeholders. Or even better, some providers offer free trials you can download one and give them a quick demonstration. After all, seeing is believing. THE BARRIER Reliability THE SOLUTION Demonstrate the ease of monitoring successful backups and the speed of recovery with a free product trial. Decision-makers within every company are concerned about their bottom line and how operational changes may impact expenses and efficiency. Cloud-based solutions often require an annual subscription, which can complicate accounting matters. With traditional backup solutions like hard drives or tapes, acquiring the hardware is a one-time cost and ongoing expenses come from employees managing those systems. With cloud backup, the concern is that an annual subscription might impact cash flow. Approximately half of CIOs think twice about moving to the cloud for accounting reasons. 5 Thus, be prepared to discuss how moving your company s backup to the cloud may complicate business finances. The good news? The sheer cost savings of cloud backup vastly outweighs any negative implications of accounting complications. Although price is perhaps the most common question about any operational change, it s often the easiest to answer. While shifting IT infrastructure may seem expensive, cloud-based Sixty-one percent of data solutions are just the opposite. In fact, 61% of database backup and operations professionals who have implemented database backup and cloud backup say that saving money on storage costs was their operations professionals top reason for doing so. 2 Similarly, more than 20% of best-inclass organizations experienced a decrease in their storage who have implemented cloud backup say that saving costs after utilizing cloud storage. 4 Among the group that has seen a significant cost savings is Goodwill Industries of Central money on storage costs was Indiana. 6 Jeff Ton, CIO and senior vice president of corporate their top reason for doing so. 2 connectivity, estimates that use of the cloud [disaster recovery] service over physical systems saves Goodwill Industries of they ll experience a larger cost savings over time due to the automatic and efficient nature of cloud backup. THE BARRIER Price THE SOLUTION Cite industry-recognized cost savings and efficiencies gained by moving data backup to the cloud including 1.7 times greater ROI for cloud applications in general. 7 In addition to providing counter-points to internal concerns, there are a number of benefits associated with cloud backup that are not available with traditional backup solutions. One of those is remote access. Data loss often occurs when there s a disaster either in the office or in the area. By protecting company data in the cloud, it s immune to those disasters. Furthermore, some cloud backup providers also Data loss often occurs when provide synching capabilities among data. So users can access data anytime, from anywhere, and make changes to it. Those there s a disaster either in changes are then automatically saved across all copies of that the office or in the area. By data. protecting company data in Another benefit that s unique to cloud-based backup is the the cloud, it s immune to ability to implement a hybrid structure. Effectively encompassing those disasters. the best of both worlds, a hybrid structure backs up data to the cloud and to a local device simultaneously. So users enjoy both the speed of local recovery and the security of the cloud. Most advanced cloud-based server plans offer a hybrid capability of some kind. This may be a helpful option, especially when transitioning from a traditional backup solution like an external hard drive. Recognizing an industry shift Central Indiana $25,000 a year significant numbers when you re a nonprofit. 6 If you re making the push to move business to the cloud, you re certainly not alone. Forrester has seen cloud backup adoption double over the past four years, showing significant momentum. 2 Across industries, 44% of enterprises claim they want or are planning to extend disaster recovery to the public cloud. 2 The data protection industry is shifting toward the cloud, and it s shifting for a reason. It makes sense Making an even stronger case: remote access and hybrid structure In addition to providing counter-points to internal concerns, there are a number of benefits associated with cloud backup that are not available with traditional backup solutions. One of those is remote access. Data loss often occurs when there s a disaster either in the office or in the area. By protecting company data in the cloud, it s immune to those disasters. Furthermore, some cloud backup providers also Data loss often occurs when provide synching capabilities among data. So users can access data anytime, from anywhere, and make changes to it. Those there s a disaster either in changes are then automatically saved across all copies of that the office or in the area. By data. protecting company data in Another benefit that s unique to cloud-based backup is the the cloud, it s immune to ability to implement a hybrid structure. Effectively encompassing those disasters. the best of both worlds, a hybrid structure backs up data to the cloud and to a local device simultaneously. So users enjoy both the speed of local recovery and the security of the cloud. Most advanced cloud-based server plans offer a hybrid capability of some kind. This may be a helpful option, especially when transitioning from a traditional backup solution like an external hard drive. Recognizing an industry shift Recommending the right solution When making the business case for moving backup to the cloud, it s crucial that you come to the table with the right solution. In order to answer the questions and concerns outlined previously, you should be able to identify the specific advantages of your chosen product. One solution that s highly recommended across a wide range of industries is Carbonite. Carbonite data solutions are powerful, automatic, and secure options that can easily support your business case. Each of Carbonite s Carbonite data solutions are plans utilizes encryption technology to transfer and store data in secure offsite data centers, ensure reliable, fast recovery, powerful, automatic, and and allow for automatic backups, all at a low annual price. secure options that can easily support your business More specifically, Carbonite Pro plans provide continuous case. workstation backup that comes with an exclusive mobile app for access to data anytime, anywhere. Carbonite Server Backup is a more robust, more comprehensive suite of plans that are highly customizable and offer hybrid capability. The Carbonite Server Pro Bundle combines the benefits of both workstation and server backup for the most complete solution. You can download a free trial of Carbonite Pro and Server plans before making your case for the cloud. Simply contact our sales team at , or locate your nearest authorized Carbonite Partner at Sources referenced Point Implementation Plan to Reform Federal Information Technology Management. By Kunda Vivek. (Washington, D.C.: The White House). 2. Cloud Backup And Disaster Recovery Meets Next-Generation Database Demands, March 2014, available from Forrester, accessed November 22, Small and Midsize Businesses Cloud Trust Study: U.S. Study Results, June 2013, completed by comscore Inc., available from Microsoft, accessed November 22, Aberdeen Group. Cloud Storage: Lower Cost and Increase Uptime. Analyst Insight. April King, Rachel. CIOs Count the Reasons to Resist the Cloud, The Wall Street Journal, September 23, Babcock, Charles Cloud ROI Survey. InformationWeek. August Cloud Applications Multiply ROI by 1/7 Times Over On-Premise Solutions. Nucleus Research. September 18, If you re making the push to move business to the cloud, you re certainly not alone. Forrester has seen cloud backup adoption double over the past four years, showing significant momentum. 2 Across industries, 44% of enterprises claim they want or are planning to extend disaster recovery to the public cloud. 2 The data protection industry is shifting toward the cloud, and it s shifting for a reason. It makes sense

8 CARBONITE BRAND PRESENTATION 8

9 CARBONITE: THE NEXT CHAPTER Presenter: Nancie Freitas 9

10 Internal Brand Rollout + Power 30 November Simplicity + Security 4 = Value

11 Internal Brand Rollout Power Powerful products for a powerful impact 30 November

12 Internal Brand Rollout Simplicity Virtually effortless data solutions 30 November

13 Internal Brand Rollout Security Peace of mind through powerful safeguards 30 November

14 Internal Brand Rollout Value Solutions designed to put business first 30 November

15 Carbonite enables businesses to operate continuously. Our powerful yet simple solutions protect digital assets keeping them safe and always available to power operations. We support our customers by delivering valuable, affordable products that ensure businesses are always in business. 15

16 Thank you 16