1 MozyPro Online Backup Overview and Sales Best Practices
2 Why Backup?
3 Digital Data Continues to Grow Growing by a Factor of 44 One Zettabyte (ZB) = 1 trillion gigabytes ZB ZB Page 3 Source: IDC Digital Universe Study, sponsored by EMC, May 2010
4 The Digital Universe in the Clouds, 2020 By 2020, more than a third of the Digital Universe will either live in or pass through the cloud Total Digital Universe 35 ZB Touched by Cloud 12 ZB Page 4 Source: IDC Digital Universe Study, sponsored by EMC, May 2010
5 For SMBs Data IS Their Business 94% of companies suffering from a catastrophic data loss do not survive. 43% never reopen and 51% close within two years - University of Texas 7 out of 10 small firms that experience a major data loss go out of business within a year - DTI/Price Waterhouse Coopers 96% of all business workstations are not being backed up. Contingency Planning and Strategic Research Corporation 50% of all tape backups fail to restore Gartner 25% of all PC users suffer from data loss each year - Gartner Page 5
6 Data Can Be Lost Without Warning 3%! 7%! 5%! 13%! 42%! 30%! Human Error Hardware Failure PC Viruses Theft Software Corruption Hardware Destruction
7 The Cloud Backup Advantage 1. Fast deployment 2. No hardware to buy 3. Minimal resources to manage 4. Accessible anywhere via internet/browser 5. Secure 6. Saves money! Page 7
8 Who is Mozy?
9 Mozy Online Data Backup and Access Simple, Automatic, Secure Mozy Cloud Platform Efficient, Secure, Scalable, Resilient 6+ years in service 3+ million users 100k+ businesses 90PB+ of Customer Data TB added daily Global Data Center Footprint Safe Harbor Compliant Owned by EMC Mozy is more flexible too. - David Pogue, The New York Times "I'm most impressed with Mozy - Larry Armstrong, Business Week I prefer Mozy. - Walt Mossberg, The Wall Street Journal Page 9
10 How much data are we talking about? 1 GB 2 GB 4.7 GB 1,000,000 GB Page 10 7 minutes of HD Video 20 yards of books Size of a standard DVD-R The amount of gigabytes in one petabyte (PB)
11 How much is a petabyte (PB)? 1 PB 20 million filing cabinets filled with text 1 PB 13.3 years of HD video 1.5 PB Size of the 15 billion photos on Facebook 20 PB The amount of data Google processes each day 50 PB The entire written works of mankind from the beginning of recorded history in all languages Page 11
12 Mozy Cloud Backup File Restore! Anytime, anywhere availability! Built to Last! Scales with your business! Cost-effective! Access! Administrative Controls! Page 12 Military-grade Security! Multi-platform support (Windows, Mac, Server)!
13 Mozy Backup Benefits Productivity! Peace of Mind! Value! Easy, Convenient Data Protection & Access! Reliable & Hassle Free! Low Cost, Low Risk! Automatic Protection! Anywhere Access! Improved Management! Reduced Downtime! Page 13 Highest Levels of Security! Personal Key Encryption! Trusted Technology! ~ 50% savings over in-house backup! No CapEx! Add more space as you need it.!
14 What Are Businesses Backing Up? Page 14
15 Who are you targeting? Primarily targeted at businesses <20 employees. Within those businesses, we find the target users to be: Mobile professionals aged years old: Advanced PC users, tech savvy Own multiple technology devices (laptop, mobile phone, DVR, digital camera, ipod) Educated Page 15 75% have completed college High income 44% earn > 70k annual household income Small business owners make up ~25% of the overall user base Backup users are highly organized and don t feel comfortable unless all their information is backed up.
16 Identifying the Target Market By Vertical Markets Specific challenges know how Mozy can help meet current and future needs. Legal Firms Professional Services Finance Medical Offices Real Estate Who else? Page 16
17 Cloud Backup How it Works Administrator sets backup and retention policies Light-weight agent runs on target laptops/desktops/ servers Automatic backup happens in background. No user intervention required Data is encrypted and sent to an encrypted server Online Previous versions and deleted files are retained and available for immediate retrieval for 90 days making retrieval of accidentally deleted files possible Page 17
18 Online backup product features Automatic or scheduled backups 90 Day Versioning & Deleted File Support File encryption + remote file storage Scan-once client with incremental backups Bandwidth Throttling Open & Locked File Support Local backup with 2xProtect Custom configurations Page 18
19 Security Comes Standard Files encrypted on user machine once selected for backup (448-bit Blowfish/ 256-bit AES) 128-bit SSL encryption during transfer Encrypted at rest in datacenter Remotely accessible anytime Local File Encryption 448bit Blowfish or 256bit AES Proprietary Contend Addressable Infrastructure End-to-End Backup and Restore Privacy SSL Industry Certified Secure Datacenter Facilities Page 19
20 Best-in-class security 1. Data is encrypted locally using military grade encryption 2. Data is sent via SSL to Mozy managed data centers 3. Data remains encrypted on Mozy storage servers 4. Data is restored over the internet when needed Page 20
21 File Access from Anywhere Access to all your files via a browser Preview picture thumbnails Build restores Download files directly to your PC Restore all your files at once with the restore manager Page 21
22 Data Restore Options Data restore options Data restore options Multiple restore options make restores almost painless: Right-click Client-based Virtual drive Web Encrypted DVD External hard drive Page 22
23 Restore Backed Up Files When Needed Restore deleted files (within 90 days) Access previous versions or changes to existing files Instant file download Get to your information more quickly
24 Administrative Control from anywhere Create subusers View account usage, history, stats Reset account passwords Change account status View and distribute license keys Customize configuration settings Access from anywhere over the Internet
26 MozyPro Pricing monthly options Page 26
27 Pricing Annual Options Page 27
28 Why Mozy over other solutions? Won t win on price, but value Most trusted Stable Owned by EMC No caveat backup No throttling, etc. Security Privacy Control Page 28
29 How to Position As digital data grows, MozyPro provides a safe and simple way to secure critical data. Easy-to-set up disaster recovery plan for business critical information Protects against file corruption, fire, theft, or other natural disasters. File access: customers can access or restore any lost files by using ANY PC with a high-speed Internet connection and browser Reliable method: Some businesses choose to backup their data on to a CD or DVD while others use tape, external hard drives NAS devices. All manual processes can be unreliable. (i.e. 50% of tape backups fail. Gartner) MozyPro is simple, secure and affordable. The service is automatic, takes just minutes to set up and can be a complement to other value-added services
30 Product Messaging Key Product Message MozyPro provides an easy and reliable solution for businesses to automatically protect computer files (PCs and servers) against loss. Key Benefits Easy to use and manage: allows companies to quickly and easily set up, use, and manage the service with minimal disruptions to users. Secure and reliable: provides robust security technologies and powered by an online backup platform used by over 100,000 businesses Business-focused features: delivers features that meet the needs of businesses not consumers with minimal impact on productivity Page 30
31 Starting the Conversation 1. What are you doing to backup your employees desktops and laptops? 2. What are you doing to backup your remote offices and mobile employees? 3. How critical is data protection for your laptops and PC s? 4. How long would it take you to roll out an application like this? What if you could be up and running in a few days and retain total control over the backup process? 5. If we can prove a significant TCO savings, would you be interested in learning more?
32 Online Backup Probing Questions Probing Questions Feature/Benefit Questions: Risk Avoidance Questions Benefit and Value Talking Points What method do you currently have in place to back up your company PC and laptop data? What method do you currently have in place to avoid loss of data? Peace of mind; avoidance of financial risk due to loss of data Automatic Backup via Scheduled Backups. Near continuous data protection via auto detection of new and changed files
33 Online Backup Probing Questions Probing Questions Feature/Benefit Questions: Security of Data Question Benefit and Value Talking Points How secure is your stored data? How critical to your business is the security of stored data? Integrity of data Secure data during transport via 128-bit encryption. Secure data during storage via 448-bit Blowfish encryption.
34 Online Backup Probing Questions Probing Questions Feature/Benefit Questions: Accessibility of Data Question Benefit and Value Talking Points How important is it to access and share your data easily? How do your employees access and share data now? Ease of use; ability to access files from multiple locations Quick access to personal data files via store-and-share web access. Office or remote access via web. Ability to share data via web.
36 Online Backup Probing Questions Probing Questions Feature/Benefit Questions: Business Continuity Question Benefit and Value Talking Points In what situations might you need 24/7/365 access to stored data? Business Continuity, minimized disruption of activity. Four ways to restore data, via: Right-Click Restore Virtual Drive Restore Web Restore DVD Restore
37 Handling Objections
38 Safety of Information? How safe is my information? I know that backup is a good idea, but keeping my information online doesn t seem very secure. Page 38
39 Handling Objections All data marked for backup on employee machines, and in MozyPro datacenters is encrypted with 448-Blowfish or AES 256-bit encryption Data en route to Mozy datacenters is protected with 128- bit SSL the same encryption levels used by banks and financial institutions Information is securely stored off-site, in case of anything that may happen on-site Fire sprinklers Spilled coffee, etc. Accessible from anywhere. Information is actually safer when backed up, than just on the local machine! Page 39
40 Bandwidth Hog? I hear that online backup can use up all of my bandwidth and slow my computer to a crawl. That doesn t seem very efficient. Page 40
41 Administrator can control bandwidth usage After the initial backup, only new or changed documents are added to the backup set Subsequent backups take minutes or seconds Bandwidth usage can also be throttled so that more or less of your upload bandwidth is used Page 41
42 Why Should I Pay for a Service When I Can Use Google Drive or Skydrive or some other free service? Page 42
43 Free Services Freemium services come with a tax for usage How are they making money? Viability? i.e. Google effectively owns all content you upload to Drive What s their business model? Will they be around in 6 months? Privacy concerns Are they scanning your content to serve up advertising? Lack of security/encryption Page 43
44 Competition Do Nothing Local Drive / Tapes Online Storage Like Freemium Model Competitors Larger/Enterprise Customers Iron Mountain, Autonomy, and CrashPlan Smaller Customers Rhymes with Kryptonite Page 44
45 Why Buy from Upware? Why should I buy this service from Upware when I can purchase from MozyPro directly? Page 45
46 Why Buy from Upware? Integrated billing. Through Upware, customer can bundle multiple services for customers and bill them all through one place If purchased through MozyPro, separate billing, separate support structure, different pricing Upware support Cloud Desk! One-stop shop for multiple services Page 46
47 Try it Yourself See how the service works yourself Try MozyHome Will make it easier to recommend to others Download at mozy.com/home/free with the address you used to sign up He will increase your free account to 100GB Page 47
48 Thank You Questions?