Transcription

1 Playbook

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3 Welcome to RushFiles Thank you for becoming a RushFiles reselling partner. First let us explain why we re so happy about you being our partner. We want companies to be successful. We want to enable people to excel and get the most out of themselves. That s not a strategy, that s who we are. It is something that is in our DNA. We are RushFiles. We know our way around in the cloud industry. Our company was founded in 2012, we rely on the vast knowledge and decades of experience within our team. A solid base that we are very proud of. We are straightforward. We do what we say. We are pragmatic and hands-on, accessible and easy-going. No unnecessary small talk, but focused on making our product better and helping you. We keep it simple. We re a team of smart people constantly working to get better and always be one step ahead. Probably all the things mentioned above is applicable to your team as well. That s what we love and need in a partnership. Because you are the one who is going to sell our solution to your customers. We can t wait to conquer the world together. The cloud industry is evolving rapidly. That means we need to look forward and be innovative. We were definitely not the first to create a sync and share solution. But we are the first who created an easy to use secure corporate solution. In this sales kit we re going to tell you everything you need to know when it comes to selling our product. Welcome to RushFiles

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5 Sales Thank you! We re so excited that you re about to start offering RushFiles to your customers. Offering the best corporate file sync and share solution to your customers will definitely optimize your profit. You re now able to meet your customer demands with a solution that is deployed and supported directly by your own infrastructure. You will not only gain revenues from your own sync and share solution, but also from selling storage on your infrastructure. Storage of critical business data is a massive churn killer. Our solution has great bundling options, you can increase sales by adding services additionaly. The next logical step for customers who already use a sync and share solution from you as their trusted provider.

6 The corporate file sync and share market Let s start with a quick view on the corporate file sync and share market. Corporate file sync and share is the answer to trends such as consumer file sync and share and Bring Your Own Device. The market has grown rapidly in recent years and will have an estimated annual growth rate of 26% for the next 3 years, reaching a total value of more than 45 billion in B B 2016 Mature market 18.9B 23% annual growth rate Maturing market 7.6B 27% annual growth rate Developing market 4.1B 39% annual growth rate Who is your customer? And what are their challenges? We have defined three groups of SMB customers. Since no two customers are alike, please be aware of the challenges and problems these different groups are facing employees employees employees Problem They have no IT resources They have no on premise servers They are not aware of the differences between file sync and share solutions for consumer and for business They actually use consumer sync and share solutions They want local support They listen to a trusted supplier Solution Our solution is as easy to use as consumer storage solutions and easily installed on any on premise server and in any data center of a reseller. Competition Dropbox, Google Drive, OneDrive Problem They have mobile demands They have the need for a corporate file sync and share solution Security of data becomes an issue Solution Our solution offers advanced security features and enables user to easily access corporate files from any device. Competition Dropbox, Google Drive, OneDrive Problem They have mobile demands They have the need for a file sync and share solution Security of data becomes an issue Regulation and compliance becomes an important aspect Solution Our solution integrates into IT security policies and offers advanced management features to keep full control over the users access to shares and files in the company. Competition Box, Dropbox, Google Drive, OneDrive, Nomadesk, Hightail, Workshare, etc.

7 What you need to know about whom you re up against Consumer file sync and share and the Bring Your Own Device trend have driven adoption of business applications like instant collaboration and file sharing. However, companies are often turning a blind eye on the use of consumer file sync and share like Dropbox and Google Drive. But corporate data is not safe when stored on unmanaged infrastructures, resulting in security and compliance threats and companies have no idea of what data is shared with whom. The solution we offer enables your customers to be in full control of their data. Your customer will always know where their data is stored, be it on-premise or in your data center. That s the most important difference between our solution and the most used consumer file and sync solutions. RushFiles integrates into existing IT security policies. We make sure the IT department always has full control over user access to the shares and files. They can always remotely wipe all files and folders from a user s device. With this feature we ensure that confidential information does not fall into the wrong hands. feature comparison available (pdf) Easy to use Dropbox OneDrive Google drive Egnyte Box Ctera OwnCloud Hightail Accellion Sharepoint Workshare Citrix Secure We guarantee safe and easy access from any device, a full file structure while offline and offline synchronization. We enable your customer to access his data in a user-friendly and secure way. Our solution is as user-friendly as consumer-based solutions, but with additional security and administration features. We built it to be intuitive and fully integrated with normal day-to-day working to ensure fast adoption. That s something your customers will love to hear.

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9 Marketing We offer you the possibility to white label and rebrand our solution. You can easily make it your own sync and share solution by applying your own look and feel to the web interface. Being a large provider, you may want to have all mobile and desktop clients rebranded. No problem, we made it possible. To enable you to sell our solution to your customers, we created some marketing collateral for you. These sheets, templates and texts help you understand our product and enable you to sell our product better. Of course all the material is available white label, so you re in control of marketing. Contact us for all information regarding white label and rebranding.

10 Sales pitches 15 second Pitch Our corporate file sync and share solution is as user-friendly as consumer based solutions, but with additional essential corporate safety. Our solution enables you to safely migrate the file server to your private cloud and provides easy access to corporate files from any device, while always knowing where the data is stored and who has access to it. 30 second Pitch Our corporate file sync and share solution is as user-friendly as consumer based solutions, but with additional essential corporate safety. Using consumer file sync and share solution means that your IT department has absolutely no idea where the data is stored and who has access to it. Our solution enables you to safely migrate the file server to your private cloud. With our solution you can easily access your corporate files from any smartphone; tablet or computer, while always knowing where the data is stored and who has access to it. You will stay in control of you valuable company data. 60 second Pitch Our corporate file sync and share solution is as user-friendly as consumerbased solutions, but with additional essential corporate safety. Using consumer file sync and share solution means that your IT department has absolutely no idea where the data is stored and who has access to it. In a time where corporate data probably is you most valuable asset, you need certainty about the safety and accessibility of your files and folders. Your data is not safe when stored on public cloud, resulting in security and compliance threats and having no idea of what data is shared with whom. Migrating your file server to the cloud is a big step for most companies. If you do that, you want to know where your data is located and who has access to it. Imagine what would happen if your data falls into the wrong hands. Our solution offers major benefits for both users and IT admins. Users benefit from the easy sync and share functionalities. IT admins benefit from the built-in security and the easy user management. Our solution enables you to safely migrate the file server to your private cloud. With our solution you can easily access your corporate files from any device while always knowing where the data is stored and who has access to it.

11 End-user benefits End-user benefits available (pdf) Easy access Easily access corporate files from any smartphone, tablet or computer. Even when you re offline. Safe access Easily access corporate files from any device. Just install our client application. Even if you don t have your own computer near you, you still have secure access to your files through a secure web interface from any computer. Access to all your corporate date With corporate files taking up terabytes of storage, our unique file systen, enables the users to have a local view of the entire corporate filestructure available on any device, without taking up any space on the device. This way, the user can easily search in the file structure and only download the files needed. The file structure is even available when the device is offline. Offline synchronization Simply select folders to sync for when you have Internet access again. This way you are always up-to-date. Bulk download for offline working Just two clicks and you re downloading an entire folder or file structure, giving you access to work on your files offline. Easy sharing Easily share files with anyone in or outside the company. Working together became a lot easier. Sharing was never easier Share files with anyone securely with fine-grained controls. Put the files on the company s share and your colleagues will immediately have access to the files. You can easily share large files with your partners without having to worry about uploading files. Wasting time by packing files or sending multiple s because the recipient cannot receive large files is a thing of the past. Share with people outside the company Working together is much easier when you can share files with people outside the company. Everyone has the right access to files while knowing that the IT department is making backups of the files. You do not compromise on internal security policies and you have complete control over the different user rights. Control what s happening Get notified when files or folders are changed. Individual users can manage their notification settings. All work on the same file Always be sure that everyone is updated with the latest version of a file. When you re saving files you re working in, they are updated automatically across your team. You can finally stop sending s with updated files. Easy management Manage shares and folders, optionally through integration in your Active Directory. Administrators are in control of the users access to the shares and files in the company. Trusted data location You always know where your data is stored, be it on-premise or in your providers data center. Our solution integrates into existing IT security policies and we make sure the IT department always knows where the data is and who has access. Easy user management The administrator has full control over user access to the shares and files. See when the user has accessed the system, from which device and with what IP. This gives the admin a unique overview of the user activity. Manage shares and folders In most companies, different departments have different network shares. You can easily make different shares for all the departments in your company. You can even apply finegrained user rights to each share or folder. Remote wipe of devices The administrator can always remotely delete all the files and folders from a user s device. Ensure that confidential information does not fall into the wrong hands.

12 Your website To help you with creating a corporate file sync and share webpage, we created a text which you can paste on your website. Rushfiles Landing Page Outline This outline contains examples and best practices to create a conversion driven landing page for your sync and share solution. First, some best practices Don t put automatic sliders or extensive animation on your page (at least above the fold). They diffuse the message and take away the users feeling of control. People are visual animals. Support the copy with visuals. You can even make a video (no longer than around a minute). This also helps with SEO. Lists of specifications are great for when prospects want to dive deeper and get into the nitty gritty details, but refrain from having long lists of specifications or feature comparisons on your main landing page. Pitch/ tagline Take control of your business data with -our solution- This tagline outlines what the target audience is (businesses), don t assume it s immediately clear for whom a product is. Pitch/ tagline: Call-to-action button Emotional benefits / Value proposition Call-to-action button Take control now (sign up for package) Get users to immediately go into the sales funnel. This works best with a trial option. Put your package(s) here if applicable. Short description: Easily access business files from any smartphone, tablet or computer, anywhere you are. Even when you re offline. Additional features Testimonials Testimonials support and add credibility to your product. They tell prospects that your product really works for other businesses. It s important to focus on quality testimonials, not quantity. Think about making them available to speak to your prospects when possible. It is a known fact that prospects are influenced by their peers more than by your sales reps when making purchasing decisions.

13 Benefits Access to your files, always. Wherever you are, you will always have access to your files. Just install our client application on your smartphone or computer or access our secure web portal for easy access. Stop sending s. Always be sure that everyone is updated with the latest version of a file. When you re saving files you re working in, they are updated automatically across your team. You can finally stop sending s with updated files See the full file structure without using up all your disk space. You always have a local view of the entire file structure, without taking up any space on your device. Just two clicks and you re downloading an entire folder or file structure. Always know where your data is. Your data is safely hosted in our datacenter, which means you always know where your data is stored. You re in control of your files. Share files with anyone while controlling the file security directly with fine-grained controls. The IT administration has full control over who has access to the shares and files and a unique overview on the user activity, they can even remotely wipe a device when it s lost. Additional features User & group management. Direct integration in your Active Directory gives you fine-grained control over user and group permissions as well as access logs. You ll always know what happens with your data. Available on any device. Use your laptop, desktop pc, tablet or smartphone to access your files anywhere. We have apps for all major platforms. Selective offline synchronization. Take with you only what you need and save disk space. No Internet access? Enable folder synchronization so it automatically syncs when you are online again. Notifications. Be notified when a file is added or changed on your share. This way you always know what is new. State of the art encryption. With military grade enhanced SSL encryption (2048 bit for those who like that geeky stuff) of the data while transferring between clients and servers, even the most sensitive data can be safe with RushFiles. Available in any web browser. Access your files from any web browser, no installation needed. You can view, upload and share your files so you re always able to work, wherever you are. Remote wipe. Uh oh, someone s device or computer is lost or stolen! Rest easy, with remote wipe you make sure no data falls in the wrong hands.

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15 About us We very much value the relationships we have with our partners. Therefore we re always there to help with all the questions you have. We ll do everything that s necessary to make you successful and help you out with all the questions you have.

16 Morten Klank CEO / co-founder mokl@rushfiles.com Morten has been working for 14 years as CEO, CIO and CBDO in the hosting and telco industry in Denmark, and therefore has a thorough knowledge of the Cloud and ITC industry. In 2000, Morten co-founded the data center company Fuzion A/S, where Morten had the technical responsibility. In the years from 2005 to 2010 where Fuzion A/S was sold Morten was CEO of the company. Fuzion distinguished itself by being among the 1% of Danish companies that in 2011 had been appointed as a Gazelle company 5 consecutive years. Fuzion A/S was in 2010 sold successfully In the period , Morten worked as CBDO for Denmark 2nd largest fiber infrastructure company Nianet A/S, where Morten in only two years managed to optimize and fully automate most parts of Nianets delivery and production organization. Martin Haslund Johansson CIO / co-founder mhj@rushfiles.com Martin has worked for 20 years with various aspects of the IT industry from hosting to hardware and software sales, both as a producer and distributor. This gives Martin an insight into how the industry operates. Martin has previously worked with storage solutions to enterprise customers in the Danish market, which has given insight into the problems faced by IT departments today. Problems with drift consumption devices and users own devices connected to corporate infrastructure and the unique secondary issues it provides. Previously, Martin was co-founder of the hosting provider Digiweb Denmark, which grew to be one of the largest players on the Danish market before the company was sold to NASDAQ listed company euro909. From 2005 till 2010 Martin was board member in the gazelle company Fuzion that in 2010 was sold to Danish Nianet (owned by Danish electricity companies).

17 Lone Østergaard Financial Manager Lone Østergaard has worked as head of administration in Fuzion A/S that in 2010 was successfully sold. Lone has expertise in human resources and has had overall responsibility for the finances of the company including cash management, reporting to the bank and the board and responsible for the daily operations of the department. Lone focuses on processes and optimization of workflows, and was a contributing factor to Fuzion A/S was named Gazelle 5 consecutive years. Despite the explosive growth, it has been possible to maintain control, not least because her ability to get the structure of things and guided in the right direction. She s like in against new challenges and is very results oriented. Lone has since 2010 worked as a financial manager in a Danish franchise business, with 7 branches, and in 2012 completed an MBA Diploma exam at Probana.

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19 FAQ If you want to be successful, you need to have all the answers ready for your customers and your sales staff. That s why we made a list with a couple of frequently asked questions to help you take and stay in control of any conversation. These questions help your sales force get a better understanding of the product and can be used for quick reference as well.

20 Reseller FAQs Small and medium businesses worldwide will buy 30 billion in If you want to be in control, you need to have all the answers ready for your customers and your sales staff. That s why we made a list with a couple of frequently asked questions to help you take and stay in control of any conversation. These questions help your sales force get a better understanding of the product and can be used for quick reference as well. What am I selling? RushFiles is the premiere business solution for sharing and synching files across devices, teams and continents. With its easy to use clients and fine grained IT admin controls, it s perfectly suited for the business of today. What is the main difference between consumer share & sync solutions and a business share & sync solution like RushFiles? Consumer share & sync solutions have taken the world by storm. Ease of use and convenience are all great features for workers every day. But this comes with a very high disadvantage. Corporate data gets lost or leaks to outside sources and business do not know where their data resides and to what laws it is subject (Patriot act anyone?). With RushFiles a business always know where their data is, be it on-premise or at your datacenter. They are also in full control of data sharing and rights management. This means IT admin can rest easy knowing sensitive corporate data is and stays safe. What kind of infrastructure is required to start selling RushFiles? * input needed Do I need to install software clients to use RushFiles? RushFiles can be completely used in a web browser, without the need to install a thing. It s possible to sync and share files locally on your desktop or laptop computer. Our desktop client comes with support for Windows and Mac. For mobile and tablets there are ios, Android and Windows Phone clients available. How easy is Rushfiles to use? When synching files locally to a computer, there is no visible difference between a normal folder or a folder synced in the cloud and all our web and mobile clients provide a clear and concise overview of available files as well as the capabilities to share and view online. How scalable is RushFiles? You can start provisioning RushFiles with 1 VPS, which can service up to consecutive users. Storage is mounted separately and adding storage is just a question of hooking up additional storage locations. What security options does an IT admin have? Read, edit, share internally, and share globally. Why do my customer need this? Their current solution lacks in several ways (be it on-premise or cloud). Moving a file server to the cloud or moving away from competing solution can reduce costs. Knowing where the data resides and having fine-grained admin controls ensure safety of their data. RushFiles can integrate into any IT policy seamlessly. Your customers can access and share their business files anywhere they are, on any device they have, providing unparalleled convenience and support for BYOD. The solution is also very scalable, so changing business conditions are no problem. Can I recover deleted or older versions of a file? Yes, using our web based client you can recover any deleted files and older versions, with just a few easy clicks. Is RushFiles deployable in a VDI environment? We fully support the usage of RushFiles in any VDI environment. Talk with us about any optimizations you can do for the best integration in an environment. Who is my target audience? Any business with more than one users that wants to synchronize, share and have access to their files anywhere. Managed service providers might focus on SMB and Enterprise customers, while larger providers (hosters & telco s) might focus on the SOHO & SMB market. Who do I talk to within my customers organization? You will be either talking to a technical buyer, who is concerned about the specific capabilities of the solution or a business buyer, who is more concerned about the business impact of the solution. In smaller organizations, it s mostly a mix of these. Keep this in mind when you start a conversation and try and figure out if they are more technically focused or more business focused. This will greatly impact the course of the conversation and sales process.

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23 Products and pricing

24 A trusted service provider Small and medium businesses worldwide will buy 30 billion in business applications in Various studies indicate that 75% of the SMBs prefer to purchase cloud services from a single trusted provider. They just want to receive one bill for all the services they consume. The average number of cloud business applications used by SMBs is growing rapidly. Providers who become more and more a one stop shop for cloud services and focus on what SMBs consider essential such as bundles and an extensive portfolio of services will be most successful. By adding RushFiles to you cloud services portfolio you enable your customers to make use of a secure corporate file sync and share solution, while you optimize your profits by meeting the customer demands with a solution that is deployed and supported directly by your own infrastructure. You will not only gain revenues from your own sync and share solution, but also from selling storage on your infrastructure. Storage of critical business data is a massive churn killer. Don t let your customers use consumer based solutions, let them use a secure solution from a trusted provider and that still is as flexible as consumer based cloud drive solutions. How to sell RushFiles? We want to make it as easy as possible for our resellers. That s why we offer you a training program in which we will explain all in and outs about the market, our product, our competitive positioning and the benefits for you and you end customers. We offer a whole range of sales and marketing collateral, optionally white labeled. Our info sheets, benefit sheets, battle cards and other materials enable you to inform your customer about the bigger picture of file sync and share solutions and the specific benefits that distinguish RushFiles from the other solutions that are offered. What is easy as well is our pricing model. As a provider you simply pay for the users activated on your system. All software clients are totally free. That makes the billing plan simple and attractive, and provides you with opportunities to generate more revenue on your existing infrastructure. Start upselling Increase sales by linking services to your file sync and share solution. Upselling to SaaS solutions like instant collaboration applications or backup and storage solutions is the next logical step when selling a file sync and share solution. In 2016 almost 50% of all SMBs will use a corporate file sharing business application, more than 30% of SMBs are looking to increase their cloud services by purchasing bundles. SMBs already using business applications experience major benefits as a result, for example increased employee s productivity and cost reduction. Bundling of cloud services will lead to a positive impact on expanding the market size, an increased market share and a more profitable SaaS portfolio. SMB cloud market will grow fast; bundled services are proving to be the future.

25 Some of our partners To give you some examples of how our resellers are selling our solution and what kind of billing plan they use, we created a short overview of some of our partners. Keenondots The Netherlands Keenondots is a Dutch cloud reseller that provides both cloud and managed services. Their cloud services are mainly offered through a partner network. Keenondots sells various web hosting solutions, messaging and collaboration solutions, business applications and infrastructure as a service. Their managed services are primarily offered to enterprise customers. Keenondots serves a wide range of customers: from large multinationals to local IT-solution providers. Keenondots sales program Keenondots is selling RushFiles since October 2014 through their partner network. By using our white labeled sales and marketing collateral, Keenondots is pushing their resellers to sell RushFiles to their end customers. Through partner events Keenondots is educating its partners about the RushFiles features and benefits. Keenondots offering Keenondots offers a RushFiles SMB bundle to their resellers, which consists of 1 TB storage for 10 users. Suggested retail price is 66 per month. Scannet Denmark ScanNet is a Danish cloud reseller and Denmark s largest commercial provider of domains and web hosting services with more than 60,000 domains registered and hosted. ScanNet sells various products, including commercial web hosting, server hosting, domain registration, shopping systems, payment solutions, content management systems, ERP integration, database solutions and IT outsourcing. Scannet sales program ScanNet is focussed on the business segment and have a nationwide network of distributors and partners, servicing mainly advertising agencies and web designers. Through white labeled sales and marketing collateral they re educating their partners about the RushFiles features and benefits. Scannet offering ScanNet offers a simple model; you decide the amount of users and amount of storage yourself. First you select the amount of users, starting at 1,20 per month for one user, including 1 GB of storage. Then you select the amount of storage, starting at 0,66 for 5 GB up to 66,50 for 1 TB.

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27 Skills Join the RushFiles akademi (Danish for academy) today and take full control of your sales and technical skills by becoming a Rushfiles Certified Engineer.

28 To help you and your team get the best in selling RushFiles we are offering a training program that helps them learn everything there is to know about our solution. We have a training program for sales personnel as well as technical staff. Since all training conveniently happens online, you can do it in your own time and at your own pace. Since time is valuable we made sure to make our training as swift and concise as possible. During the training there will be an online exam in which your people will get tested on their knowledge, after which they can proudly call themselves Rushfiles Certified Specialists. Sign up today and get your invite at rushfiles.com/partnertraining