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CONTENTS

Introduction .......................................................................................

Cloud Market Growth .......................................................................

Tackle the 6 Myths of Cloud Services .............................................

#1: Hybrid Cloud Backup .................................................................

#2: Cloud Archiving ...........................................................................

#3: Disaster Recover in the Cloud ..................................................

#4: File Sync and Share in the Cloud ..............................................

#5: Cloud Storage ..........................................................................

#6: e-Discovery in the Cloud ...........................................................

Cloud Data Protection From One Vendor ......................................

Tips on How to Sell Cloud Solutions ...............................................

Summary ............................................................................................

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INTRODUCTION

No longer just a fluffy IT buzzword, the cloud is here to stay.

Source: The 2016 State of IT Report

According to Spiceworks’ State of IT Report, the cloud is here to stay. “One of the major benefits of cloud services, especially for small business, is scalability. The cloud is helping IT departments scale infrastructure and keep costs low.”

And, IT departments need to achieve both of these objectives. According to Spiceworks’ IT Budget Report, 57 percent of IT pros saw their company’s revenue increase from 2014 to 2015, while only 33 percent saw their IT budget increase accordingly; 44 percent saw no change and 12 percent saw a decrease in their IT budget.

This eBook describes 6 different cloud solutions/services that your customers will buy including:

Each of these cloud solutions provides your customers with very specific benefits as it relates to protecting, sharing, and working with their data. Understanding this helps you educate your customers and helps them decide which solution best meets their specific needs. It also provides you, the service provider, with an array of new cloud services to add to your product portfolio, better serve your customers, and generate incremental revenues.

1. Cloud Backup

2. Cloud Archiving

3. Disaster Recovery in the Cloud

4. File Sync and Share in the Cloud

5. Cloud Storage

6. E-Discovery in the Cloud

Contents Cloud Market Growth

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CLOUD MARKET GROWTH

THE GOOD NEWS ABOUT THE CLOUD IS THAT THE MARKET IS GROWING, WHICH IS WHY

YOU WANT TO CONSIDER INCORPORATING CLOUD SOLUTIONS INTO YOUR PRODUCT

PORTFOLIO NOW!

• The global cloud computing market in 2014 was $160 billion dollars.

• Thirty-seven percent of United States small businesses are adapted to the cloud, and an anticipated 78 percent will be fully cloud operational by 2020.

• The European SMB Cloud Service market will grow from €18.9B this year to €30.1B in 2018, attaining a 17% compound annual growth rate (CAGR).

• Sixty-four percent of SMBs in Western Europe are already using cloud-based software, using three applications on average.

• Eighty-five percent of current cloud users say they are confident in their provider’s capability to ensure a secure environment.

• Eighty-two percent of businesses have saved money by utilizing cloud technology for their company.

Introduction Tackle the 6 Myths of Cloud Services

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TACKLE THE 6 MYTHSOF CLOUD SERVICES

When looking at the growth predictions for SMB cloud computing, it is clear that most SMBs are ready to move their applications

to the cloud. An article posted on CloudTweaks summarizes the myths about cloud computing. The table below provides a synopsis

of these myths and how you can address them.

Myth Tackle the Myth

1. The cloud vendor is spying on our data.

The reputation and brand of the cloud vendor depends upon privacy. With data encryption, only the owner of the data has access to the data.

2. The cloud is not secure.

Cloud solution providers have spent years focusing on cloud security and continue to heavily invest in security and data privacy. Be sure to select solutions that have security such as 2048-bit SSL management channel encryption, AES-256 data encryption in transit and at rest, and Tier-IV designed datacenters that are SSAE 16 certified.

3. Cloud computing is expensive.

A cloud service is more affordable because of the economies of scale (e.g., the cloud provider buys in bulk), while also eliminating the costs a customer will pay for the physical hardware and software for an on-premises solution. A cloud solution is also an operating expense (versus a capital expenditure for an on- premises solution). To further reduce a customer’s investment, you can offer expertise, training, maintenance, support, and eliminate the customer’s costs associated with in-house technical resources.

4. Cloud computing is slow.

Consider a solution that features hybrid backup, remote access to services, device flexibility, and data sharing capabilities — all of which will improve operations and productivity.

5. Business without cloud is possible.

If you have a hosted website or use Gmail, Outlook, Google Drive, or Dropbox, you are already a part of the cloud computing world.

6. Cloud computing keeps a business small (e.g., restricts my organization’s growth).

With a cloud service, you can easily switch to larger plans as your business grows. In fact, a cloud service is the easiest environment to expand because of its flexibility. In addition, because you save money on set-up, you achieve scalability at a lower price point, making it easier to grow your business.

Cloud Market Growth #1: Hybrid Cloud Backup

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#1: HYBRID CLOUD

BACKUP

Why Hybrid Cloud BackupSMB organizations have two challenges when it comes to purchasing data backup and recovery solutions.

1. Many SMBs do not have a data protection solution because of limited budgets. In fact, according to a 2015 Acronis SMB Survey:

• 25.8 percent of SMBs don’t have a backup system in place because of budget limitations and costs.

• Furthermore, when it comes to choosing a backup solution, cost is the second most important factor.

2. Even as more SMBs realize the importance of backup and recovery, these organizations are beginning to also realize that they can still lose data with only one backup copy. As a result, it is important to follow the 3-2-1 rule of backup, which requires a hybrid solution.

THESE TWO CHALLENGES — BUDGET LIMITATIONS AND THE NEED FOR HYBRID PROTECTION — ARE DRIVING MORE SMBS TO CONSIDER HYBRID CLOUD DATA PROTECTION SOLUTIONS.

Customer Opportunity

• On-premises backup and recovery solutions require your customer to make a capital investment in hardware and software. In addition, they must also invest in the IT resources to manage the solution. A hybrid cloud backup service is an operating expense item and is significantly less than an on-premises solution.

• With a hybrid cloud solution, your customers store data both locally and in the cloud. Local backups are ideal for a quick restore; an offsite copy is ideal for fast, reliable recovery from any major disaster.

Use caseHybrid cloud backup is about the rapid recovery of production data when that data is lost or corrupted on your production/operational systems. For example, one of your customers updates their operating system on selected servers and unfortunately, the update corrupts some of their data files. With hybrid cloud data backup, the customer can recover this data from a copy of the local or cloud data backup.

Tackle the 6 Myths of Cloud Services Read more about Backup #1

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HYBRID CLOUD BACKUP (A.K.A. LOCAL AND ONLINE BACKUP) IS ABOUT KEEPING PRODUCTION DATA SAFE IN THE CLOUD AND ON LOCAL DRIVES IN THE EVENT OF A HARDWARE/SOFTWARE FAILURE, USER ERROR, HARDWARE/SOFTWARE UPDATES, DATA CORRUPTION, THEFT OF DEVICES, AND SO ON.

Market Opportunity According to Spiceworks’ State of IT Report, online backup and recovery is the #1 or #2 cloud service (dependent on company size) that IT professionals plan to start using in the next 6 months.

5 Benefits of Selling Cloud Backup1. Expand your product/service portfolio with a service that generates incremental revenues fast.

2. “Lock in” existing customers and reduce churn.

3. Attract new customers with a broader product portfolio.

4. Leverage your current services infrastructure with an offering that helps every business protect their data.

5. Increase revenues by selling more storage to your customers.

AS A SERVICE PROVIDER, OFFERING CLOUD BACKUP TO YOUR CUSTOMERS IS A GOOD “STARTER SERVICE” IF YOU ARE LOOKING FOR “LOW HANGING FRUIT,” VENTURING INTO CLOUD SERVICES, OR WANT TO ADD A CLOUD SERVICE TO YOUR EXISTING PORTFOLIO. YOU CAN THEN EXPAND YOUR PORTFOLIO TO INCLUDE OTHER CLOUD SOLUTIONS.

#1: Hybrid Cloud Backup #2: Cloud Archiving

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#2: CLOUD

ARCHIVING

Why Cloud ArchivingSome IT professionals confuse data backup and data archiving and do not know that there is a difference.

Based on a study of more than 3,000 corporate storage infrastructures, as much as 40 percent of data stored on every disk drive spinning in a company is occupied by data that hasn’t been referenced in the last month, six months, or one year. That means, when your customer backs up their drives to the cloud, 40 percent of that information isn’t required for day-to-day use. When they recover their backup, a lot of bandwidth and recovery time is allotted to recovering data that should be archived because it is not required for day-to-day operations.

WHILE CLOUD BACKUP IS ABOUT PROTECTION OF PRODUCTION DATA, CLOUD ARCHIVING IS ABOUT THE SECURE RETENTION OF OLDER, RARELY REFERENCED DATA AND THE EASY RECOVERY OF THIS DATA ONLY IF AND WHEN YOUR CUSTOMER NEEDS IT.

Use Case Cloud archiving is an alternative to archiving data on drives or tapes, separate from your production data. Typically, data is uploaded to a cloud archive based on access dates that can be configured by each customer. For example, if a file hasn’t been accessed in six months, the cloud archiving system will recognize this and:

1. Automatically upload the file from the on-premises system to the cloud archive

2. Automatically delete the file from the on-premises system

3. Let you search for the file in the cloud via metadata

4. Retain data in accordance with your company’s data retention policies

The aim of a cloud archiving service is to provide a data storage environment as a service that is optimized for long-term data retention, security, and compliance with

data regulation policies.” 1

1 http://www.computerweekly.com/feature/Cloud-archive-What-it-is-and-what-types-of-cloud-archive-services-exist

#1: Hybrid Cloud Backup Read more about Archiving #2

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Market Opportunity According to The Radicati Group, Inc.’s study entitled, Information Archiving Market, 2014-2018, the on-premises information archiving market is showing signs of slowing down in favor of cloud-based solutions.

The study cites that the reason for this is that in the past, organizations were hesitant to adopt cloud-based solutions for information archival because they considered it less secure than on-premises archiving.

SINCE MANY CUSTOMERS ARE NOW MOVING THEIR EMAIL SERVICES TO THE CLOUD, THIS IS REMOVING THE BARRIERS AND DRIVING GREATER ADOPTION OF CLOUD ARCHIVING.

#2: Cloud Archiving #3: Disaster Recovery in the Cloud

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#3: DISASTER

RECOVERY IN THE CLOUD

Why Disaster Recovery in the CloudSome IT professionals do not see a difference between data backup and disaster recovery (DR). In fact, according to the 2015 Acronis SMB survey, over 36 percent of respondents say they see no difference between the two services.

Use Case With disaster recovery in the cloud, all critical data is pre-loaded based on the DR options an organization chooses (discussed on the next page).

When a disaster happens, the organization can run their production systems using the DR service, up until the time that the primary systems are back on-line.

What makes disaster recovery in the cloud different than cloud backup is the recovery time, which ensures business continuity.

THE ULTIMATE GOAL OF DISASTER RECOVERY IN THE CLOUD IS TO PROVIDE AN ORGANIZATION WITH A COMPLEMENTARY, REDUNDANT ENVIRONMENT ON-DEMAND AND AT THE READY WHEN A DISASTER HAPPENS

The Cloud and Disaster RecoveryDo you see a difference between data backup and server disaster recovery ?

63.6 %YES

36.4 %NO

#2: Cloud Archiving Read more about Disaster Recovery #3

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Disaster Recovery Options With disaster recovery in the cloud, you need a DR service that ensures agreed-upon, flexible Recovery Time Objectives (RTOs), Recovery Point Objectives (RPOs), and price points, including support of the following options:

WITH DR IN THE CLOUD, YOU CAN ALSO REALIZE INCREMENTAL REVENUES FROM SELLING ADDITIONAL CLOUD STORAGE AND COMPUTING POWER.

Hot – A redundant environment is up and running in parallel with the primary, leveraging system or application-level replication.

Use case: critical production servers

Warm – Copies of the servers are on stand-by and the cloud vendor spins up the servers on request.

Use case: the majority of production servers

Cold – Backup images of your servers are stored in the cloud. When requested, the cloud vendor restores the servers and loads the data.

Use case: secondary servers

1. Ensures outstanding business continuity with aggressive RTO and guaranteed SLAs.

2. Reduces downtime from days to minutes and seconds.

3. Reduces infrastructure costs by eliminating need for a duplicate DR infrastructure.

4. Reduces risks of DR failures with scheduled and on-demand DR testing.

5. Provides an additional feature set to make the DR faster, simpler to use.

6. Eliminates capital expenditure on hardware, software, and services.

7. Provides access to dedicated DR experts

7 Benefits Your Customers Will Realize With a DR Cloud Solution

#3: Disaster Recovery in the Cloud #4 File Sync and Share in the Cloud

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#4: FILE

SYNC AND SHARE IN

THE CLOUD

Why File Sync and Share in the CloudCloud-based file sync and share (FSS) lets users:

• Be more productive by having the files they need, wherever they are, all the time, on any device

• Be more effective by sharing documents and collaborating with customers, partners, and colleagues

• Keep their business files safe and private with controls that secure their data and an audit trail that lets them know what is happening with their data

ACCORDING TO THE FIFTH ANNUAL BROTHER SMALL BUSINESS SURVEY,2 41 PERCENT OF SMALL BUSINESS OWNERS INDICATE THAT MOBILE DEVICES, SUCH AS SMARTPHONES AND TABLETS, ARE THE TOP TECHNOLOGY THEY REQUIRE TO RUN THEIR BUSINESSES.

A Growing Need for Cloud FSS Solutions• Employees want to use mobile devices to

seamlessly access and work on business content such as customer proposals, service agreements, service orders, and so on.

• Business owners and managers are seeing the advantages of using mobile devices for company business.

• Most employees want to use their personal devices for work (BYOD).

Market Opportunity In a 2014 FSS 2014-2018 study by International Data Corporation (IDC), IDC states that the global SMB FSS revenue exceeded $400 million in 2013 and predicts that the overall SMB business FSS market will continue to grow an average of 34 percent per year to $1.8 billion in 2018.

2 By Brother International Corporation, in partnership with SCORE

#3: Disaster Recovery in the Cloud Read more about File Sync & Share #4

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5 Benefits Your Customers Will Realize With FSS in the Cloud1. Transform mobile devices, including BYOD, into a secure and private business platform.

2. Respond faster to critical business events — including customer inquiries — and improve customer service.

3. Retain more customers, attract new customers, and grow revenues by improving service to customers.

4. Improve productivity and collaboration because employees can easily share data and files with colleagues, customers, and partners.

5. Implement safe BYOD sync and share using the controls and visibility required by IT while providing the ease of use that employees demand.

1. Secure methods for end users to share content with both internal and external constituents across any device.

2. Comprehensive security and privacy, strong authentication, and over-the-air and on-device encryption and data protection.

3. User controls for sharing files and folders and managing what others can do with shared content.

4. Granular audit trail of operations, data, and users.

5. Secure storage of data in your private cloud infrastructure.

6. A multi-tiered, multi-tenant application ensuring security isolation and performance between tenants.

7. Management console for IT Administrators to control security settings, sharing policies and user devices.

The Right FSS Solution: 7 Key Features

#4 File Sync and Share in the Cloud #5 Why Cloud Storage

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#5: WHY

CLOUD STORAGE

Why Cloud StorageMany individuals confuse cloud storage with cloud backup or with file sync and share. However, in this document, we differentiate these three cloud services because each solution is designed to solve a specific business problem. For example:

• Cloud backup is about keeping backup copies of your operational data in the cloud to protect the data that lives on your local hard drives, NAS, or SANs.

• With file sync and share, you store data in the cloud so you can share the data and collaborate with internal and external colleagues.

Cloud storage is a good alternative for SMBs that lack the capital budget and/or technical personnel to implement and maintain their own storage infrastructure.3 It also reduces storage costs, improves worker productivity, and provides access to data anytime, anywhere.

3 http://searchstorage.techtarget.com/definition/Storage-as-a-Service-SaaS

1. In cases where a customer has already purchased cloud backup or disaster recovery in the cloud, many will eventually need more cloud storage space as their company and data volumes grow.

2. In addition, as more and more organizations use cloud-based applications, they will also need additional cloud storage as the number of cloud applications and data vol-ume grows.

3. SMBs, in particular, are starting to see the benefits of cloud storage as their primary storage infrastructure, making operational data available online and replacing NAS or SAN. Cloud storage (also called Storage as a Service or Standalone Cloud Storage) is an effective alternative for traditional on-premises storage.

3 Reasons Why Your Customers Want Cloud Storage

#4 File Sync and Share in the Cloud Read more about Cloud Storage #5

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Market Opportunity Technavio’s analysts estimate that the global standalone cloud storage market will reach $13 billion by 2019, demonstrating a CAGR of 31.12% over the period 2014-2019. The Americas account for the largest demand of standalone cloud storage globally, constituting around 60 percent of the market, closely followed by Europe, Middle East & Africa (EMEA) and Asia Pacific (APAC).

Source: Technavio Research

Standalone Cloud Storage

Customer Benefits

#5 Why Cloud Storage #6 e-Discovery in the Cloud

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#6: e-DISCOVERY

IN THE CLOUD

What Is e-Discovery in the Cloude-Discovery in the cloud can be a confusing term. It can mean different things to different people because vendors sell many tools related to e-Discovery and the cloud. Here are some brief definitions according to Christine Taylor, an analyst at the Taneja Group.

1. e-Discovery on data stored in the cloud: A cloud provider stores data in the cloud with no special provisions or considerations about e-Discovery.

2. Cloud-based e-Discovery: A hosting provider runs e-Discovery processes on data that is stored in the cloud. This comes in two forms:

• An organization can archive data with a hosting provider with the specific understanding that the service provider can and will do e-Discovery on the data if/when the need arises.

• An organization keeps its data stored on-premises and in case of legal trouble, it collects the relevant data and sends it to a cloud provider for e-Discovery services.

3. e-Discovery application delivery in the cloud (or software as a service (SaaS)): An organization uses a cloud provider’s e-Discovery application software. This service typically covers one of several e-Discovery processes, such as collection, preservation, or review.

For purposes of this document, we will focus on the third definition: using the cloud for e-Discovery application delivery.

4 http://searchstorage.techtarget.com/definition/Storage-as-a-Service-SaaS

As a practice, e-Discovery runs from the time a lawsuit is foreseeable to the time the digital

evidence is presented in court.”4

#5 Why Cloud Storage Read more about eDiscovery #6

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Market Opportunity Gartner estimates that the enterprise e-Discovery software marketplace was $1.8 billion in total software revenue worldwide in 2014, an increase of 10.6 percent from 2013. The five-year compound annual growth rate (CAGR) approximates 12 percent.

8 Tips for Selecting the Right e-Discovery Service for Your Customers

1. Data ownership: The customer must own the data. Also be sure to address what happens in the event that your customer is subject to a merger or acquisition, bankruptcy, divestiture or any event leading to the termination or alteration of the relationship.

2. Data location: Identify and agree on where the cloud infrastructure will be located. Some jurisdictions have different data privacy and e-Discovery rules.

3. Data security and encryption: Ensure that the service provides access control management and that data is encrypted at rest and in-transit and is protected from hacker attacks.

4. Data search: Identify whether search is via metadata and/or full text.

5. Data export and response times: Identify how you will export the data in what format, and how long it will take to download a large collection of data.

6. Data backup: Ensure that any data for e-Discovery is backed up in accordance with the 3-2-1 rule.

7. Data destruction: Be sure you can automate the archiving, retention, and disposition of information in accordance with the customer’s policies and that you can suspend any automated deletion policies during litigation.

8. Your relationship with the customer: Get agreement on how you will respond to third- party requests for data. The customer may want written assurances that it will be notified of requests to protect intellectual property and defend against bogus claims.

#6 e-Discovery in the Cloud All Cloud Data Protection Solutions From One Vendor

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ALL CLOUD DATA PROTECTION SOLUTIONS

FROM ONE VENDOR

MOST CLOUD PROVIDERS TEND TO SPECIALIZE IN SELLING ONE, OR PERHAPS A FEW, OF THESE SIX CLOUD SOLUTIONS. IN ORDER TO OPTIMIZE YOUR PORTFOLIO

INVESTMENT, YOU, AS A SERVICE PROVIDER, CAN REALIZE MANY BENEFITS FROM PARTNERING WITH JUST

ONE CLOUD SOLUTION VENDOR.

1. Get integrated solutions built on a unified cloud infrastructure and better meet the unique needs of your customers.

2. Optimize your IT resources and reduce technical training by managing onlyone cloud infrastructure.

3. Maximize your relationship with one cloud vendor who understands all “things about data protection.”

4. More easily meet your customers’ data protection needs and eliminate customer confusion by pitching one integrated portfolio of cloud solutions.

5. Optimize volume discounts by centralizing your purchases with one vendor.

5 Reasons to Partner with One Cloud Solution Vendor

#6 e-Discovery in the Cloud Tips on How To Sell Cloud Solutions

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TIPS ON HOW TO SELL CLOUD SOLUTIONS

1. Sell to the markets you know, either geographic or vertical.

2. Upsell and cross-sell to existing customers to reduce churn.

3. Target customers, who previously purchased on-premises solutions, and elevate them to the cloud.

4. Add managed services such as consulting, implementation services, maintenance, and other professional services.

5. Look for opportunities to sell additional cloud storage.

6. Bundle cloud data protection solutions with other solutions (e.g., cloud data protection plus an anti-virus software or Windows® Azure™).

7. Listen to the customer’s problems before you pitch; the customer may not know exactly what he/she needs.

8. Nurture a trusted relationship with a consultative, educational selling style to better compete with larger cloud providers.

All Cloud Data Protection Solutions From One Vendor Summary

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SUMMARY

The cloud has arrived and even those few businesses that have reservations about storing their data in the cloud will soon realize that the cloud is the status quo. Because cloud solutions offer better value and are less expensive than on- premises solutions, SMBs need to consider cloud solutions in order to remain competitive. As a service provider, you need to consider expanding your product portfolio to be ready and capitalize on this market opportunity.

Many of your customers may think that protecting their data in the cloud is only about data backup. While hybrid cloud backup is a good “starter solution,” there are other cloud solutions that your customers may not have considered that also protect their data and their business. As a service provider, the timing has never been better to educate your customers on the importance of cloud solutions for archiving data, disaster recovery, sharing data, storing data, and managing and protecting e-Discovery data.

About Acronis

Acronis sets the standard for new generation data protection through its backup, disaster recovery, and secure access solutions. Powered by the AnyData Engine and set apart by its image technology, Acronis delivers easy, complete, and safe backups of all files, applications, and OS across any environment — virtual, physical, cloud, and mobile.

Founded in 2003, Acronis protects the data of over 5 million consumers and 500,000 businesses in over 130 countries. With its more than 100 patents, Acronis’ products were named best product of the year by Network Computing, TechTarget, and IT Professional and cover a range of features, including migration, cloning, and replication.

For additional information, please visit www.acronis.com. Follow Acronis on Twitter: http://twitter.com/acronis.

Tips on How To Sell Cloud Solutions References

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For additional information, please visit http://www.acronis.com

To purchase products, please visit http://www.acronis.com/en-us/company/contacts.html#international to find an Acronis office or authorized dealer.

Copyright © 2002-2015 Acronis International GmbH. All rights reserved. Acronis® and the Acronis logo are trademarks of Acronis International GmbH in the United States and/or other countries. All other trademarks or registered trademarks are the property of their respective owners. Technical changes and differences from the illustrations are reserved; errors are excepted. 2015-11