eFolder Partner Chat Webinar — Making the Case for BDR: Communicating the Value of Business Continuity to Clients

eFolder’s Vision for the Open Cloud

© 2016 eFolder, Inc. All Rights Reserved.1

eFolder Cloud

Rapidly evolving SMB needs

Software

IT managed services

Storage Compute Recovery

Making the Case for BDR: Communicating the Value of Business Continuity to Clients

Neeraj PeriwalProduct Marketing [email protected] linkedin.com/in/neerajperiwal

Agenda

• Introduction: SmartPath Technologies• Partner Challenges• Client Concerns• Introducing eFolder BDR for Replibit• Partner Testimonials• Crash Course: Overcoming Client

Objections• Questions and Discussion

3 © 2016 eFolder, Inc. All Rights Reserved.

Partner Introduction


SmartPath Technologies

5

Clients in and around western Kentucky

Founded in 2006

BDR required for every managed services client

Clients include dental offices, legal practices, medical firms, and other SMBs

125 clients

© 2016 eFolder, Inc. All Rights Reserved.

Partner Challenges

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• Clients using tape or consumer-grade backup

• Difficult-to-predict cash flow as a result of client data growth

• Difficulty in choosing best BDR solution from a technical and cost perspective


Client Concerns

7

• Inadequate, rudimentary backup strategies

• Unpredictable backup costs due to growing on-premises data

• Significant risk of extended downtime in the event of a disruption or disaster


eFolder’s Vision for the Open Cloud


eFolder Cloud

Rapidly evolving SMB needs

Software

IT managed services

Storage Compute Recovery

9

eFolder BDR for Replibit

eFolder BDR for ReplibitAn end-to-end backup and disaster recovery solution

that bundles Replibit backup software, featuring chain-free backup technology, and the massive cloud storage

and recovery capabilities of the eFolder Cloud


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How it Works


BDR Backup/Virtualization

Appliance

eFolder Continuity Cloud

3. Emergency in-the-cloud virtualization and recovery

ServerAgent

eFolder Storage Cloud

Global Management Portal

Replibit Vault

Users

Disaster recovery options: 1. Download 2. Disk shipment

eFolder BDR for Replibit

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Key Features

• Business-class:– Powerful image-based backup software– File-level recovery and granular recovery for Exchange– Free and fast pre-seed service– Backup to the eFolder Cloud– Encryption with partner- or user-owned encryption keys – On-site or cloud-based virtualization and recovery

• Flexible and reliable:– eFolder-supplied BDR appliances or build-your-own BDR options– Small client options for protecting single server environments– Recovery flexibility – P2V, V2P, V2V, P2P– Multiple recovery options, including eFolder Continuity Cloud

• Channel-ready– Multi-tenant model– Partner branding– Robust monitoring and alerting


Partner Testimonial: SmartPath Technologies

Client Case Study: Electrical Contractor


• What issues did this client have with their server?

• How were they able to recover quickly after their server hardware failed?

• What unique aspects of eFolder BDR for Replibit enabled the client to have full trust in their backups?

Client Case Study: Electric Distributor


• What were the problems with this client’s prior backup strategy?

• Why didn’t this client adopt a BDR solution long before?

• How were you able to bring the cost of business continuity down to a level the client could afford?

Choosing Products and Vendors


67%SmartPath

Technologies’ gross margin on eFolder BDR

for Replibit

Crash Course: Overcoming Client Objections


• Emphasize costs of downtime– Focus less on backing up data and more on ensuring

business continuity

• Prepare to quantify benefits and cost savings of BDR

• Fix pricing and package BDR as part of managed services offering

Questions for Willie


• Why do you consider it so important to bundle BDR as a part of a complete managed services offering?

• What factors made you consider adopting Replibit for your BDR offering?

• Where do you source your hardware from?

• How do you frame the conversation around backup and data protection?

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Pricing: eFolder BDR for Replibit



Selling and Marketing BDR

Chock-full of educational marketing and selling tools, including:• White papers• Blogs• eBook• Video• Brochure• And much more!

Questions & Discussion

Thank you!

Neeraj PeriwalProduct Marketing [email protected] linkedin.com/in/neerajperiwal

Technology

eFolder Partner Chat Webinar — Making the Case for BDR: Communicating the Value of Business Continuity to Clients