n able backup manager - maximize per-customer revenue through backup final
DESCRIPTION
Data backup is something that everyone who has ever lost data understands. Except that when it comes to business, backup is not about protecting family photos, it’s about keeping the business running. When an SMB loses data or takes days or weeks to recover from loss, the results can be disastrous. Bryan Zimmerman, Product Manager from N-able and Matt Urmston, Director of Product Management from StorageCraft will discuss why it is a great time to be in the backup business: • Money. There is substantial revenue in backup and more SMBs are purchasing it than ever before • Data loss or disaster hurts your customers business which hurts your business • If you don’t provide full service IT, chances are you have competitors that doTRANSCRIPT
N-able Backup ManagerHow to maximize per-customer
revenue through backup
© 2014 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.
Presented By
© 2014 N-able Technologies, Inc. All rights reserved.
Bryan ZimmermanProduct Manager
Bret DayleyMarketing Alliance Director
StorageCraft
Webinar FAQ
25min presentation + 5min Q&A
Copies will be emailed and posted online
Phone: 1-888-200-4200
Access Code: 14152951International numbers: http://bit.ly/1nJBKQw
Ask questions at any time
© 2014 N-able Technologies, Inc. All rights reserved.
Agenda
1. Grow your business
2. Protect your customers business
3. Provide full service
© 2014 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.
Every week 140,000 hard disks drives crash in the United States*
© 2014 N-able Technologies, Inc. All rights reserved.
* Failure Trends in a Large Disk Drive Population by Google Inc.Available at: http://static.googleusercontent.com/media/research.google.com/en//archive/disk_failures.pdf
Every week 140,000 hard disks drives crash in the United States*
© 2014 N-able Technologies, Inc. All rights reserved.
If stacked end to end that would be as long as 153 football fields
* Failure Trends in a Large Disk Drive Population by Google Inc.Available at: http://static.googleusercontent.com/media/research.google.com/en//archive/disk_failures.pdf
Disaster recovery as a service market is expected to grow at
© 2014 N-able Technologies, Inc. All rights reserved.
55.2% to $5.7Bn
According to the DR-as-a-Service report by MarketsandMarketsAvailable at http://www.prweb.com/releases/disaster-recovery-DRaaS/DR-as-a-service-market/prweb10641984.htm
1. Grow your business
© 2014 N-able Technologies, Inc. All rights reserved.
More Services = More Revenue
Basic Service
• Remote Monitoring
• Maintenance
Full Service
• Remote Monitoring
• Maintenance
• Patch Management
• Managed Security
• Backup and Disaster Recovery
© 2014 N-able Technologies, Inc. All rights reserved.
Running the numbers
Average Customer Makeup
• 2 Servers
• 20 Workstations
Suggested Customer Pricing
• $100-$150 per month
• $13 per month
60% MSP Margin
Total Potential
$450 per site
$5400 per year
100 Customers: $540 000 per year
But where do you start?
© 2014 N-able Technologies, Inc. All rights reserved.
Find a great partner
© 2014 N-able Technologies, Inc. All rights reserved.
• A partner, not a software provider
• Platform that makes you look great to your customer
• A plan to grow your business
Find great technology
• Recoverability• Industry-leading reliability means systems and data are recoverable when
you need it
• Flexibility• Hardware agnostic, hypervisor agnostic, cloud agnostic
• Quick Recovery Features• Simple data (file/folder) recovery with no system restore required!
• VirtualBoot – full system disaster recovery in 5 minutes!
• Automation• Integrated replication, consolidation, and verification of backups
• Define unique retention settings for on-site and off-site
• Provides peace of mind at scale
© 2014 N-able Technologies, Inc. All rights reserved.
Make sure there is a great onboarding process
• Helps you get up to speed and setup the system for the first time
• There to help you as you are learning
• Quick to support when you need it
© 2014 N-able Technologies, Inc. All rights reserved.
Great Partner
Great Technology
Great Onboarding
More Services & More Revenue
• Remote Monitoring
• Maintenance
• Patch Management
• Managed Security
• Backup and Disaster Recovery
© 2014 N-able Technologies, Inc. All rights reserved.
2. Protect your customers business
© 2014 N-able Technologies, Inc. All rights reserved.
90% of businesses losing data from a disaster are forced to shut down
within 2 years
© 2014 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.
Gartner
Available at: http://www.gartner.com/technology/research.jsp
Only 44% of businesses successfully recovered information after a recent data recovery event
© 2014 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.
“DR By the Numbers” ZertoAvailable at: http://www.zerto.com/blog/disaster-recovery-planning/dr-by-the-numbers/
53% of claimants never recoup the losses incurred by a disaster
© 2014 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.
“Disaster Recovery” DRSAvailable at: http://www.disasterrecoverysolutions.co.uk/disaster-recovery
Backup covers a variety of incidents
• Server failure
• Hard drive failure
• Power outages
• Viruses
• Disgruntled employees
• Natural disasters
© 2014 N-able Technologies, Inc. All rights reserved.
It Pays to Plan
© 2014 N-able Technologies, Inc. All rights reserved.
You Need Professional Help: Report by Aberdeen GroupAs of July 07, 2014Available at: ftp://ftp.usmp.edu.pe/separatas/FIA/posgrado/doctorado/2011-2/Gestion%20de%20la%20Infraestructura%20de%20TI/articulos/Aberdeen%20Disaster-planning-recovery.pdf
3. Provide full service
© 2014 N-able Technologies, Inc. All rights reserved.
Provide your customers with a BDR plan
Help them identify:
• Where their data is
• What services they depend on
• What is the restore priority
• How long can they live without each service
• How much downtime costs them
© 2014 N-able Technologies, Inc. All rights reserved.
5 BDR Best PracticesAutomate Constrain Standardize Consolidate Isolate
© 2014 N-able Technologies, Inc. All rights reserved.
“backup and recovery procedures could be reduced by 85-90% when automation and
new technologies were applied”
5 BDR Best PracticesAutomate Constrain Standardize Consolidate Isolate
“Business Risk and the Midsized Firm” Randy Perry, Jean S. Bozman, Raymond BoggsAvailable at: https://www.mercurymagazines.com/pdf/HPINTELBRM1.pdf
© 2014 N-able Technologies, Inc. All rights reserved.
As much as possible try to limit the number of different processors, operating
systems, database products, etc
5 BDR Best PracticesAutomate Constrain Standardize Consolidate Isolate
© 2014 N-able Technologies, Inc. All rights reserved.
Configurations and settings should be as cookie-cutter as possible to simplify
maintenance and recovery
5 BDR Best PracticesAutomate Constrain Standardize Consolidate Isolate
© 2014 N-able Technologies, Inc. All rights reserved.
Create a medium to long term plan to reduce the number of servers that must be managed and maintained
5 BDR Best PracticesAutomate Constrain Standardize Consolidate Isolate
© 2014 N-able Technologies, Inc. All rights reserved.
Provide protected storage space and business processes dedicated to the
backup of mission critical data
5 BDR Best PracticesAutomate Constrain Standardize Consolidate Isolate
© 2014 N-able Technologies, Inc. All rights reserved.
Summary
• Grow your businessDisaster recovery as a service market growing at 55.2%
• Protect their business“The survival rate for companies without a disaster recovery plan is less than 10%”
• Provide full serviceIf you won’t, your competitors will
© 2014 N-able Technologies, Inc. All rights reserved.
N-ableAn MSP’s complete toolkit
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The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.
© 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.