Fast Growing MSPs Know That Client Success Teams Drive Revenue

Fast Growing MSPs Know
That Client Success Teams
Drive Revenue

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Service Providers: Sales and Marketing

        Dan Hill             Keith Lukes

           CEO          Director of Channel Solutions
        UbiStor, Inc.           UbiStor, Inc.

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Agenda

Who is UbiStor?
Dan Hill, CEO

Now is the time for Disaster Recovery and Security
Dan Hill, CEO

How do we grow our business?
Keith Lukes, Director of Channel Solutions

Q&A

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Who is   ?

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Now is the time for
Disaster Recovery
and Security

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10 Reasons Your Customers Should Invest in
Disaster Recovery Services
1.   Far more cost-effective than ever before
2.   Minimize the impact of any disaster
3.   Ensure continuous employee productivity
4.   Simplify DR testing
5.   Access instant recovery through orchestration
6.   Reduce downtime of operations
7.   Reduce potential financial losses
8.   Reduce liability obligations
9.   Minimize the risk of negative exposure
10. Facilitate crisis management

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Complete Cyber Protection
All Managed from a Single User Interface

         Data Protection                   Cybersecurity                   Disaster Recovery

Backup and Restore               Endpoint Management              Disaster Recovery
                                 and Security
Primary focus:                                                    Primary focus:
 Prevent the loss of valuable   Primary focus:                    High availability of critical
  data                            Detection and deflection         applications
 Data located on servers,         of malware attacks              Rapid recovery to avoid
  workstations, and mobile        Vulnerability assessment and     costly downtime
  devices                          configuration management
                                  URL filter
                                  Patch management

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Your Customers Need a DR Program
When your customer manage their own           If they chose you and Acronis Disaster
disaster recovery solution, they will need:   Recovery Services:
     Staff for:                                 Leverage your expertise
      •   Assessments                            Rapid and stress-free DR services enablement
      •   Design                                 Ongoing and efficient delivery model
      •   Testing                                24/7 support
      •   Implementation                         Monitoring and management with ease
      •   Operational Management                 Cost effective Operational Expense for these
                                                  services
      •   Disaster Recovery Response
                                                 Opportunity to expand revenue streams and upsell
     Training
                                                  from traditional Cloud Backup model
     Documentation
     Reporting

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How do we grow
our business?

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Use Existing Clients To Grow Revenue
You are typically 60-70% successful selling to an
existing client versus 5-20% selling to a new prospect
 DRaaS is cost-efficient
 No need to add, learn, or manage another platform
 Better competitive positioning
 Deepen client relationships
                                                                 Backup Cloud Only
 Increase client retention by creating more value from
  backed up data                                                 Disaster Recovery and Security

 Improve the average revenue per user
 Using Acronis Cyber Disaster Recovery Cloud and Cyber
  Protect can drive an estimated 80% increase in revenue
  over just backup

                                                           Incremental Revenue Growth

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Educate Your Engineers to Engage Customers
 During support calls:
     Be current on the features being released
     Highlight the new Security and DR capabilities
     Remind backup only customers there are more
      services available
 When recovery events occur:
     Notify the sales team
     Review response and service delivery
     Highlight unused capabilities and potential
      improvements

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Incorporate Technical Account Management
Have a Hybrid Sales/Support Role to Regularly Engage Customers and Evaluate Their
Environment

                                        Discuss currently out        For Standard/Backup
           Review Backup
                                        of scope segments of         Only Customers,
           Success Rates, Alerts,
                                        the environment like         present options to
           Storage Capacity, and
                                        M365 and Workstation         protect critical servers
           Retention Policies
                                        Protection                   and incorporate DR

           Discuss Recovery
                                        Discuss anticipated          Highlight new security
           Point and Recovery
                                        changes to their             features to expand
           Time Objectives to
                                        infrastructure to avoid      services and grow
           ensure they match the
                                        gaps in protection           revenue
           business expectations

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Integrate Complete Disaster Recovery Services
Leverage your Acronis expertise and experience to provide holistic disaster recovery
services as part of your monthly fees to maximize their Acronis investment

   Assessment of Current Environment                                       Comprehensive
                                                                           Backup and
                                                                           Recovery Plan
   Disaster Recovery Design, Planning, and Runbook Creation

                                                                           Review of the
   Coordinated Annual Testing                                              Disaster Recover
                                                                           Methodology

   Review Daily Status Reports and Alerts
                                                                           Consistent Customer
   Quarterly Customer Reviews of Environment                               Engagement

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Benefits to the Partner
           +99% Backup Success Rates                       Increased Partner
 Review of backup jobs to verify they are completing
      successfully, and data is ready to be retrieved      Revenue
                                                                      Monthly Recurring Revenue
Proven Recovery Process
                                                                      From addition of Disaster Recovery
And the confidence their systems can
                                                                      and Cyber Protect Services
 be enabled in the event of a disaster

                 Peace of Mind                                        Additional Compute Points
  For you and your customer to know                                   From the systems utilized for the
     they are protected and prepared                                  disaster recovery testing

        Improved Customer                               Professional Services
                                                        For the engineering time to create the
                Outcomes                                documentation and provide the services

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Case Study – Large Manufacturing Company
 Currently in Acronis Cyber Cloud:
      165 VMs
      60 TB of Disaster Recovery
      Perform Quarterly Data Management Reviews
 Additional Services
    +120 TB of Marketing Data - Backup Only
    +2000 M365 Users
    30 Day Proof of Concept to review CyberProtect Features

   Potential increase revenue: 25-30%

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Building a more knowledgeable future

CREATE, SPREAD
AND PROTECT
KNOWLEDGE WITH US!
www.acronis.org

Building new schools • Providing educational programs • Publishing books

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