Top 10 Questions Clients’ ask How to Generate Leads How to Price & Profit Building your Managed Services

1. How to Sell Disaster
Recovery as a Service
Thank you for joining. We’ll begin the
presentation in just a moment.
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2. Housekeeping
• We are recording this webinar
 It will be available for you to view
• Use the “Questions” tab in
GoToWebinar to send Questions
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3. Introductions
Melissa Patterson
Chief Conversation Starter
Contact
melissa@servosity.com
Direct # 864-406-2029
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4. Introductions
Damien Stevens
Founder & CEO
Contact
dstevens@servosity.com
Direct # 864-278-0117
Twitter.com/Servosity
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5. Agenda
• Top 10 Questions Clients’ ask
• How to Generate Leads
• How to Price & Profit
• Building your Managed Services
• Q&A – Send your questions in at any time
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6. Why Servosity?
• Geo-Redundant Cloud
• SSAE16 (and SAS-70 Type II) audited
facilities
• 24 x 7 x 365 Support
• Real Engineers in the USA
• Windows, Mac, Linux, VMware, Hyper-V,
more
• No Hardware required
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7. Mission
Deliver Mission-Critical Backup and
Disaster Recovery as a Service to MSPs
and IT Resellers;
in a way that makes their brain do the
happy-dance.
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8. Top 10 Questions clients ask:
1. Why do I need it?
2. Isn’t what I have “good-enough”?
3. Why don’t I use consumer-grade
backup or file sync?
4. How are you better?
5. How much will this cost?
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9. Top 10 Questions clients ask:
6. Who do I call for Support?
7. How fast will you restore my data or entire
server(s)?
8. Is it a predictable cost or will you nickel and
dime me?
9. Do I trust you / you and your backup
partner?
10.How can I trust but verify you and your work?
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10. Backup, DR, or BC?
• Backup (restore data)
• DR = Disaster Recovery (recover
operations)
• BC = Business Continuity
(operational continuity)
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11. How much do they
need?Low Need
Not regulated, not worried about security, long
recovery time ok
Medium Need
Not regulated, down-time and data loss have a real
business impact
High Need
Required for Regulatory Compliance, low down-
time and/or data loss tolerance
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12. Why choose YOU?
• You understand Backup and
Disaster Recovery.
• You understand their business,
they trust you.
• Or, Email alerts if they don’t trust
you.
• When failure or disaster strikes,
they can count on you.
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13. Why choose YOU &
Servosity?
• State-of-the-Art Infrastructure,
Security, and Software
• SSAE16 Audited & Geo-Redundant
Facilities
• 24 x 7 x 365 Support in the USA
• Partnered with you. We’re here
when you need us (and your client
needs you).
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14. WHY NOT CHOOSE…?
• Tape Backup
• USB Hard Drive or other local disk
backup
• Consumer-grade backup
• File Sync
• Another Business-grade Backup
Solution
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15. How to Generate Leads
• Offer 14-day Free Trials to your clients
• Use this as a tool to win New business
• Unlimited 14-day free trials, No cost to
you
• Tactical: Give Engineers ability to
setup Trials
• Strategic: Incent Sales to offer free
trials and quote (or at least ask) every
prospect
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16. How to Price
• Setup fee?
• Suggested Retail Price?
• Monthly
• Annual
• Multi-Annual with Discount
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17. How to Quote
• Current Data size
• Account for future growth
• Retention – 7 days, 30 days, 1
year, 7 years?
• RPO – Recovery Point Objective
• Free Trial as an Analysis Tool
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18. WHAT’S IN YOUR MANAGED
SERVICE?
• Data and Cost Analysis
• No Setup or flat-fee Setup
• Monitored by your Engineers
• Email alerts for customer
• Self-service or assisted file
restores?
• SLA for Recovery of Servers or
Operations?
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19. Make it Profitable
• Standardize on 1 or 2 Packages for
clients
• Integrate into monitoring or ticketing
systems
• Dashboards & Alerts for your Engineers
• Typical Margins from 30% to 80%
• Sticky Customers
Not as easy to switch to a competitor once
they have months or years of data stored
with you
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20. WHAT Can I Offer?
• Backup (file, database, email,
etc.)
• Disaster Recovery
• Business Continuity
• Cloud & On-premise
• Physical & Virtual
• Windows, Linux, Mac
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21. Servosity professional
• File and Network share backup
• Exchange, SQL, and more
• Granular Exchange Recovery
• Continuous Data Protection
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22. Servosity DR
• Backup any Windows Machine
• Virtual Boot in minutes
• Bare Metal Recovery to dissimilar
hardware
• Recover individual files and
emails
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23. Submit questions now
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24. Next Steps
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Onto the Q&A
. . .

25. Question &
Answer
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26. Thank you!
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www.servosity.com - Request a Demo or a Trial
or Call
800-429-0500 x1 for Partner Specialists