1

5 Ways to Win withCyber Protection

Reseller Track Session

2

Agenda

1. Capitalize on the urgent need for cyber protection

2. Deliver on the 5 vectors of cyber protection

3. Differentiate your offerings with Acronis cyber protection

4. Get Acronis sales and marketing support and enablement

5. Emulate successful Acronis VARs

6. Q & A

3

Capitalize on the urgent need for cyber protection

4

There is a great opportunity for [resellers] to build a business

by meeting the demands of the growing cyber protection market.

Phil Goodwin, Research Director,

Cloud Data Management and Protection at IDC

5

The data protection market is growing rapidly

$125.8Bdata protection market

by 2023 with CAGR

of 14.1%2

$24.74B ransomware protection

market by 2023 with

CAGR of 16.34%3

1. International Data Corp (IDC). 2017. Data Age 2025: The Evolution of Data to Life-Critical Don’t Focus on Big Data; Focus on the Data That’s Big | 2. Marqual IT Solutions Pvt. Ltd (KBV Research). 2018. Global Data Protection Market

Analysis (2017-2023) | 3. Mordor Intelligence. 2018. Global Ransomware Protection Market – Segmented by Deployment (On-premise, On-cloud), Application (Endpoint Protection, Email Protection, Network Security, Data Protection), and

Region – Growth, Trends, and Forecast (2018-2023). | 4. Stratistics Market Research Consulting Pvt Ltd. 2017. Cloud Backup - Global Market Outlook (2017-2023) | 5. Stratistics MRC. 2018. Cloud Managed Services -Market Demand,

Growth, Opportunities and Analysis Of Top Key Player Forecast To 2023

$69.87B cloud managed

services market by 2023

with CAGR of 15.5%5

$5.5Bcloud backup market

by 2023 with CAGR

of 24.2%4

16,1

163

20252016

10X

163Zettabytesof data will be created in

2025 which is 10X in 20161

6

Cybersecurity trends

The trends are frightening

Insider threats

20%

Ransomware

12%

5 billion Breaches

Cryptojacking

4000%

Phishing

29%

Malware

43%

7

You can help them… and profit!

Offer cost-effective cyber

protection services

• Data protection (backup and DR) plus

cybersecurity against the most pressing threats

• Plus the deployment and support skills

they cannot afford to find or keep

Acronis Cyber Backupprovide a solid beachhead for adding other

services and are sticky and profitable

8

Deliver on the 5 vectors of cyber protection

9

Safety Accessibility Privacy Authenticity Security

Cyber Protection

Cyber SecurityData Protection

Cyber protection is the balancing force

10

Deliver on the 5 vectors of cyber protection with Acronis Backup with Active Protection

Persistently guards files

(including local backups)

from unauthorized

modification and/or

encryption

Relentlessly defends

backups from alteration

by hardening the Acronis

agent application from

attacks

Actively future-proofs

your customer’s data

protection because it is

based on a behavioral

heuristic approach and

white-listing

Acronis provided excellent

performance, is easy to use and

has a rich feature set. On top of that

it is the only solution in the test to

provide dedicated protection from

ransomware attacks. This earned

Acronis the first ever approved

backup & data security certificate

of AV-TEST.

David WalkiewiczDirector Test Research, av-test.org

Instantly restores files

to the most recently

backed up version

should ransomware

manage to get through

the defense

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Acronis Cyber Protect:The All-in-One Data Protection & Cybersecurity Solution

Respond

Patch management integrated with backup

Defenses against

malware/ransomware

Rescue with bootable media

Identify

Infrastructure and

devices auto-discovery

Vulnerability assessment

Data protection map

Detect

Dashboards and reports

Defenses against

malware/ransomware

Hard drive

health control

Protect

Remote agent

installation

Backup and Disaster Recovery

Windows Defender

policy management

Recover

Backup and Disaster Recovery

Restore with bootable media

Remote desktops

New

Updated

12

Acronis Cyber Protect

Cyber ProtectionRemote Management

and Monitoring

Discovery

and Deployment

Anti-Ransomware Protection

Anti-Malware Protection

Vulnerability Assessment

Patch Management

Backup

Disaster Recovery

Dashboards/Reports

Drive Health

Network Diagnostic

Remote Help

Network Discovery

Agent Install

System Deployment

DR Sandboxing

Acronis Backup Features Acronis Cyber Protect Features

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Differentiate your offerings with Acronis cyber protection

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Acronis Cyber Backup as a ServiceEffortless backup allows your SMB customers

to increase productivity with no capital investments

Quick start, no upfront

investments

Unlock the advantage of cloud

off-site backup with no worries about

implementation, maintenance,

or troubleshooting.

Easy-to-manage, less

IT staff required

Run all of your backup and

recovery tasks with almost no

training using the touch-friendly

Cloud Backup console.

Affordable solution,

lower TCO

Avoid capital expenses with

a budget-friendly subscription.

Your data can be affordably

backed up to the Acronis Cloud.

15

Acronis: service vs. on-premises

Acronis Cyber Backup

ON-PREMISES

Acronis Cyber Backup

AS A SERVICE

Acronis Cyber Cloud

AS A SERVICE

Channel Reseller Reseller Service Provider

Cost model Opex plus capex Opex Opex

Buying optionsSubscription

(1 to 3 years) or perpetualSubscription (1 to 3 years) Pay as you go

End customer

pricingMSRP MSRP Partner defines it

Software updates With maintenance agreement only Free, continual Free, continual

White labeling No No Yes, optional

Management

server access

PC or tablet access only

from corporate network

Anywhere remote access

from PC or tablet

Anywhere remote access

from PC or tablet

Bundling optionsBackup of O365 mailboxes only;

no C2C optionOffice 365, G-suite, Azure, C2C Office 365, G-suite, Azure, C2C

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Acronis Active Protection stops ransomware and evolves constantly

File protectionheuristics

Self-defense

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Build an integrated, complete cyber protection offering

Core products and services

Add-ons to core products Standalone cyber

protection bundles

Bundles with core products

Office 365 bundle

Server bundle

Complete cyber protection bundle

For instance:

Desktops Microsoft apps

Servers Office 365Storage

G SuiteAzure VMs

Cyber protection services

Backup Anti-ransomware

Disaster

recovery

E-signature

services

Secure file

sync & share

Software-defined infrastructure

Files

notarization

Office 365 Backup+

Desktops bundle

Desktops

Backup

Ransomware

protection

Secure FSS

+

Servers

Backup

Ransomware

protection

Disaster recovery

+ Software-defined

infrastructure

Backup

Ransomware protection

Disaster recovery

E-signature services

Secure file sync & share

Files notarization

G Suite bundle

G Suite Backup+

+

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Acronis Cyber ServicesSingle-vendor framework of pre-packaged services for complete cyber protection

Acronis Security Assessment Service

Acronis Security Awareness Service

Acronis Incident Response Service

Security risk assessment

Vulnerability scanning

Penetration testing

• Network

• Web applications

• Mobile applications

Social engineering

Detailed report and mitigation

recommendation

Training modules customized for

different user levels

Materials and training content

provided based on industry best

practices

Compliance modules to address

governance and audit requirements

Management report and dashboard

for organizational security posture

Security breach activity diagnostic

and isolation

Consultation and response by

Acronis professional partner

Detailed report and mitigation

recommendation

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Get Acronis sales and marketing support and enablement

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Sales / marketing support and enablement

Acronis daily surpasses

our expectations for

reliable products and top-

notch marketing, sales and

tech support. A strategic

choice we made, one with

no second thoughts ever

since.

Costa Flocas VP Product Management

interworks.cloud

White-label

and branding

Free 30-day

trial period

Co-marketing

initiatives

Regular

communications

Zero

investments

Sales & Technical

support

Sales tools

and collateral

Channel Incentives

and Promotions

Professional

services

Training and

certifications

1

2

3

4

5

6

7

8

9

10

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Access to Acronis Partner Portal

Co-branded sales tools and

marketing assets

Battle cards

Campaigns-in-a-box

Deal registration

Acronis NFR pack

Support

Channel partner newsletter

Traininghttps://partners.acronis.com/

..and more exciting changes for 2020

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Step-by-step cloud onboarding for VARs

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Emulate successful Acronis VARs

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Successful VARs offer all of these pricing models, combining both products and services.

A la carte pricing

Bundled / portfolio (a/k/a

SLA-based, tiered pricing)

Flat-fee pricing (a/k/a “all you

can eat”)

User-based pricing

Device- and end-user-based

pricing

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Average Acronis Backup Cloud data center usage for VARs

85 GB per device

(up to $43 / month possible revenue)

2.7 devices per customer

233 GB per customer

(up to $117 per month from BaaS)

Average GB per device

Server 177 GB

Virtual machine 116 GB

Workstation 38 GB

Mobile device 4 GB

Mailbox 7 GB

Total 85 GB

In 2016, the average VAR

netted from $0.26 to $0.50 per

GB per month on cloud backup.

Cloud backup services per GB per month

Survey Up to $0.10 $0.11—0.25 $0.26—0.50 Over $0.50

2016 12% 34% 35% 20%

MRR >10% 12% 30% 36% 22%

MRR =<10% 12% 37% 34% 18%

MRR >10% group is best practice, with CAGR >10%, per Kaseya 2017 Global MSP Pricing Survey

26

Q & A

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