datto keynote - how to position business continuity to win business - rob rae

Rob T. Rae

Vice President of Business Development

Industry Acknowledgements CompTIA MSP Partners

Executive Partner Council Member

2014 CRN Channel Chief

MSP Mentor 250 – 2009, 2010, 2011, 2012

SMB 150 – 2012, 2013

CompTIA Certified Trainer

ASCII Executive Vendor Council Member

Datto at a glance…

• Founded in 2007

• >400 ee’s in 2014

• 9 offices worldwide

• 70% of staff are Support & Development

• 100% Channel ONLY

• In-house Manufacturing

• 80 Petabytes of Data Protected

• Bi-Coastal Data Centers

Stop selling backup!

How many people have experienced these disasters?

All Businesses experience…

Stop selling backup!

Start selling continuity!

What is continuity?

23%Cloud Only

Where is the opportunity?

45%Local Only

32%Hybrid Cloud

State of the Market

State of the Market

Cloud Only

• Cloud anxiety

• Can’t control bandwidth

• Quick restores difficult and consume resources (time)

• BMR Scenarios – waiting for data

Temporary solution to a larger problem

State of the Market

Local Only

• Great for quick restores

• What happens if…

– The power goes out?

– The device fails?

– What if the box is gone?

Temporary solution to a larger problem

State of the Market

Hybrid Cloud

• The best of both worlds – closes each others gaps

• Easy local restores

• Offsite cloud is the salvation when disaster strikes

• More….

Image-based Backup vs. File-based Backup

Continuity is:

• Hybrid cloud-based backup

• Image-based backup

• Delivers superior

– RTO (how much downtime)

– RPO (how much data are you willing to lose)

• Dovetails into a managed services offering

• Eliminates downtime (Virtualization)

What is “Continuity”?

Benefits of Virtualization

• Reduces downtime

• Helps your RTO/RPO value add

• Local and cloud

Instant Virtualization

23%Cloud Only

Lot’s of opportunity!

45%Local Only

32%Hybrid Cloud

Image Based Solution

+ Hybrid Cloud Solution

= A Proper Continuity Solution

Datto is…….

GFI Partnership and Integration

• Datto hardware reporting• Datto device monitoring• GFI Linux agent can be

installed on all Datto devices

• All info can be sync’d to your GFI portal

• No charge for any integrations

• Platinum sponsors for GFI Conference

Continuity is:

• Hybrid cloud-based backup

• Image-based backup

• Delivers superior – RTO (how much downtime)

– RPO (how much data are you willing to lose)

• Eliminates downtime

• Dove tails into a managed services offering

Lets Go Back…

Datto’sRTO/RPO Calculator

Tool

…

Take Advantage

Step 1

Step 2

Step 3

Lets walk through a real example….

Seafood processing company in Seattle, WA

- 3 seasonal offices- 16 employees (effected by the downtime)

30 12

15

30

175

30

16

0

15

RTO Calculation

• 175GB’s of data

• 16 employees

• 30 minutes between backups

• Total downtime of just 44 minutes

What is the downtime cost?

Can you sell this?

• Cost of downtime = $495/hour

• Avg. SMB downtime = 17.82 hours/year

• Total cost = $8,820.90

16 Employees, 175GB’s of data

Can you sell this?

Cost of Your Solution

• Device = $299 – Your Datto cost is $0.00 (100% margin)

• Service = $159/month– Your Datto cost is $99/month (60%

margin)

Can you sell this?

Total Cost of Downtime/Year = $8,820.90

Cost of Your Solution (End User Cost) • Device = $299 (one time, up front)• Service = $159/month (recurring)

Total Cost for Continuity = 2,207.00• (your cost is only $1,188.00)

• Customer saves = $6,613.90

• You make = $1,019 (85% margin)

How are we helping?

RTO/RPO Calculator

Tool

Backup vs.Continuity

Infographic

Days of downtime vs. Minutes of Downtime

Backup vs. Continuity

Too slow vs. Back up in minutes

Back-up vs. Continuity white labeled, white paper

Datto Family

ALTO 2 (150GB – 1TB)

• New HW released in 2014

• USB 3 on the front• Dual NICs• SIRIS OS

53

SIRIS 2 Business (500GB – 2TB’s)

• Scalable (field upgradable)

• USB 3• SSD OS Drive• Ton of new development

– New OS– New Chip Set– Hypervisor update– Faster virts, restores and

boots

SIRIS 2 Professional and Enterprise(1TB – 36TB’s)

• Scalable (field upgradable)

• USB 3• SSD OS Drive• Ton of new development

– New OS– New Chip Set– Hypervisor update– Faster virts, restores and

boots

DATTO NAS (500GB’s – 26TB’s)

• Built in snapshotting and versioning

• Inverse chain• Off site replication• First channel-only

NAS• Set up your

backup schedule • New pricing!

Why Datto?

• Best Support

• Best Partner Program

• Best Revenue

Generation

• True Partnership

• GFI Integration

Rob Rae: rob@dattobackup.comThank You!

rto@dattobackup.com