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
