how acronis enables you to land and expand · 2019. 11. 5. · it all starts with the backup!...
TRANSCRIPT
![Page 1: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/1.jpg)
1
How Acronis Enables you to Land and ExpandMark Jameson
Vice President
Acronis
Steve Slaughter
Channel Manager
AppSmart
![Page 2: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/2.jpg)
2
1. Up-selling and cross-selling
2. Hey resellers, are you sure you are not a MSP now?
3. Land and expand with Acronis
4. Bundling with non-Acronis offerings
5. The AppSmart story
Breakout Topics
![Page 3: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/3.jpg)
3
Up-selling and cross-selling
![Page 4: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/4.jpg)
4
What is up-selling?
5 reasons to up-sell
• Build deeper relationships
• Easier to upsell to existing customers
than to acquire new ones
• Increased Customer Lifetime
Value (CLV)
• Customers come back for more
• Create more meaningful customer
experience
Why should you be Up-Selling
![Page 5: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/5.jpg)
5
What is cross-selling?
5 reasons to cross-sell
• Builds customer loyalty
• Improves profitability
• Sets you apart
• Strengthens customer relationship
• Develop more leads
You should also be Cross-Selling
![Page 6: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/6.jpg)
6
5 keys to up-selling and cross-selling
• Know which one gets results
• Offer upsells and cross-sells that make sense
• Be honest
• Demonstrate value
• Reward loyalty
Become the trusted advisor!
How to Up-Sell + Cross-Sell for Success
![Page 7: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/7.jpg)
7
Hey resellers, are you sure you are not a MSP now?
![Page 8: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/8.jpg)
8
How businesses buy has been evolving
The difference between the roles
in the channel are blurring
Resellers are transitioning
to delivering managed services
• Increased sales through increased value
• Higher value services, more profit
• Reoccurring revenue stream
• Enhanced customer satisfaction
• Standout from your competition with
more offerings
Difference between a Reseller and MSP
![Page 9: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/9.jpg)
9
Land and expandwith Acronis
![Page 10: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/10.jpg)
10
It all starts with the backup!
Expand out to protect more workloads
Expand up by adding more protection services
Acronis provides our partners with the platform to easily capture clients’ growth and offer
additional levels of data protection
Where do you Land and Expand with Acronis
Acronis Cyber Infrastructure
Acronis Cyber Platform
Acronis Cyber Protection
Acronis
Cyber
Search
Acronis
Cyber
eDiscovery
Acronis
Cyber
Protect
Acronis
Cyber
Deployment
Acronis
Cyber
Backup
Acronis
Cyber
Disaster
Recovery
Acronis
Cyber
Notary
Acronis
Cyber
Files
Acronis
Cyber
Monitoring
Acronis
Cyber
Archive
Acronis
Cyber
Data
Analytics
Future services
![Page 11: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/11.jpg)
11
Acronis Cyber Protect will deliver
integrated cyber security and data
protection offerings
More ways to Expand with Acronis
Acronis Cyber Infrastructure
will provide more choices for
storage and appliances
![Page 12: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/12.jpg)
12
Bundling with non-Acronis offerings
![Page 13: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/13.jpg)
13
Acronis Cyber Platform provides range
of integration partners, that means more
offerings for our partners to sell
Acronis OEM and meet in the channel
hardware partners will solve more use cases
Acronis bringing more Offerings to our Partners
![Page 14: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/14.jpg)
14
What other offerings are you selling,
think how you can create different bundles
Bundling makes the cross-sell easy
Increase your revenue, profits, margins,
value and client retention with bundles
Get Creative with your Bundles
Acronis
Backup for
Office 365
Acronis
Backup for
G Suite
![Page 15: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/15.jpg)
15
The AppSmart story
![Page 16: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/16.jpg)
16
A partner’s AppSmart Overview
![Page 17: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/17.jpg)
17
Complexity = $ Opportunity
The Massive Opportunity
Existing vs Ideal:
Quarterly Revenue
and Margin Projection
MMR
TIME
![Page 18: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/18.jpg)
18
AppSmart Today
Catalog SnapshotThe AppSmart Brand AppSmart is Business
Software, Made Simple
We globally enable and support
organizations in obtaining desired
business outcomes through our tightly
integrated cloud ecosystem of
EASY access to solutions,
TRUSTED Cloud Providers,
UNBIASED team of Cloud Success
Specialists and Solutions Engineers
Our identity reflects the human relationships and bespoke possibilities at the heart of AppSmart.
The brandmark is built from our A and S initials to create a dynamic shape that reflects important AppSmart themes.
Equality- the democratization of technology
Parallels-made for agents and end users
Out-of-the-Box-cloud-based products
+99.9%
Customers
Satisfied
+1PB
Data
Migrated
+1500
Organizations
Served
+150K
People
Supported
+400K
Services
in Use
![Page 19: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/19.jpg)
19
AppSmart Advantage Partners
One-stop for Cloud Services – 70+ direct ISV partnerships (+4 per month)
Unbiased Expert Recommendations for the right Business Outcomes
With you every step of the way. BEST Experience for your customers
Speed to delivery – Standard Process
Truly unlimited, premium support from One Expert Source.
Driven to increase user adoption usage for higher ROI
Latest Technologies Hassle Free – One Vendor Relationship to Manage
More Revenue per seat + stickier customers = more Commission
![Page 20: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/20.jpg)
20
AppSmart Services Overview
20
Fully managed, fully supported solutions & bundles
• Unlimited, high-touch premium support
• End-User & Admin
Admin Support
• Pre-approved Admins (5)
• Extension of team
Cloud Strategic Services
• Regular cadence calls – Dedicated engineer
• Strategy
• Product updates
• Health check
• Digital transformation journey
Options for every business size & vertical:
![Page 21: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/21.jpg)
21
AppSmart Solutions
Productivity – G Suite, Office 365, Prodoscore
Backup – Backupify, Spanning, Cloudfinder, Acronis, CloudAlly...
Identity – Azure AD, JumpCloud, Google Cloud Identity Premium
Shadow IT – Marketplace, MSFT Cloud App Discovery
Layered Security – Mimecast, Proofpoint, Avanan, Zix, Mailguard...
e-Signature – Docusign & Adobe Sign
Compliance – Paubox, Avanan, Zix, Virtru, SIEM/Managed Threat Intelligence
Payment processing – Freshbooks, Talech (POS)
CRM – Dynamics 365, Nimble, Copper, Salesforce (Administration/Implementation)
Servers – Azure, GCP, GreenCloud, V2Cloud
Business Continuity – GreenCloud, Axcient, Barracuda…
Customer Support/Ticketing – Zendesk
End-Point Security – Bitdefender, Symantec
Training, Support and much more
Easy One Stop Shop, Procure, Manage, and Support
![Page 22: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/22.jpg)
22
AppSmart’s Ever Expanding Catalog
22
![Page 23: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/23.jpg)
23
Pre-built & Customized bundles
Google Core & Microsoft Core:
G Suite or Office 365 license
Cloud-to-Cloud backup
On-Demand Training for Suite
End-Point Protection
Support
Add to customize based on Business Outcomes:
Layered Security(Anti-malware, anti-virus,
anti-phishing, URL protection, impersonation...etc)
Data-Loss-Prevention
Zendesk
Productivity measurement
Azure AD or JumpCloud
CloudManager
Email Encryption
Voice
CRM & Administration
Security Awareness Training
* verticalized bundles, Microsoft first/Google first, work style
Example:
![Page 24: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/24.jpg)
24
![Page 25: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/25.jpg)
25
Why Are We Here?
Capitalize on Opportunity
Programs To Build
A Profitable, High MRR,
High Value Cloud Business
![Page 26: How Acronis Enables you to Land and Expand · 2019. 11. 5. · It all starts with the backup! Expand out to protect more workloads Expand up by adding more protection services Acronis](https://reader034.vdocuments.site/reader034/viewer/2022051822/5fec17d6e723ae6b7d23cb3a/html5/thumbnails/26.jpg)
26
www.acronis.org
Building new schools • Providing educational programs • Publishing books
CREATE, SPREAD
AND PROTECT
KNOWLEDGE WITH US!
Building a more knowledgeable future