Acronis Jerry Tardif Channel Sales Manager

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  • 1. Acronis Jerry Tardif Channel Sales Manager
  • 2. Acronis Overview Founded: 2002 Global Provider of Disruptive Back-up / Disaster Recovery Software and Solutions to Consumers, SMBs and Enterprises
    • Background
    • Founded: 2002
    • US Headquarters: Burlington, MA
    • Offices: 20 Worldwide
    • Employees: 650 with ~250 in R&D
    • Ownership: Private
    • Business Statistics
    • 80,000 Business Customers
    • >5M Licenses
    • >$120M revenue, profitable
    • Largest and fastest growing privately held Storage Management software company (1 )
    • Management
    • CEO – Jason Donahue
    • CFO – Anthony Folger
    • COO – Helmut Heptner
    • Chief Customer Officer – Ed Benack
    • VP R&D – Alain Gentilhomme
    • VP PM – Dmitri Joukovski
    • VP Engineering – Max Lyadvinsky
    • VP Bus & Corp Development – Izzy Azeri
    • Core Products &Technologies
    • Acronis Backup and Recovery 10
    • Acronis True Image Home
    • Imaging, Virtualization, De-duplication, and Universal Restore Technology
    (1) Source: Gartner, Inc.
  • 3. Product Portfolio
    • SMB and Enterprise:
    • Acronis ® Backup and Recovery ™ 10
      • Backup and Recovery software supporting servers and workstations
      • Enterprise class functionality tailored to ease of use of SMB’s
    • Virtualization Edition
      • Optional version which supports leading server virtualization vendors
    • Deduplication Edition
      • Optional deduplication add on for ABR10
      • Supports file and block level at either source or target
    • Universal Restore ™
      • Option with ABR10, quickly automates the recovery process
    • Snap Deploy ®
      • Mass image deployment capability
    • Disk Director ® Server
      • Hard disk partitioning
  • 4. Product Portfolio
    • Consumer:
    • Acronis ® True Image Home
      • Backup and Recovery software which runs on home pc’s and laptops
    • Disk Director ® Suite
      • Hard disk partitioning
    • Snap Deploy ® for PC’s
      • Mass image deployment capability
  • 5. Backup and Recovery: The Old Way
    • 1. Reload the OS, type in Microsoft ® Windows’ product key and configure system settings
    • 2. Locate and install all service packs from external bootable media, rebooting the system after each installation
    • 3. Install security packs, rebooting after each installation
    • 4. Locate and reinstall all hardware drivers
    • 5. Reinstall applications, rebooting after each installation and re-enter each original serial number
    • 6. Configure network settings
    • 7. Recreate all original user profiles
    • 8. Install back up software and copy back up files from storage manager
    Time Wasted: (4 hours to 1 week)* * For a server running with multiple customized settings, IT can waste nearly 1.5 weeks to recover data. Traditional Recovery Process Is Time-Consuming, Expensive and Often Complex, Requiring Backup IT Administrator Involvement
  • 6. The New Way: Acronis
    • How:
    • Seamlessly images the entire server / PC (OS, settings / configuration, applications, user data), down to the “bare-metal”
    • Technology:
    • Benefits of both file-level (ease of use) and sector-level (granularity) backup approaches
    • Value Proposition:
    • Recovery is fast and reliable – can be “single keystroke” vs. multiple steps – and to dissimilar hardware
    Powerful and easy to use, bare-metal data recovery software that significantly accelerates recovery times Ease of install, configuration, and management makes this ideal for low-touch distribution
  • 7. Acronis ® Backup and Recovery ™ 10
    • Next generation advancement to family of corporate products
    • Enhances competitiveness in enterprise; retains usability for SMBs
    • New, enhanced architecture and additional features:
    Improved Scalability Improved Virtualization Support Deduplication Function Improved Orchestration / Management
    • 10x scalability improvement
    • 3,000 machines
    • 20 storage nodes
    • Scales down more optimally for SMBs
    • Backup + dedup
    • Costs saving for large environments
    • Affordable down to SMBs
    • Dedup to the masses!
    • New, efficient approach
    • Single agent for all hosted VM (vs. 1:1)
    • Saves resources and simplifies operations
    • Support for Hyper-V ™ and VMWare ® ESX ™
  • 8. Deduplication Opportunity
    • Significant Relevance to End Customers:
    • e.g., Gartner Dec ‘08 survey:
      • 55% of respondents plan to deploy dedup within 12 months
      • 50% plan to buy dedup from backup vendor
    • Significant Market Focus:
    • e.g., EMC / DataDomain
    • e.g., IBM / Diligent
    • Acronis:
    • File and block dedup
    • Source and target dedup
    • Unique price / performance profile
    • Performance beats that of many current vendors (internal testing)
    File Server 2 E-mail Server A B C A E C D B Acronis Storage Node File Server 1 D E C D A C D E A
  • 9. Additional Product Initiatives
    • New and Improved Consumer Backup and Disaster Recovery Product
    • Near continuous data protection (CDP) capability
    • Enhanced GUI with unique concepts
    • Secures strategic position in consumer segment, key to continued build-out of customer base
    • Online Backup Solution
    • Users of Acronis True Image will be able to back up selected files onto an online, remote repository
    • Eventually to allow for full online, bare-metal, backup
    • Complements existing solutions; capitalizes on momentum of cloud storage
    Q3 09 Q3 09
  • 10. High-Leverage Distribution
    • Enterprise distribution:
    • Channel sales model coupled with inside sales teams (82% of business)
    • Consumer distribution:
    • Online transactions / downloads and retail through partners (18% of business)
    • Flytrap Technologies
    • Best Buy, Newegg, Fry’s, Amazon.com, Staples, Officemax, Office Depot, and others
    Can Optimize Best Route to Market Depending on Geography and Customer Segment Two Models: Select Partners:
  • 11. Channel a Strategic Asset
    • Network of captive SMB/SME and vertical market sales relationships
      • 80+ Gold & Silver Partners in the Eastern North American Region
    • Today:
      • Disruptive, easy-to-use, backup and disaster recovery software distribution
    • Future: Leverage the channel even further
      • Synergistic products fit for same buyer base
    Platform for sustained profitability
  • 12. Large, Diversified Customer Base
    • Over 80,000 corporate product customers
    • Over 1.6 million corporate product licenses sold
    • Over 5 million total licenses sold
    • Global, diversified customer base
    • Fortune 500 companies
    • Mid-Market & SMB customers
    • Leading hardware and software OEMs
    • Consumers
    Note: Corporate products include Workstation, Server and Enterprise Server editions.
  • 13. Why Acronis Wins Complex Simple to Use Powerful Point Solution
  • 14.