This slide desk was the presentation for the March 20, 2013 Axcient webinar on Upselling and Upgrading to a BDR.

1. Today’s Webinar:
Upselling and Upgrading
with Stuart Selbst
@Axcient axcient.com/facebook linkedin/axcient
www.axcient.com

2. Agenda
 About
• Axcient
• Stuart Selbst Consulting
 Identifying Upsell Opportunities
 The Benefits to a BDR Solution over…
 Discussing these Benefits with the Client
 Key Qualifying Questions you should be asking
 Overcoming upselling objections
 Q&A

3. Huge & Growing Market Opportunity
US Businesses lose $26.5 billion/year to downtime
$12,500 per day for even the smallest companies (1-
99)
71% Downtime affected mission critical systems
34% Unable to meet compliance & regulatory commitments
35% Report downtime harms customer loyalty
69% Do not have a disaster recovery plan
Annual spend on Business Continuity & Disaster Recovery:
$30B
Growing 10% per year
Growing 10% per year
Source: Coleman Parkes Research, ABI Research and Technavio
Copyright© 2013 Axcient, Inc. All Rights Reserved.

4. Traditional Solutions Fall Short
✗ Online Backup is incomplete Partial
 Downtime until system is restored protectio
 Exclude apps, OS, VMs, configurations n
is no
protectio
✗ Tape solutions are unreliable
n
 40% failure rate
at all.
 Days to recover to old restore points
✗ Cobbled-together solutions are complex
 Time consuming, error prone, costly
✗ Enterprise solutions are expensive
Copyright© 2013 Axcient, Inc. All Rights Reserved.

5. Axcient: One Platform Solution
Backup Disaster Recovery Business Continuity
Symantec
Symantec
Silos create complexity for partners and users and limit innovation
One platform, limitless innovation
Copyright© 2013 Axcient, Inc. All Rights Reserved.

6. Which Would You Prefer?
 Laptop Backup Software
 Server Replication Software
 Virtual Backup Software
 Plug-ins for Applications
 Deduplication Appliance
 WAN Optimization Appliance
 Offsite Data Repository for DR
 Replica Infrastructure for HA
 Archiving Solution for Compliance
 And the list goes on….
Copyright© 2012 Axcient, Inc. All Rights Reserved.

7. Stuart Selbst - President
Stuart Selbst Consulting, LLC
I’m like you…
Over 22 years in IT industry
15 years as a Enterprise Network Engineer
Started a MSP firm in Phoenix, AZ in 2002, and sold in 2007
Consulted with MSPs and VARs globally since 2007
Typical client grows an average of 37% yearly in new recurring
revenue.
Top 3 clients named to the 2012 MSP Mentor 501
MSP Mentor 250 - 2009, 2010, 2011, 2012
SMB150 – 2011, 2012, 2013
Channel Partners Advisory Board Member, 2012-14
Expert speaker and trainer for industry leading vendors and at key
industry conferences.

8. Ready to get started?
Here we go…
Copyright© 2012 Axcient, Inc. All Rights Reserved.

9. Identifying BDR Opportunities
 What are the needs of your client?
 How are they currently backing up business critical
data?
 What is the age of their server hardware?
 Is the server still under warranty?
 Are they moving the data to an off site location?
 Does their current solution provide for on site and off
site server virtualization?

10. Benefits of a BDR solution over
 Tape
• Slow backup and recovery
• Old Technology
• Huge gamble
• No Bare Metal Restore
 External Hard Drive
• Unreliable
• No redundancy
• No virtualization
• Added cost to send data off site
• No security

11. Discussing the Benefits
 Increasing productivity
 Faster data recovery
 Business Continuity
 Securing the data
 On site and off site replication
 Virtualization of servers
 Long term ROI

12. Key Questions
 How do you currently back up your business critical
data?
 After backing up that data, have you tested recovering
it?
 Have you or your current IT consultant designed a
disaster recovery plan?
 How long after a total disaster or data loss do you feel
would be acceptable to get your business back up and
running to 100%?

13. Overcoming Sales Objections
 Cost
 In over x # of years in business we have never lost
data, what makes you think it is going to happen now.
 The office manager is taking care of backing up the
data, we don’t need this expensive solution.
 We buy Carbonite for $55/year. Our data is totally safe,
isn’t it?

14. Q&A
Axcient:
partner-marketing@axcient.com
Stuart Selbst:
stuart@stuartselbst.com
@Axcient axcient.com/facebook linkedin/axcient
www.axcient.com

15. Additional Resources
 Demo on Axcient Solution: axcient.com/demo
 Product video: axcient.com/productvideo
 Partner Program Overview: axcient.com/partners
 5 Myths of Tape Backup: axcient.com/5myths
 Disaster Preparedness Toolkit: axcient.com/dpt
 Co-Brand Marketing Assets: axcient.com/co-brand-me
Copyright© 2012 Axcient, Inc. All Rights Reserved.

16. Special Offer
Would you like to learn more about what it takes to sell more BDR to
your clients and prospects?
Would you like some help with your BDR sales planning?
Sign up today at
www.stuar tselbst.com/request
for a free 45 minute consultation.
Engage in a NEW consulting contract
receive 1-month FREE.
Stuart Selbst
stuart@stuartselbst.com
www.stuartselbst.com
480-389-5481
www.facebook.com/stuartselbstconsulting
www.twitter.com/mspcoach

17. Next Webinar:
Building a successful MSP business practice
with Stuart Selbst
@Axcient axcient.com/facebook linkedin/axcient
www.axcient.com