Cloud & BDR  Daniel Nyström CBDO, Further AB                    1
Agenda•   Further – Who are we?•   Our strategic objectives for 2013•   Cloud as a delivery model•   The BDR opportunity• ...
Who we are?              3
Further – IT That Works•   Company founded in ’04•   Switched to MSP model in ’09 from pure T&M•   It’s been a challenging...
Further – IT That Works                          5
How we expect to grow?                         6
Strategy for growth                                       GrowthStrategic choices   Managed Services                      ...
Strategy for growth – Managed•   Target market SMB•   In- & Outbound marketing•   Customer Development       Managed Servi...
Strategy for growth – Brand partners                             Brand Partnership                                   SME  ...
Strategy for growth – Sub-delivery                            Sub-delivery                              Partners          ...
Cloud as a delivery model                            11
Cloud as a delivery modelA cloud service is a service hosted on a scalable, andpreferably elastic, internet accessible pla...
Cloud as a delivery modelCustomer perspective•   On-tap services•   Reduced CAPEX, and yearly OPEX•   No need to increase ...
Cloud as a delivery modelProvider perspective•   Need to be ”quantifiable” (Pre-requisite)•   Need scale for real profitab...
The BDR opportunity                      15
BDR OpportunityStorage & data loss• Stored data capacity doubles every 3 years• In 2007, 295 Exabytes of data was stored  ...
BDR Opportunity• N-able: 900 Billion $ opp. in partner base.• Most SMB’s have suffered data-loss• Most SMB’s do not have a...
So where do Cloud delivery and BDR meet?                                      18
Further Managed BDR• Consists of local BDR and replication as a service• Continually monitored and guaranteed• Locally red...
Further Managed BDR for Partners• Replication and Storage services• Focus on your customers, not your systems• Uses techno...
How we price and sell to SMB’s                                 21
How we price and sell to SMB’s• Value proposition: ”Peace of mind”  – Guaranteed – No more uncertainty, it works  – Fixed ...
How we price and sell to SMB’s• Service positioned as fully managed and  guaranteed• Priced based on type & number of serv...
How we price and sell to SMB’s• Price vs Cost Structure – 36 months contractBDR (5 Servers – 36 Months)                   ...
Thanks!!Daniel Nyström•   Phone: +46 709 55 90 99•   Mail:     daniel.nystrom@further.se•   Web:      http://www.further.s...
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Keynote - Further, Cloud & BDR - N-able European Partner Summit 2012

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An edited copy of the N-able European Partner Summit 2012 keynote presentation on Cloud & Backup and Disaster Recovery by Daniel Nyström, Further AB.

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Keynote - Further, Cloud & BDR - N-able European Partner Summit 2012

  1. 1. Cloud & BDR Daniel Nyström CBDO, Further AB 1
  2. 2. Agenda• Further – Who are we?• Our strategic objectives for 2013• Cloud as a delivery model• The BDR opportunity• Further Managed BDR• Further Managed BDR for Partners• How we price and sell to the SMB market 2
  3. 3. Who we are? 3
  4. 4. Further – IT That Works• Company founded in ’04• Switched to MSP model in ’09 from pure T&M• It’s been a challenging journey for the org.• 12 very skilled employees• Currently aiming to grow customer stock• I joined 8 months ago to drive sales & marketingCall us if you’d like to know more: +46 8 410 417 90 4
  5. 5. Further – IT That Works 5
  6. 6. How we expect to grow? 6
  7. 7. Strategy for growth GrowthStrategic choices Managed Services Brand Partnership Sub-delivery Core Business SMB SME Partners 7
  8. 8. Strategy for growth – Managed• Target market SMB• In- & Outbound marketing• Customer Development Managed Services Core Business• Referal programs SMB 8
  9. 9. Strategy for growth – Brand partners Brand Partnership SME 9
  10. 10. Strategy for growth – Sub-delivery Sub-delivery Partners 10
  11. 11. Cloud as a delivery model 11
  12. 12. Cloud as a delivery modelA cloud service is a service hosted on a scalable, andpreferably elastic, internet accessible platform.In short,A service provided over the Internet on a sharedplatform 12
  13. 13. Cloud as a delivery modelCustomer perspective• On-tap services• Reduced CAPEX, and yearly OPEX• No need to increase resources or competence• Faster Time-To-Delivery• Enables you to focus on what you are best at• One-size fits all 13
  14. 14. Cloud as a delivery modelProvider perspective• Need to be ”quantifiable” (Pre-requisite)• Need scale for real profitability• Decrease the amount of customer inquiries• Lets you dedicate and focus resources• Is a single point of failure 14
  15. 15. The BDR opportunity 15
  16. 16. BDR OpportunityStorage & data loss• Stored data capacity doubles every 3 years• In 2007, 295 Exabytes of data was stored – That would equal out to about 1000 Eb next year.• Out of all this data, about 52% stored on HDD’s• Meanwhile, 75% of all data loss has been tied to faulty hardware and human errors• The need for a competent BDR solution has never been greater. 16
  17. 17. BDR Opportunity• N-able: 900 Billion $ opp. in partner base.• Most SMB’s have suffered data-loss• Most SMB’s do not have any BDR-plans• We (the IT-partners) are the trusted advisors 17
  18. 18. So where do Cloud delivery and BDR meet? 18
  19. 19. Further Managed BDR• Consists of local BDR and replication as a service• Continually monitored and guaranteed• Locally redundant storage platform for replication, in a global ISO-certified datacenter• Provision of individual disaster recovery plans 19
  20. 20. Further Managed BDR for Partners• Replication and Storage services• Focus on your customers, not your systems• Uses technology delivered through N-able• Gives you an easy add-on to existing local back-up customers• On-tap – little/no lead time in deployment• N-able endorsed backup replication provider – Scandinavian market 20
  21. 21. How we price and sell to SMB’s 21
  22. 22. How we price and sell to SMB’s• Value proposition: ”Peace of mind” – Guaranteed – No more uncertainty, it works – Fixed costs – Predictable data protection cost – Offsite replication – Secure, no matter what 22
  23. 23. How we price and sell to SMB’s• Service positioned as fully managed and guaranteed• Priced based on type & number of servers – and for the amount of data that needs to be replicated and stored• Our pricesOnly available for attending MSP’s andus back the lion are structured to earn Partners share of costs in year one 23
  24. 24. How we price and sell to SMB’s• Price vs Cost Structure – 36 months contractBDR (5 Servers – 36 Months) Unit SumDatacenter Replication & Storage – 1 TB 200 € /m 200 € /mBackup Standard Server – 4 pcs 50 € / m 200 € /mBackup Exchange/SQL Server – 1 pcs Only available for attending 60 € /mån 60 € /mRevenue (per month): MSP’s and Partners€ /m 460Revenue (per year): 5520 € /yCosts (Perpetual licenses with M&A + Storage cost):Y1 ~ 5000 € (Gross profit margin 9,5%)Y2 ~ 1830 € (Gross profit margin 67%)Y3 ~ 1830 € (Gross profit margin 67%)Gross profit margin full contract: ~50% (~8000 €) 24
  25. 25. Thanks!!Daniel Nyström• Phone: +46 709 55 90 99• Mail: daniel.nystrom@further.se• Web: http://www.further.se• Tweets: http://twitter.com/dnystrom• LinkedIn: http://se.linkedin.com/in/danyst 25

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