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Tornado Season:How One Midwest Partner Bounced BackFrom the Joplin Tornado With BDR         Ted Hulsy         VP of Market...
Agenda• Introductions• Partner Leader:        – How I bounced back from the Joplin Tornado        – What I learned        ...
Partner Leader: John Motazedi3   © 2012 eFolder, Inc. All Right Reserved.
Facts about the Joplin Tornado• Joplin had 20 minutes of warning, with 32  minutes total time on ground• Multi-vortex torn...
EF Scale Tornado Path
Sizing the Disaster                         Dallas                      Manhattan
Disaster Hits Home• We manage 1000 machines on a regular basis.• On Monday morning we had lost 467.• All our techs were fi...
Recovery Goals• Goals:  –   Have SNC Squared up by end of business Monday 5/23  –   Have all clients servers that were eff...
Backup Solutions Save the Day• Backup and disaster recovery plan in place• Backups checked daily / weekly / monthly• Rando...
What is your disaster plan?Rules to remember:  1. If you are not up yourself, you cannot help     your clients  2. “We sho...
What is your success plan?Rules to remember, for you andyour clients:  1. Do a risk assessment  2. Make a communication pl...
Focus on Business Continuity Backups:                                     Business Continuity: • Worries about the now,   ...
Business Continuity Wish List    It is complete does all files, folders, email, everything.    It is fast, happens in mi...
SNC2 Backup Guardian, Features• Backup every server or important workstation every 15  minutes.• Send every backup offsite...
SNC2 Backup Guardian, Advantages• Fast:       – File restores can be performed within minutes with a 15 minute         gra...
SNC2 Backup Guardian   Standard Backup Guardian purchase option:   • Equipment                $1995   • Offsite fees      ...
Sales and Marketing Best Practices• Focus:       – Pick a vertical and go deep• Position:       – Position yourself as a l...
eFolder ShadowProtect BDR: How it Works                     eFolder BDR                                                   ...
Partner Pricing          Please call eFolder for partner wholesale          pricing details:          800-352-0248        ...
eFolder Competitive Advantages                                               • Leverage the power of the cloud            ...
Contact Us                                 Phone:       800-352-0248                                  Email:      info@efo...
Q&A
Appendix
Proactive Data Integrity Checks                     Decryption                         and                                ...
Partner Pricing Models• Markup Model       –    Targets 60%+ recurring gross margin       –    Charge upfront for applianc...
Partner Pricing Models• Bundle Model       – Targets 50-70% recurring gross margin       – Incorporates appliance cost int...
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Webinar: eFolder Partner Chat: Tornado Season, How One Partner Bounced Back with BDR

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In this short webinar, eFolder partner John Motazedi, CEO of SNC Squared, shares his real life story of surviving and thriving after the Joplin, MO tornado of May 2011.

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  • Hello. My name is Ted Hulsy. I am Vice President of Marketing at eFolder and your host for today’s event.Welcome to the eFolder Partner Chat webinar. This webinar series brings together leaders from eFolder’s partner community for advice and best practices on how to grow and thrive.Today we are joined by John Motazedi, CEO of SNC Squared. In just a moment, I will further introduce John.
  • Before we go through the agenda, let’s cover a few house keeping items.Today’s session is being recorded. The recorded version of the webinar will be made available on eFolder’s YouTube channel. We will also make copies of the slides available those that attended the event.With over 100 people registered for the event, we have put all participants in listen only mode. You can enjoy the audio portion of today’s event by either streaming it your computer or by dialing in over the phone. Questions are strongly encouraged throughout. We have planned a special Q&A section at end of today’s discussion, but you may submit as we go along and we will try to address them on the fly.John is going to first share with you his remarkable story of surviving the devastating Joplin tornado, which struck in May 2011. He will then share the lessons the learned, both for his own business and his clients. And then he will talk about how he is successfully growing his company by helping new clients implement business continuity.
  • Now let me introduce our guest:John is a leading expert in Disaster Recovery, and has been recognized by Fox business, NPR, CRN and Missouri Health Information Technology extension office for his expertise and swift response during the tornado May 2011 at Joplin, MO.   John Started his company (SNC2) in 2006 and has been a leading force in helping companies in the Tristate area develop their Disaster Recovery Plans and help them reorganize their business processes in order to be more profitable. Before John started his company, he worked for JB Hunt, CHI and Mercy Hospitals  as a lead system engineer . John also worked  IBM on application and product development designing new computer operating systems. John's yearly pink mousepad campaign benefits local area breast cancer organizations such as Hope For You and Breast Cancer Foundation of the Ozarks. John and  his lovely wife Renee have three kids, William, Elizabeth and Phillip. John enjoys spending his free time with family doing outdoor activities including leading the boy scouts on their wild life adventures.
  • This diagram provides a simple overview of the main functions of an eFolder BDR installation.First, the imaging software running on the production servers captures an initial image of the server, along with incremental image backups, and stores them on the eFolder BDR.The eFolder BDR appliance acts both as a storage server and as a standby server, in the event the production server fails. The eFolder BDR, leveraging virtualization technology, can bring up the image of the downed server and operate just like production server. Since both the data and complete server configuration is backed up, this on-site recovery can happen in minutes, not hours or days.To deliver additional protection, eFolder backs up the server images daily to the eFolder Storage Cloud, providing cloud based protection from on-site disasters. The client or partner can recover the server images from the cloud, via a download or shipment of a hard drive with the server images.Or, partners may elect to recover the servers in the cloud with the eFolder Continuity Cloud. This approach provides the same benefits of on-site virtualization, but instead leverages the eFolder Continuity Cloud.
  • [Ted will close out the last two slides, before formal Q&A]eFolder helps partners adapt to a fast changing technology landscape. Partners can leverage the power of the cloud, while managing the natural migration of infrastructure from on-premises to cloud-based deployments.With eFolder’s unique business model, partners control the client relationship. eFolder allows partners build unique and differentiated offerings, with your own service levels, pricing, and branding.eFolder partners create thriving businesses based upon managed services that generate predictable, monthly recurring revenue. Partners are able to keep their operating costs low through reliable service performance, automation, and integration with their PSA systems. And the result is consistent ongoing profitability.
  • If eFolder sounds right for you, contact us today. Qualifying VARs, solution providers, and MSPs can try any eFolder service at no cost.Thank you for joining us.
  • Transcript of "Webinar: eFolder Partner Chat: Tornado Season, How One Partner Bounced Back with BDR"

    1. 1. Tornado Season:How One Midwest Partner Bounced BackFrom the Joplin Tornado With BDR Ted Hulsy VP of Marketing, eFolder 415-235-6087 ehulsy@efolder.net John Motazedi CEO 417-622-0933 john@sncsquared.com
    2. 2. Agenda• Introductions• Partner Leader: – How I bounced back from the Joplin Tornado – What I learned – How I am winning with selling business continuity• Q&A2 © 2012 eFolder, Inc. All Right Reserved.
    3. 3. Partner Leader: John Motazedi3 © 2012 eFolder, Inc. All Right Reserved.
    4. 4. Facts about the Joplin Tornado• Joplin had 20 minutes of warning, with 32 minutes total time on ground• Multi-vortex tornado• 1 mile wide at its peak and traveled 6 miles through town – Ground wind speeds clocked 200+ mph. At the top of St. John hospital, winds clocked over 300 mph. – 25-30% of the city was destroyed – 8000 structures destroyed or damaged beyond repair• 162 confirmed deaths, over 1000+ injuries
    5. 5. EF Scale Tornado Path
    6. 6. Sizing the Disaster Dallas Manhattan
    7. 7. Disaster Hits Home• We manage 1000 machines on a regular basis.• On Monday morning we had lost 467.• All our techs were fine; no family or houses were damaged.• Our office was completely destroyed.
    8. 8. Recovery Goals• Goals: – Have SNC Squared up by end of business Monday 5/23 – Have all clients servers that were effected up by Friday 5/27 – No client would lose their business due to any IT issues – Maintain continuous service for clients that werent affected• Results – SNC Squared was up by 2 pm (5 hours) – All our clients were up by Thursday, 5/26 at 5 pm
    9. 9. Backup Solutions Save the Day• Backup and disaster recovery plan in place• Backups checked daily / weekly / monthly• Random test restores• 350,000+ patient records were saved for over 20 physicians offices• Not a single patient record was lost• Millions of $$$$ in financial records were saved
    10. 10. What is your disaster plan?Rules to remember: 1. If you are not up yourself, you cannot help your clients 2. “We should have,” “I wish and hope” is not a disaster plan 3. Disasters are inevitable 4. Ask for help early in the game; don’t wait • Airport and hotel rooms fill up you wont be able to get people here quickly • Have them bring supplies food, water, tools, etc.
    11. 11. What is your success plan?Rules to remember, for you andyour clients: 1. Do a risk assessment 2. Make a communication plan with clients and communicate 3. Assess your key partners and vendors 4. Strategies for working in another facility 5. Practice the plan
    12. 12. Focus on Business Continuity Backups: Business Continuity: • Worries about the now, • Worries about long term yesterday • Worries about servers & • Files and folders based systems • Limited snap shot of • Continuous snap shot of your business your business • Designed to be • Designed to recover your recovered locally business anywhere • Cares about the • Cares about your machine continued business12 © 2012 eFolder, Inc. All Right Reserved.
    13. 13. Business Continuity Wish List It is complete does all files, folders, email, everything. It is fast, happens in minutes rather than hours. It is granular, with lots of recovery points. It sends data offsite to the cloud. It is encrypted. It is easily restored. It can recover files and servers in minutes, not days. Someone else does it so I don’t have to bother with it. Covers my a--? All the time. Affordable.13 © 2012 eFolder, Inc. All Right Reserved.
    14. 14. SNC2 Backup Guardian, Features• Backup every server or important workstation every 15 minutes.• Send every backup offsite, within 15-30 minutes of its occurrence.• Keep 4 copies of your backups at any given time.• All backups are encrypted on the server & again during transmission.• Meets Sarbanes Oxley, HIPAA, government, and military grade encryption.• Combine 15 min backups to daily, weekly and monthly.• Have backups checked, daily, weekly, monthly.• Have test restores done monthly.14 © 2012 eFolder, Inc. All Right Reserved.
    15. 15. SNC2 Backup Guardian, Advantages• Fast: – File restores can be performed within minutes with a 15 minute granularity. – Servers can be recovered within minutes of failure.• Flexible: – Servers can be recovered even if they are of different brand, or type.• Resilient: – Servers can be recovered in the Cloud even if your servers are gone.• Agile: – When you get your new equipment, the backup server restores back to your server and business continues as normal.• The result: – Your business can be up running within hours of a disaster.15 © 2012 eFolder, Inc. All Right Reserved.
    16. 16. SNC2 Backup Guardian Standard Backup Guardian purchase option: • Equipment $1995 • Offsite fees $1.50/GB • Server license $40/month Second option: • Setup fee $995 • Monthly fee / server $300 • Includes 150 GB offsite $150 • Includes daily checks16 © 2012 eFolder, Inc. All Right Reserved.
    17. 17. Sales and Marketing Best Practices• Focus: – Pick a vertical and go deep• Position: – Position yourself as a local expert in hot topics business principals care about and develop local speaking opportunities in your target markets, vertical and geographic• Educate and entice: – Offer free, educational content to drive new leads – Webinars, luncheons, seminars, chamber meetings, and tradeshows – Joint ventures with other organizations17 © 2012 eFolder, Inc. All Right Reserved.
    18. 18. eFolder ShadowProtect BDR: How it Works eFolder BDR eFolder Storage Cloud Image backupProduction Disaster recovery options BDR appliance servers 1. Download On-site virtualization 2. Disk shipment eFolder 3. Emergency in the cloud Continuity Cloud virtualization and recovery Users 18 © 2012 eFolder, Inc. All Rights Reserved.
    19. 19. Partner Pricing Please call eFolder for partner wholesale pricing details: 800-352-0248 www.efolder.net/join19 © 2012 eFolder, Inc. All Rights Reserved.
    20. 20. eFolder Competitive Advantages • Leverage the power of the cloud Adapt • Manage the migration from on-premises to cloud services • Your own service offerings Differentiate • Your own pricing • Your own branding • Predictable, monthly revenue streams Thrive • Low operating costs • Consistent margins and cash flow20 © 2012 eFolder, Inc. All Rights Reserved.
    21. 21. Contact Us Phone: 800-352-0248 Email: info@efolder.net Web: efolder.net Blog: efolder.net/blog/ Twitter: twitter.com/eFolder21 © 2011 eFolder, Inc. All Right Reserved.
    22. 22. Q&A
    23. 23. Appendix
    24. 24. Proactive Data Integrity Checks Decryption and Transmission via Encrypted Verification Verification Network Tunnel over Public Internet and Reassembly Encrypted Transmission Your Data, Your Encrypted Data Cryptographically + Checksums Verified + Digital SignaturesData Verification and Reassembly during DownloadData Protection and Duplication during Upload Encryption Encrypted Transmission via Encrypted Verification Transmission and Duplication Network Tunnel over Public Internet Your Data Your Encrypted Data + Checksums + Digital Signatures 24 © 2012 eFolder, Inc. All Right Reserved.
    25. 25. Partner Pricing Models• Markup Model – Targets 60%+ recurring gross margin – Charge upfront for appliance/install – 3x wholesale recurring costs – Example A: • SMB, one server, 100 GB, forecasted to grow to 150 GB • Wholesale monthly cost: $60 • Retail MRR: $180 – Example B: • SMB, four servers, 225 GB, forecasted to grow to 400 GB • Wholesale monthly cost: $195 • Retail MRR: $58525 © 2012 eFolder, Inc. All Right Reserved.
    26. 26. Partner Pricing Models• Bundle Model – Targets 50-70% recurring gross margin – Incorporates appliance cost into bundle – Flat $750 setup fee26 © 2012 eFolder, Inc. All Right Reserved.
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