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How CompuVault works with there partners.

How CompuVault works with there partners.

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  • Thank Level and everyone for their time today.


  • 1. CompuVault, Inc. Lunch and Learn Presentation to Level Platforms December 11, 2009 Presented by: Jason Casey, CIO Turi Pillitteri, Director of Channel Sales
  • 2. Mission Statement
    • A focus on data recovery rather than data backup
    • An understanding of their needs based on actual experience as MSP's
    • A promise NEVER to compete against channel
    • A competitive pricing structure enabling them to maximize their return
    • Superior training in how to effectively sell the service to their customer base, and
    • State-of-the-art technology and feature sets that enable all of the above
    CompuVault is dedicated to its Channel Partners. Our goal is to help them build a recurring Revenue base by offering:
  • 3. Background
    • Started with a near disaster
    • 5 years selling other products
    • Formed the CompuVault concept in 2006
    • Incorporated in January 2007
    • 2007 - established basic enterprise, performed "proof of concept" work, started infrastructure development, moved to "Channel Only" approach
    • 2008 - Built out infrastructure, began development of reseller channel
  • 4. Background
    • Privately held
    • 5 Full-time employees plus a pool of 8 engineers available for support
    • Approximately 2 dozen Channel Partners in first year
    • Goal is to add another 120 in the next 12 months
    • Currently storing 9TB of data
    • Under 200 end users
  • 5. Company Principals
    • Steve Ferman - President and CEO
    • Jason Casey – CIO
    • Jeffrey Cox – COO
    • Turi Pillitteri - Director of Channel Sales
    • Management Team has STRONG experience in
    • Data management
    • Backup/recovery infrastructure
    • Operations management
    • MSP industry
  • 6. Target Market Vertical
    • Since we're Channel-centric, our "market" is the 51,000 MSP's, VARS and integrators in the United States
    • End-user market is the SMB industry - those served by the MSP
  • 7. Channel Value Proposition
    • Strong recurring revenue / recurring profit potential
    • Support for the consultative sale
    • Experience in the MSP Industry
    • Hunger to grow the channel
  • 8. Strong Recurring Revenue/Recurring Profits
    • “ Average” end user– 75GB paying $7.50/GB
    • Reseller w/ 10 clients, $24k/ year in gross profit
    • Reseller w/50 clients, $151k/ year in gross profit
    • (Gross Profit = Revenues – CompuVault storage fees)
  • 9. Go To Market Strategy
    • Tools to support the consultative sale (and added revenues)
    • Products/Technology with exceptional value proposition to the SMB
    • Appliance - delivery methodology
    • Exceptional pre-sale support to assist the Channel in end-user sales
    • Channel-centric approach - cannot stress this enough!
  • 10. Events
    • Speaker at several MSPAlliance shows/SMB Nation
    • Rolling out Webinars in early spring
  • 11. Integration Partners
    • LPI - Certified Partner
      • Templates created to add appliance to monitoring
      • Approximately 10 mutual Partners (MSP’s)
      • Appliance approach reduces issues with software conflicts
    • Future possibilities include integration of LPI software into appliance for joint delivery of software to the MSP (and ultimately to the end user)
  • 12. Pricing
    • Wholesale pricing model
    • The more you store the less you pay per GB
    • Provide “brand able” end-user contracts to Channel Partner
    • Channel Partner’s end-user contract must have a minimum term of 12 months
  • 13. Pricing Chart Simple approach that rewards the MSP for increased business!
  • 14. Key Marketing / Sales People
    • Jason Casey - CIO
      • Formerly of Capital Backup
      • Responsible for developing its Reseller Network
    • Turi Pillitteri – Director of Channel Sales
      • Formerly of Level Platforms
      • Strong experience in channel development
    • Jeff Cox – COO
      • 12 Years experience in developing corporate communication plans in Silicon Valley
  • 15. Competition
    • eVault
    • Livevault
    • DS3 Datavaulting
    • CoreVault
    • Hundreds of small providers
  • 16. Who is NOT Competition?
    • Mozy
    • Amazon
    • Carbonite
    • Vembu
  • 17. Differentiation
    • Our Technology Approach
    • Local appliance with up to 30 generations of backup
    • LAN discovery and other statistical analysis tools
    • We are NOT selling backup (commodity)
    • We ARE selling recovery (value)
    • Better support for the reseller's overall consultative sale
  • 18. How CompuVault Works Existing Network Appliance Is Installed CompuVault Data Center Disk Storage DS-System IP WAN
  • 19. State of the Art Technology
    • Only the changed blocks of a file are transmitted to complete the backup – Capitalizes on the small percentage change in data between backups
  • 20. State of the Art Technology
    • Backup software offering:
      • Exceptional compression algorithms
      • “ Agent less” end user expansion
      • Wide support of hardware, database and operating systems
      • Local availability of data (in addition to offsite)
      • Road warrior support
      • Continuous data protection (CDP)
    • NOC deployment offering:
      • Multi-layered points of security
      • Battery backup and diesel generator power
      • Redundant bandwidth paths
  • 21.
    • Near on-line storage – less critical data supports RTO objectives
    • Virtual Office Recovery
      • Don’t wait for a trailer to set up
      • Be back up and running in HOURS
      • Potential Appliance Virtualization
    • Enterprise Vault
      • Large Scalable Solutions
  • 22.
    • For More Information:
    • Jason Casey
    • [email_address]
    • (877)9CVault x 234
    • Turi Pillitteri
    • [email_address]
    • (877)9CVault x 217