2. Data Protection & DR Assurance
Unitrends Confidential Page 2
• Backup
• Archiving
• Instant Recovery
• Disaster Recovery
3. Simplified and Unified protection
NAS SAN TAPEPhysical Virtual SAN NAS
Protect 120+ OS/Applications Long Term Archives
CIFS
NF
S
Adapters:
10 Gbit
Fiber
Channel
SCSI/SAS
+
Recovery Site
OpenVPN
w/Throttling
WAN
Replication Target DR Infrastructure
Recovery Archive RXDA
Recovery Appliance
Physical or virtual
4. Our Position: Eliminate Complexity
Page 4
Virtual Protection
Windows/Linux Physical
Protection
File/Block level protection
Cloud Protection
Source: Gartner, Best Practices for Addressing the Broken State of Backup; Dave Russell; August 27, 2010
Unitrends Confidential
5. Our Growth Trajectory
Fastest Growing Provider of Data Protection
and Disaster Recovery Solutions
Exponential Revenue Growth ($ in MMs)What We Do
Enable our customers to simply, quickly
and reliably recover IT services anytime,
anywhere, anyplace
The Result
10,000+ customers
2,500+ channel partners
98% customer satisfaction rating
21 consecutive quarters of record growth
5
2009-13
CAGR:
57%
6. The Challenge in the Channel
Page 6
Brand was
relatively
unknown
Hyper
competitive
industry
Saturated
backup
landscape
First mover
advantage vs.
late entrant
“David versus
a Legion of
Goliaths”
7. What our Partners wanted in a Loyalty Program
Page 7
Simple, intuitive & easy to navigate
Incentives for various stages of the sales cycle
Instant reward gratification
100% transparency
Instant communication & follow up
Relevant content only
8. From concept to reality…
Page 8
The catalyst to our rapid
growth in the channel
New partner enrollment
Increased retention
Record breaking channel revenue
9. 1
UniRewards by the Numbers
Page 9
$68M
~7,800
member
enrollments
18,001
registered
leads
15,070
converted
opportunities
5,127
closed/won
OCT
$3,260,000
Cash Value Awarded
$251M
2012
* Data as of July 18, 2014
17. What our partners are saying…
Page 17
““The Unitrends Rewards program has been
a great bonus incentive for us to sell
more….
Craig Petronella , President | Petronella Computer Consultants, Inc.
“One of the easier incentive programs,
I appreciate the integrated approach
to registering leads, and redemption
process…
Mark Maetzold, Managed Voice & Data Advisor | Marco Inc.
“
“
My experience with the Unitrends sales
team, engineers, and the awards program
has been nothing but outstanding!! Unlike
other vendor award programs, the
Unitrends process of funding the award
was extremely fast….
Douglas Nofziger, Senior Account Executive | Sonit Systems
““From a partner’s point of view, your
incentive program is definitely one of
the best I have dealt with …
Jim Ordway, Account Executive | PC Mall Business Solutions
“
18. UniRewards 2.0 – Next Gen
Unitrends Confidential Page 18
• Mobile App based experience
• Push notifications
• Communities/groups
• Social Experience
• Audience segmentation
19. UniRewards 2.0 – Next Gen
Unitrends Confidential Page 19
Target
Create
Deliver
Report
Earn Points $$
Point$ for Campaigns
20. Extending Rewards within the Funnel
• Incentivize additional ‘level’ (MQL) within the sales funnel
• Reward desired behavior for ‘marketing’ activity
Page 20Unitrends Confidential
New! MQL Content-LP $
SQO Registered Lead $
QUOTE (Planned Q4) $
C/W Closed-Won $
21. Self Select Automated Email & LP Topics
INTRO
• Who is
Unitrends?
• Why Unitrends?
PROMOS
• BOGO!
• Free!
• New!
SEGMENT
• Cloud
• Virtual
• BC/BU/DR
Page 21Unitrends Confidential
COMPETE
• vs. VEEAM
• vs. CUDA
• vs. SYMANTEC
• vs. COMMVAULT
SOLUTION
• UVB
• UEB
• DRAAS
• RS APPLIANCE
CASES
• State & Local
• K12 / Higher Ed
• Healthcare
• Finance
22. Launch Personalized Email w/link to LP…
• Open’s in members default
email platform
• Comes across as personally
written with intent to offer a
trusted recommendation (vs.
just passing along a mass
HTML email).
• Contact list remains private
• Unitrends will only have
access to contacts that
responded to the CTA.
• Triggers follow up and
engagement with partner &
prospect
• Accelerates MQL to SAL
Page 22Unitrends Confidential
23. Landing Pages with CTA “Earn Points”
Page 23Unitrends Confidential
• Prospect links to LP from
personalized email
recommendation.
• Landin Page opens up.
• CTA requires form to be filled
out (Form Assembly)
• Prospect clicks submit button,
downloads asset.
• Partner is alerted of action
taken.
• Lead is uploaded to
Salesforce Campaign
24. UniRewards 2.0 – Next Gen
Unitrends Confidential Page 24
“Club Membership”
Top 10% Performers
Receive leads from Unitrends
Automate & Track
Leads Pass Program
