This insightful presentation with Probax and Veeam explores the market opportunity for Office 365 data protection and how MSPs can effectively position this service to their clients and prospects. Statistics shared by Veeam indicate that 38% of organisations are not backing up their data on Office 365, with a further 38% still looking to implement a backup solution. These statistics translate into 76% of Office 365 customers having no backup, and with an active subscriber base of over 120 million, MSPs have a tangible business opportunity. MSPs who want to take advantage need to both educate their customers on the need for Office 365 data protection, and effectively position their offering, to get clients on board. This presentation was delivered by Sam Meegahage (Probax CEO) and David Hills (Cloud Systems Engineer, Veeam) on 16th July 2019. If you would like more information about how Office 365 Backup & Archive can add value to your MSP clients, please visit us at www.probax.io or contact us at sales@probax.io

1. The Market Opportunity for
Office 365 Data Protection
PLEASE STANDBY
The live webinar will
commence shortly

2. Speakers
Sam Meegahage
Chief Executive Officer
David Hills
Cloud Systems Engineer

3. You were automatically muted on entry
Housekeeping

4. Introduction to Probax
Why customers need a Microsoft Office 365 backup solution
How to accelerate your recurring revenue growth starting today
Sales tactics for positioning Office 365 backup to your prospects and clients
How to leverage Probax marketing resources to launch customised lead
generation campaigns quickly and easily
Q&A and close
Webinar Agenda

5. Integrates with leading
backup, availability and
SaaS solutions
Storage, processing, disaster
recovery in New Jersey,
Sydney, Melbourne and Perth.
Channel Only – With
hundreds of MSP channel
partners globally
30%+ Growth - More than
30% growth year on year for
the past 3 years
6+ Petabytes
More than 6 PB of managed
storage on our platform in
Australia, New Zealand, USA
and Canada
NPS Growth - Our Net
Promotor Score is on the rise
and is currently at 53, which is
2.5x the industry average (21)
WHAT IS
PROBAX?
Probax is a multi-vendor, multi-
tenant Platform as a Service,
offering intelligent and
automated cloud solutions
including BaaS, DRaaS, AaaS,
SaaS Protection and Software
Licensing.
Our award-winning solutions are
available to channel partners in
AUS and USA.

6. High performance backup and
replication cloud storage in our
local or international Data Centres.
PRODUCT OFFERINGS
Backup as a
Service (BaaS)
Disaster
Recovery
(DRaaS)
Fast and reliable cloud DR
solution with partial and
full failover capability.
Honeycomb
VTL (AaaS)
Low cost virtual
tape storage
solution.
Control
Multi-tenant, multi-vendor
portal to manage your client’s
backup, business continuity and
disaster recovery requirements
– all in one place.
Office 365
Backup &
Archive
Effortlessly backup and archive
your critical MS Office 365 data
securely to the Probax Cloud.
Dropbox
Backup &
Archive
Reliable backup, archive
and cryptoware recovery
solution for users of
Dropbox.
Access discounted
backup licensing,
direct from our
portal.
Veeam
Licensing
Managed
Data Protection
Services
Proactive monitoring
and management of
client backups by our
expert team.
Automated deployment,
verification, error fixing and
remote management of
backups.
Scout
(Automation)

7. High performance backup and
replication cloud storage in our
local or international Data Centres.
VEEAM INTEGRATIONS
Backup as a
Service (BaaS)
Disaster
Recovery
(DRaaS)
Fast and reliable cloud DR
solution with partial and
full failover capability.
Honeycomb
VTL (AaaS)
Low cost virtual
tape storage
solution.
Control
Multi-tenant, multi-vendor
portal to manage your client’s
backup, business continuity and
disaster recovery requirements
– all in one place.
Scout
(Automation)
Automated deployment,
verification, error fixing and
remote management of
backups.
Office 365
Backup &
Archive
Effortlessly backup and archive
your critical MS Office 365 data
securely to the Probax Cloud.
Dropbox
Backup &
Archive
Reliable backup, archive
and cryptoware recovery
solution for users of
Dropbox.
Access discounted
backup licensing,
direct from our
portal.
Veeam
Licensing
Proactive monitoring
and management of
client backups by our
expert team.
Managed
Data Protection
Services

8. VEEAM INTEGRATIONS
Control
Multi-tenant, multi-vendor
portal to manage your client’s
backup, business continuity and
disaster recovery requirements
– all in one place.
Office 365
Backup &
Archive
Effortlessly backup and archive
your critical MS Office 365 data
securely to the Probax Cloud.
Dropbox
Backup &
Archive
Reliable backup, archive
and cryptoware recovery
solution for users of
Dropbox.

9. Why customers need a Microsoft
Office 365 backup solution

10. 74% of
businesses are left
unprotected!
And “rely on Microsoft native tools for
backup and recovery” has dropped to
19% versus 60% in 2017 survey.
Interim stats from Veeam customer survey, April 2019

11. What a Top Analyst
Firm has to say about
Office 365 Backup
Download the full report:
https://www.veeam.com/wp-office-365-
responsibility-report.html
Taking control of
your Office 365 data

14. The Office 365 Shared Responsibility Model
Microsoft’s Responsibility
Learn more from the Office 365 Trust Center
Primary
Responsibility
MICROSOFT GLOBAL
INFRASTRUCTURE
Uptime of the
Microsoft Office 365
Cloud Service
YOUR Responsibility
YOUR OFFICE
365 DATA
Access and control
of your data residing
in Office 365
Supporting Technology
Office 365 Data Replication
DC to DC geo-redundancy
Recycle Bin
Limited, short term data loss recovery
(no point-in time recovery)
Security Regulatory
https://www.veeam.com/blog/office365-shared-responsibility-model.html

15. The Office 365 Shared Responsibility Model
Microsoft’s Responsibility
Learn more from the Office 365 Trust Center
Primary
Responsibility
MICROSOFT GLOBAL
INFRASTRUCTURE
Uptime of the
Microsoft Office 365
Cloud Service
YOUR Responsibility
YOUR OFFICE
365 DATA
Access and control
of your data residing
in Office 365
Supporting Technology
Office 365 Data Replication
DC to DC geo-redundancy
Recycle Bin
Limited, short term data loss recovery
(no point-in time recovery)
Security Regulatory
Without a backup of your Office 365 data
Limited access
and control of
your own data
Retention policy
gaps and data
loss dangers
Security
vulnerabilities
Regulatory
exposure
Why you need an Office 365 backup solution
https://www.veeam.com/blog/office365-shared-responsibility-model.html

16. 6 Reasons WHY
you need an Office 365 backup
Archived video webinar: The six reasons for Microsoft Office 365 backup
https://www.veeam.com/videos/six-reasons-office-backup-14845.html

17. So how often
do these reasons
REALLY happen?
Interim stats from Veeam customer survey, April 2019

18. Retention policies:
Inbox or folder data
Sources: Exchange Online information above is based on Microsoft’s default MRM Policy. SharePoint Online information above is based on Microsoft’s support article. OneDrive for
Business information is based on Microsoft’s support article. In some cases, these defaults can be customized by the IT Admin, but often require certain licenses and/or additional fees,
and also carry the risk which allows Microsoft to automatically delete data ahead of retention policy dates if the recycle bin is full.
Deleted items (recycle bin)
Auto-archived data (set at 1 month)
1 wk 1 mo 1 yr 2 yrs 5 yrs
Deleted SharePoint Online sites and items
Office 365 backup and retention policies can only protect you from data loss in a limited way
and are not intended to be a complete backup solution.
Retention policies are always evolving and tend to be very complicated to manage and monitor.
Commonly, Admins believe they are covered, only to find that in fact certain items are gone.
Deleted OneDrive for Business files
3 mo
What exactly does
Microsoft back up?
Employee leaves the company

19. Retention policies:
Inbox or folder data
Deleted items (recycle bin)
Auto-archived data (set at 1 month)
1 wk 1 mo 1 yr 2 yrs 5 yrs
Deleted SharePoint Online sites and items
The average length of time from
data compromise to discovery is over 140 days,
yet default settings only protect for 30-90 days.
Deleted OneDrive for Business files
3 mo
What exactly does
Microsoft back up?
Employee leaves the company
Source: Microsoft Office 365, 6 steps to holistic security, chapter 1

20. Retention policies:
Inbox or folder data
Deleted items (recycle bin)
Auto-archived data (set at 1 month)
1 wk 1 mo 1 yr 2 yrs 5 yrs
Deleted SharePoint Online sites and items
Deleted OneDrive for Business files
3 mo
What exactly does
Microsoft back up?
Employee leaves the company
Veeam Backup for Microsoft Office 365 is more than simply filling gaps.
It’s about providing access and control to ALL
Exchange Online, SharePoint Online and OneDrive for Business data and
storing it in one location, making recovery fast, easy and reliable.

21. Complete Control and
Protection of Office 365
Probax Backup for Office 365 is a cloud-to-cloud backup as
a service offering which provides a simple, automated and
secure backup solution for Microsoft Office 365. This
includes Microsoft Exchange Online, SharePoint
Online and OneDrive for Business.
Powered by Veeam and AWS, Probax's solution provides
complete control and protection of Office 365, so you can
rest assured that all your data is protected and recoverable
at any time.

22. Protect your Office 365 data from accidental deletion, security
threats and retention policy gaps
Office 365 backup and recovery
Quickly restore individual Office 365 items and files with
industry-leading recovery flexibility
Meet legal and compliance requirements with efficient eDiscovery
of Office 365 backup data
The power and flexibility you need to securely backup your data on Office 365

23. How to accelerate your recurring
revenue growth
….starting today

24. Flexible infrastructure
Infrastructure choice
Performance control
Flexible backup
Meet the most stringent customers’ SLA requirements
Customize backup to meet specific customers’ needs
Flexible recovery
Recover data out of Office 365
Recover in most appropriate manner for customers’ situation
Recovery at scale
Recover from department/division/company disaster in 2 clicks
Simple and quick operational recovery
Increase profitability
SaaS Protection adds Monthly Recurring Revenue (MRR) to your
business, for very little effort.
Flexible infrastructure
Infrastructure choice
Performance control
Flexible backup
Meet the most stringent customers’ SLA requirements
Customize backup to meet specific customers’ needs
Flexible recovery
Recover data out of Office 365
Recover in most appropriate manner for customers’ situation
Strengthen client relationships
Show your value by educating your clients on the need for SaaS
Protection. If you don’t do it someone else will.
Flexible infrastructure
Infrastructure choice
Performance control
Flexible backup
Meet the most stringent customers’ SLA requirements
Customize backup to meet specific customers’ needs
Capture new clients
Get your foot in the door with high-demand services that help you
survive and thrive in the rapidly evolving IT space.
Flexible infrastructure
Infrastructure choice
Performance control
Peace of mind
(for you and your clients)
Gain assurance that your clients’ data is protected and readily
available when needed.
Proven market opportunity for MSPs
73% of organisations looking to move almost all of their line of
business applications to SaaS by 2020.
The Benefits for MSPs

25. Veeam integration for Exchange,
SharePoint and OneDrive
Flexible Restore Options
OneDrive for Business
Exchange Online
Restore to Exchange, export to PST
SharePoint Online
Restore to SharePoint, export to zip
Restore to OneDrive, export to zip
Up to 6 Daily Restore Points
Unlimited Storage
Unlimited Retention
Office 365 Backup & Archive

26. It adds up quicker than you think!
How many Office 365 clients do you have?
$7.00/month = $6,300 revenue for one year
= $2,250 margin for one year (35.7%)
75 Office 365 users
(1 Client)
How do I make money?
Exchange Only
SharePoint & OneDrive Only
Exchange, SharePoint & OneDrive
RRP FLEX BRONZE GOLDSILVER
$3.50
$3.50
$5.50
$3.10
$3.10
$5.00
$2.90
$2.90
$4.50
$2.70
$2.70
$2.70
$4.50
$4.50
$7.00

27. Sales tactics for positioning
Office 365 backup

28. Understand your client's specific situation
Do you understand the shared responsibility model for Office 365?
What are you doing today to protect your Office 365 data?
What would happen if your business lost access to email for 24 hours?
What would that cost your business in terms of lost revenue and lost productivity?
Do you have a plan in place for if that happens? Have you tested it?
What data in Office 365 is critical to your business?

29. Educate your clients
Don’t sell backup but instead, help them understand the value of their data
Explain why they need an Office 365 data protection strategy
Provide real life examples of data loss (use industry specific examples if possible)

31. Educate your clients
Don’t sell backup but instead, help them understand the value of their data
Explain why they need an Office 365 data protection strategy
Provide real life examples of data loss (use industry specific examples if possible)
Provide real life market statistics
▪ Ransomware attacks have increased over 97% in the past 2 years (Source: Phishme)
▪ A new business will fall victim of ransomware every 14 seconds this year (Source: Cyber SV)
▪ 34% of businesses hit with malware take a week or more to access their data (Source: Kaspersky)
▪ 22% of SMBs were forced to shut down operations completely (Source: Malwarebytes)
▪ The average cost of a ransomware attack on a business is $133,000 (Source: Sophos)
▪ 75% of companies infected with ransomware were running up-to-date AV (Source: Sophos)
▪ 43% of SaaS data loss is due to user error (Source: Spanning, an EMC company)

32. Bundle SaaS + SaaS protection services
Have your clients sign a waiver if they refuse SaaS Protection.
For existing clients, be their trusted advisor, educate them on the need for SaaS
protection and the sale should come naturally.
For new clients, SaaS Protection should no longer be an optional service.

33. How to leverage Probax marketing
resources to launch SaaS protection
campaigns

34. Giving our partners the right tools at their disposal to attract and convert prospects is one of
the key aims of our sales, marketing & technical teams. By educating partners about our
solution and providing the pricing tools, co-branded content, lead-generation material and
templates that are used again and again, we help sidestep the initial hurdles of the sales cycle
and allow our partners to focus on more important and financially beneficial tasks like billable
project work.
PARTNER RESOURCES
Sales
We provide tailored sales
workshops looking at
trends in backup & DR and
best practices for creating a
successful managed
services offering
Marketing
Check out our Digital
Marketing Toolbox – a free
library of marketing assets
designed to help customize
and launch lead generation
marketing campaigns.
Technical
We provide a comprehensive
knowledge base and a range
of webinars useful for getting
to know Probax’s platform
and our range of integrations
www.probax.io/webinar.toolkit

35. www.probax.io/webinar.toolkit

36. MARKETING RESOURCES
▪ Guidebook for MSPs on using the Toolkit
PARTNER TOOLBOX GUIDEBOOK
▪ Disaster Preparedness Checklist Template (.docx)
▪ Partner Example Checklist (.pdf)
DISASTER PREPAREDNESS CHECKLIST
▪ Landing Page Content
▪ Social Media Promotion Content
SOCIAL MEDIA & WEBSITE CONTENT
▪ Download Checklist Promotion
▪ Event Initiation
▪ Follow up email – Event Invitation Reminder
▪ Managed Services Backup Announcement
▪ Promotion to existing Veeam Users
▪ Targeted – Education
▪ Targeted – Energy and Industrial
▪ Targeted – Healthcare
▪ Targeted – Manufacturing
▪ Targeted – Professional/Financial Services
▪ Targeted – Retail
▪ Targeted – SMBs
▪ Targeted – Telecommunications and Cloud
▪ Follow up email – General Nurturing
EMAIL TEMPLATES
▪ Notifiable Data Breaches Act (NDB)
▪ General Data Protection Regulation (GDPR)
DATA BREACH LEGISLATION
▪ Customisable Sales Deck (PowerPoint) for Partners
PARTNER SLIDE DECK
▪ Microsoft Visio Solution Diagrams (.vsdx)
▪ PDF Solution Diagrams (.pdf)
SOLUTION DIAGRAMS
▪ Business Downtime Calculator
CALCULATORS & TOOLS
▪ Social Media Content
▪ Email Template – General Prospect Promotion
▪ Email Template – Nurture Existing Clients
▪ Blog Post 1 – Office 365 Data Protection
▪ Blog Post 2 – Office 365 Data Protection
SAAS PROTECTION CAMPAGIN (NEW)
www.probax.io/webinar.toolkit

37. 14-DAY FREE
TRIAL ACCOUNT
Australia
L33, 250 St Georges Terrace
Perth, WA, 6000
Contact
AUS: 1300 PROBAX (776 229)
USA: 8888-PROBAX (776 229)
www.probax.io
Sales: sales@probax.io
Support: support@probax.io
Accounts: accounts@probax.io
United States
2nd Floor, 447 Broadway
New York, NY 10013
www.probax.io/join
*No payment details required

38. Q&A

39. Thank You