The document outlines the efolder business continuity playbook, highlighting key partner challenges and client concerns regarding backup and disaster recovery solutions. It emphasizes the importance of effective marketing strategies, including building relationships and focusing on client benefits rather than technical details. Additionally, the playbook details efolder's BDR solutions suitable for SMBs, providing features like image-based backup, multiple recovery options, and a channel-ready model.

1. Marketing and Selling BDR: Introducing the
eFolder Business Continuity Playbook
Carlo Tapia
Product Marketing Manager, eFolder
ctapia@efolder.net

2. Agenda
• Expert Introduction
• Partner Challenges
• Client Concerns
• Sales and Marketing Guide
• eFolder Business Continuity Playbook
• Questions and Discussion
2 © 2015 eFolder, Inc. All Rights Reserved.

3. Expert Introduction
© 2015 eFolder, Inc. All Rights Reserved.3

4. Partner Challenges
© 2015 eFolder, Inc. All Rights Reserved.4
• Clients using tape or consumer-grade backup
• Difficulty in communicating the value of backup
and disaster recovery
• Lack of resources and vendor support to properly
market a business continuity solution

5. Client Concerns
© 2015 eFolder, Inc. All Rights Reserved.5
• “Is our backup strategy sufficient?”
• “Do we really need to invest in a backup and
disaster recovery solution?”
• “Could our business survive a significant
disruption or disaster?”

6. Sales and Marketing Guide

7. The Sales Funnel
© 2015 eFolder, Inc. All Rights Reserved.7
The key to success: masterful marketing
Prospects
Clients

8. Which Assets? What Stages?
© 2015 eFolder, Inc. All Rights Reserved.8
Prospects
Clients

9. Best Practices for Selling and Marketing BDR
© 2015 eFolder, Inc. All Rights Reserved.9
• Be informative and useful, not “sales-y”
• Don’t rely solely on “scare tactics”
• Emphasize benefits, not highly technical details
• Cold calling doesn’t work; form a relationship
before talking business

10. eFolder BDR Solutions

11. eFolder’s Vision for the Open Cloud
© 2015 eFolder, Inc. All Rights Reserved.
11
eFolder Cloud
Rapidly evolving SMB needs
Software
IT managed services
Storage Compute Recovery

12. Key Features
• Business-class
– Powerful image-based backup software
– File-level recovery and granular recovery for Exchange
– Free and fast pre-seed service
– Back up to the eFolder Cloud
– Encryption with partner- or user-owned encryption keys
– On-site or cloud-based virtualization and recovery
• Flexible and reliable
– eFolder-supplied BDR appliances or build-your-own BDR options
– Small client options for protecting single server environments
– Recovery flexibility – P2V, V2P, V2V, P2P
– Multiple recovery options, including eFolder Continuity Cloud
• Channel-ready
– Multi-tenant model
– Partner branding
– Robust monitoring and alerting
12 © 2015 eFolder, Inc. All Rights Reserved.

13. eFolder Business Continuity Playbook
© 2015 eFolder, Inc. All Rights Reserved.13

14. Thank you!
Carlo Tapia
Product Marketing Manager, eFolder
ctapia@efolder.net