Convincing your clients to adopt a BDR solution can result in less time and labor spent in managing tape backups and better margins for MSPs. Join Willie Kerns, President of SmartPath Technologies, and Neeraj Periwal, Product Marketing Manager at eFolder, as they discuss strategies for moving clients away from consumer-grade backup and toward an end-to-end business continuity solution that is both profitable and easy to manage.

1. eFolder’s Vision for the Open Cloud
© 2016 eFolder, Inc. All Rights Reserved.
1
eFolder Cloud
Rapidly evolving SMB needs
Software
IT managed services
Storage Compute Recovery

2. Making the Case for BDR: Communicating the
Value of Business Continuity to Clients
Neeraj Periwal
Product Marketing Manager
nperiwal@efolder.net
linkedin.com/in/neerajperiwal

3. Agenda
• Introduction: SmartPath Technologies
• Partner Challenges
• Client Concerns
• Introducing eFolder BDR for Replibit
• Partner Testimonials
• Crash Course: Overcoming Client Objections
• Questions and Discussion
3
© 2016 eFolder, Inc. All Rights Reserved.

4. Partner Introduction
4
© 2016 eFolder, Inc. All Rights Reserved.

5. SmartPath Technologies
5
Clients in and around western Kentucky
Founded in 2006
BDR required for every managed services client
Clients include dental offices, legal practices,
medical firms, and other SMBs
125 clients
© 2016 eFolder, Inc. All Rights Reserved.

6. Partner Challenges
6
• Clients using tape or consumer-grade backup
• Difficult-to-predict cash flow as a result of
client data growth
• Difficulty in choosing best BDR solution from a
technical and cost perspective
© 2016 eFolder, Inc. All Rights Reserved.

7. Client Concerns
7
• Inadequate, rudimentary backup strategies
• Unpredictable backup costs due to growing on-
premises data
• Significant risk of extended downtime in the
event of a disruption or disaster
© 2016 eFolder, Inc. All Rights Reserved.

8. eFolder’s Vision for the Open Cloud
© 2016 eFolder, Inc. All Rights Reserved.
8
eFolder Cloud
Rapidly evolving SMB needs
Software
IT managed services
Storage Compute Recovery

9. eFolder BDR for Replibit
eFolder BDR for Replibit
An end-to-end backup and disaster recovery solution that
bundles Replibit backup software, featuring chain-free backup
technology, and the massive cloud storage and recovery
capabilities of the eFolder Cloud
9 © 2016 eFolder, Inc. All Rights Reserved.

10. How it Works
10 © 2016 eFolder, Inc. All Rights Reserved.
BDR
Backup/Virtualization
Appliance
eFolder
Continuity Cloud
3. Emergency in-the-cloud
virtualization and recovery
Server
Agent
eFolder
Storage Cloud
Global Management Portal
Replibit Vault
Users
Disaster recovery options:
1. Download
2. Disk shipment
eFolder BDR for Replibit

11. Key Features
• Business-class:
– Powerful image-based backup software
– File-level recovery and granular recovery for Exchange
– Free and fast pre-seed service
– Backup 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
11 © 2016 eFolder, Inc. All Rights Reserved.

12. Partner Testimonial: SmartPath Technologies

13. Client Case Study: Electrical Contractor
© 2015 eFolder, Inc. All Rights Reserved.
13
• What issues did this client have with their server?
• How were they able to recover quickly after their
server hardware failed?
• What unique aspects of eFolder BDR for Replibit
enabled the client to have full trust in their
backups?

14. Client Case Study: Electric Distributor
© 2015 eFolder, Inc. All Rights Reserved.
14
• What were the problems with this client’s prior
backup strategy?
• Why didn’t this client adopt a BDR solution long
before?
• How were you able to bring the cost of business
continuity down to a level the client could
afford?

15. Choosing Products and Vendors
© 2016 eFolder, Inc. All Rights Reserved.
15
67%
SmartPath Technologies’
gross margin on eFolder
BDR for Replibit

16. Crash Course: Overcoming Client Objections
© 2016 eFolder, Inc. All Rights Reserved.
16
• Emphasize costs of downtime
– Focus less on backing up data and more on ensuring business
continuity
• Prepare to quantify benefits and cost savings
of BDR
• Fix pricing and package BDR as part of
managed services offering

17. Questions for Willie
© 2015 eFolder, Inc. All Rights Reserved.
17
• Why do you consider it so important to bundle
BDR as a part of a complete managed services
offering?
• What factors made you consider adopting
Replibit for your BDR offering?
• Where do you source your hardware from?
• How do you frame the conversation around
backup and data protection?

18. Pricing: eFolder BDR for Replibit
18 © 2016 eFolder, Inc. All Rights Reserved.

19. 19 © 2016 eFolder, Inc. All Rights Reserved.
Selling and Marketing BDR
Chock-full of educational
marketing and selling tools,
including:
• White papers
• Blogs
• eBook
• Video
• Brochure
• And much more!

20. Questions & Discussion

21. Thank you!
Neeraj Periwal
Product Marketing Manager
nperiwal@efolder.net
linkedin.com/in/neerajperiwal