An edited copy of the N-able European Partner Summit 2012 keynote presentation on Cloud & Backup and Disaster Recovery by Daniel Nyström, Further AB.

1. Cloud & BDR
Daniel Nyström
CBDO, Further AB
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2. Agenda
• Further – Who are we?
• Our strategic objectives for 2013
• Cloud as a delivery model
• The BDR opportunity
• Further Managed BDR
• Further Managed BDR for Partners
• How we price and sell to the SMB market
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3. Who we are?
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4. Further – IT That Works
• Company founded in ’04
• Switched to MSP model in ’09 from pure T&M
• It’s been a challenging journey for the org.
• 12 very skilled employees
• Currently aiming to grow customer stock
• I joined 8 months ago to drive sales & marketing
Call us if you’d like to know more: +46 8 410 417 90
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5. Further – IT That Works
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6. How we expect to grow?
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7. Strategy for growth
Growth
Strategic choices Managed Services
Brand Partnership Sub-delivery
Core Business
SMB SME Partners
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8. Strategy for growth – Managed
• Target market SMB
• In- & Outbound marketing
• Customer Development Managed Services
Core Business
• Referal programs
SMB
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9. Strategy for growth – Brand partners
Brand Partnership
SME
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10. Strategy for growth – Sub-delivery
Sub-delivery
Partners
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11. Cloud as a delivery model
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12. Cloud as a delivery model
A cloud service is a service hosted on a scalable, and
preferably elastic, internet accessible platform.
In short,
A service provided over the Internet on a shared
platform
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13. Cloud as a delivery model
Customer perspective
• On-tap services
• Reduced CAPEX, and yearly OPEX
• No need to increase resources or competence
• Faster Time-To-Delivery
• Enables you to focus on what you are best at
• One-size fits all
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14. Cloud as a delivery model
Provider perspective
• Need to be ”quantifiable” (Pre-requisite)
• Need scale for real profitability
• Decrease the amount of customer inquiries
• Lets you dedicate and focus resources
• Is a single point of failure
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15. The BDR opportunity
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16. BDR Opportunity
Storage & data loss
• Stored data capacity doubles every 3 years
• In 2007, 295 Exabytes of data was stored
– That would equal out to about 1000 Eb next year.
• Out of all this data, about 52% stored on HDD’s
• Meanwhile, 75% of all data loss has been tied to
faulty hardware and human errors
• The need for a competent BDR solution has never
been greater.
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17. BDR Opportunity
• N-able: 900 Billion $ opp. in partner base.
• Most SMB’s have suffered data-loss
• Most SMB’s do not have any BDR-plans
• We (the IT-partners) are the trusted advisors
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18. So where do Cloud delivery and BDR meet?
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19. Further Managed BDR
• Consists of local BDR and replication as a service
• Continually monitored and guaranteed
• Locally redundant storage platform for
replication, in a global ISO-certified datacenter
• Provision of individual disaster recovery plans
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20. Further Managed BDR for Partners
• Replication and Storage services
• Focus on your customers, not your systems
• Uses technology delivered through N-able
• Gives you an easy add-on to existing local back-up
customers
• On-tap – little/no lead time in deployment
• N-able endorsed backup replication provider
– Scandinavian market
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21. How we price and sell to SMB’s
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22. How we price and sell to SMB’s
• Value proposition:
”Peace of mind”
– Guaranteed – No more uncertainty, it works
– Fixed costs – Predictable data protection cost
– Offsite replication – Secure, no matter what
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23. How we price and sell to SMB’s
• Service positioned as fully managed and
guaranteed
• Priced based on type & number of servers – and
for the amount of data that needs to be
replicated and stored
• Our pricesOnly available for attending MSP’s andus back the lion
are structured to earn Partners
share of costs in year one
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24. How we price and sell to SMB’s
• Price vs Cost Structure – 36 months contract
BDR (5 Servers – 36 Months) Unit Sum
Datacenter Replication & Storage – 1 TB 200 € /m 200 € /m
Backup Standard Server – 4 pcs 50 € / m 200 € /m
Backup Exchange/SQL Server – 1 pcs Only available for attending
60 € /mån 60 € /m
Revenue (per month): MSP’s and Partners€ /m
460
Revenue (per year): 5520 € /y
Costs (Perpetual licenses with M&A + Storage cost):
Y1 ~ 5000 € (Gross profit margin 9,5%)
Y2 ~ 1830 € (Gross profit margin 67%)
Y3 ~ 1830 € (Gross profit margin 67%)
Gross profit margin full contract: ~50% (~8000 €)
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25. Thanks!!
Daniel Nyström
• Phone: +46 709 55 90 99
• Mail: daniel.nystrom@further.se
• Web: http://www.further.se
• Tweets: http://twitter.com/dnystrom
• LinkedIn: http://se.linkedin.com/in/danyst
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