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How CompuVault works with there partners.

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  1. 1. CompuVault, Inc. Lunch and Learn Presentation to Level Platforms December 11, 2009 Presented by: Jason Casey, CIO Turi Pillitteri, Director of Channel Sales
  2. 2. Mission Statement <ul><li>A focus on data recovery rather than data backup </li></ul><ul><li>An understanding of their needs based on actual experience as MSP's </li></ul><ul><li>A promise NEVER to compete against channel </li></ul><ul><li>A competitive pricing structure enabling them to maximize their return </li></ul><ul><li>Superior training in how to effectively sell the service to their customer base, and </li></ul><ul><li>State-of-the-art technology and feature sets that enable all of the above </li></ul>CompuVault is dedicated to its Channel Partners. Our goal is to help them build a recurring Revenue base by offering:
  3. 3. Background <ul><li>Started with a near disaster </li></ul><ul><li>5 years selling other products </li></ul><ul><li>Formed the CompuVault concept in 2006 </li></ul><ul><li>Incorporated in January 2007 </li></ul><ul><li>2007 - established basic enterprise, performed &quot;proof of concept&quot; work, started infrastructure development, moved to &quot;Channel Only&quot; approach </li></ul><ul><li>2008 - Built out infrastructure, began development of reseller channel </li></ul>
  4. 4. Background <ul><li>Privately held </li></ul><ul><li>5 Full-time employees plus a pool of 8 engineers available for support </li></ul><ul><li>Approximately 2 dozen Channel Partners in first year </li></ul><ul><li>Goal is to add another 120 in the next 12 months </li></ul><ul><li>Currently storing 9TB of data </li></ul><ul><li>Under 200 end users </li></ul>
  5. 5. Company Principals <ul><li>Steve Ferman - President and CEO </li></ul><ul><li>Jason Casey – CIO </li></ul><ul><li>Jeffrey Cox – COO </li></ul><ul><li>Turi Pillitteri - Director of Channel Sales </li></ul><ul><li>Management Team has STRONG experience in </li></ul><ul><li>Data management </li></ul><ul><li>Backup/recovery infrastructure </li></ul><ul><li>Operations management </li></ul><ul><li>MSP industry </li></ul>
  6. 6. Target Market Vertical <ul><li>Since we're Channel-centric, our &quot;market&quot; is the 51,000 MSP's, VARS and integrators in the United States </li></ul><ul><li>End-user market is the SMB industry - those served by the MSP </li></ul>
  7. 7. Channel Value Proposition <ul><li>Strong recurring revenue / recurring profit potential </li></ul><ul><li>Support for the consultative sale </li></ul><ul><li>Experience in the MSP Industry </li></ul><ul><li>Hunger to grow the channel </li></ul>
  8. 8. Strong Recurring Revenue/Recurring Profits <ul><li>“ Average” end user– 75GB paying $7.50/GB </li></ul><ul><li>Reseller w/ 10 clients, $24k/ year in gross profit </li></ul><ul><li>Reseller w/50 clients, $151k/ year in gross profit </li></ul><ul><li>(Gross Profit = Revenues – CompuVault storage fees) </li></ul>
  9. 9. Go To Market Strategy <ul><li>Tools to support the consultative sale (and added revenues) </li></ul><ul><li>Products/Technology with exceptional value proposition to the SMB </li></ul><ul><li>Appliance - delivery methodology </li></ul><ul><li>Exceptional pre-sale support to assist the Channel in end-user sales </li></ul><ul><li>Channel-centric approach - cannot stress this enough! </li></ul>
  10. 10. Events <ul><li>Speaker at several MSPAlliance shows/SMB Nation </li></ul><ul><li>Rolling out Webinars in early spring </li></ul>
  11. 11. Integration Partners <ul><li>LPI - Certified Partner </li></ul><ul><ul><li>Templates created to add appliance to monitoring </li></ul></ul><ul><ul><li>Approximately 10 mutual Partners (MSP’s) </li></ul></ul><ul><ul><li>Appliance approach reduces issues with software conflicts </li></ul></ul><ul><li>Future possibilities include integration of LPI software into appliance for joint delivery of software to the MSP (and ultimately to the end user) </li></ul>
  12. 12. Pricing <ul><li>Wholesale pricing model </li></ul><ul><li>The more you store the less you pay per GB </li></ul><ul><li>Provide “brand able” end-user contracts to Channel Partner </li></ul><ul><li>Channel Partner’s end-user contract must have a minimum term of 12 months </li></ul>
  13. 13. Pricing Chart Simple approach that rewards the MSP for increased business!
  14. 14. Key Marketing / Sales People <ul><li>Jason Casey - CIO </li></ul><ul><ul><li>Formerly of Capital Backup </li></ul></ul><ul><ul><li>Responsible for developing its Reseller Network </li></ul></ul><ul><li>Turi Pillitteri – Director of Channel Sales </li></ul><ul><ul><li>Formerly of Level Platforms </li></ul></ul><ul><ul><li>Strong experience in channel development </li></ul></ul><ul><li>Jeff Cox – COO </li></ul><ul><ul><li>12 Years experience in developing corporate communication plans in Silicon Valley </li></ul></ul>
  15. 15. Competition <ul><li>eVault </li></ul><ul><li>Livevault </li></ul><ul><li>DS3 Datavaulting </li></ul><ul><li>CoreVault </li></ul><ul><li>Hundreds of small providers </li></ul>
  16. 16. Who is NOT Competition? <ul><li>Mozy </li></ul><ul><li>Amazon </li></ul><ul><li>Carbonite </li></ul><ul><li>Vembu </li></ul>
  17. 17. Differentiation <ul><li>Our Technology Approach </li></ul><ul><li>Local appliance with up to 30 generations of backup </li></ul><ul><li>LAN discovery and other statistical analysis tools </li></ul><ul><li>We are NOT selling backup (commodity) </li></ul><ul><li>We ARE selling recovery (value) </li></ul><ul><li>Better support for the reseller's overall consultative sale </li></ul><ul><li>WE DON'T COMPETE AGAINST THE CHANNEL </li></ul>
  18. 18. How CompuVault Works Existing Network Appliance Is Installed CompuVault Data Center Disk Storage DS-System IP WAN
  19. 19. State of the Art Technology <ul><li>Only the changed blocks of a file are transmitted to complete the backup – Capitalizes on the small percentage change in data between backups </li></ul>
  20. 20. State of the Art Technology <ul><li>Backup software offering: </li></ul><ul><ul><li>Exceptional compression algorithms </li></ul></ul><ul><ul><li>“ Agent less” end user expansion </li></ul></ul><ul><ul><li>Wide support of hardware, database and operating systems </li></ul></ul><ul><ul><li>Local availability of data (in addition to offsite) </li></ul></ul><ul><ul><li>Road warrior support </li></ul></ul><ul><ul><li>Continuous data protection (CDP) </li></ul></ul><ul><li>NOC deployment offering: </li></ul><ul><ul><li>Multi-layered points of security </li></ul></ul><ul><ul><li>Battery backup and diesel generator power </li></ul></ul><ul><ul><li>Redundant bandwidth paths </li></ul></ul>
  21. 21. <ul><li>Near on-line storage – less critical data supports RTO objectives </li></ul><ul><li>Virtual Office Recovery </li></ul><ul><ul><li>Don’t wait for a trailer to set up </li></ul></ul><ul><ul><li>Be back up and running in HOURS </li></ul></ul><ul><ul><li>Potential Appliance Virtualization </li></ul></ul><ul><li>Enterprise Vault </li></ul><ul><ul><li>Large Scalable Solutions </li></ul></ul>
  22. 22. <ul><li>For More Information: </li></ul><ul><li>Jason Casey </li></ul><ul><li>[email_address] </li></ul><ul><li>(877)9CVault x 234 </li></ul><ul><li>Turi Pillitteri </li></ul><ul><li>[email_address] </li></ul><ul><li>(877)9CVault x 217 </li></ul>