DRaaS Sales and Marketing Guide Objectives...cloud connect self managed backup core offerings...

aligning customers with allconnected offerings

Objectives

DRaaS Sales and Marketing Guide

undertaking the sales workflow - self-managed backup

undertaking the sales workflow managed draas

undertaking the sales workflow tailored draas

cloud connect managed draas

allconnected tailored draas

cloud connect self managed backup

self-managed cloud connect backup

managed cloud connect draas



key requirement: off site data protection existing veeam customer need off site backup solution unmanaged solution client to self manage cloud connect

self managed backup

key requirement: vm recoverability need off site recovery environment managed solution allconnected to manage need mix and match of solutions (local & offsite backups + replication)

key requirement: disaster recovery planning and design need assessment engagement to identify requirements need assessment engagement to identify recommended solutions need high availability and/or continuous data replication need allconnected to assist with runbook development need allconnected to assist with remote access solutions

aligning offerings with client needs DRaaS Sales and Marketing Guide

[ client profile ]




core offerings service type and cost model



custom aci recovery services solution

core offering: self-managed cloud backup

service type: monthly service

cost model: per TB

core technology: veeam cloud connect

core offering: managed cloud replication

service type: monthly service

cost model: per VM

core technology: veeam cloud connect

managed cloud replication

core offering: professional services

service type: project engagement

cost model: project hours

core technology: varies

workflow:

established &

repeatable

workflow:

established &

repeatable

workflow:

custom &

non repeatable




core offerings features and allconnected value




solution features: easy and centralized backup management using veeam cc full encryption options (at source, in transit, at rest) granular item level restoration WAN acceleration upgrade to managed draas

the allconnected value: easy setup easy per TB pricing no egress charges trusted recovery services provider

solution features: managed replication using veeam partial and full failover features ssl based replication WAN acceleration available SAN encryption option cloud compute resource reservation

the allconnected value: managed replication (health checks & monitoring; RPO protection assurance) annual veeam failover test easy per VM pricing trusted recovery services provider off site recovery environment

solution features: tailored disaster recovery planning business requirements analysis availability system designs runbook development

the allconnected value: trusted recovery services provider off site recovery environment proprietary quality processes




or project engagements




add on: runbook development

add on: remote access system design

add on: microsoft critical app dr planning

add on: critical app dr planning

add on: upgrade to managed draas

tailored draas solutions for each client

add on: appliance deployment


cloud connect self-managed backup| workflow

cloud backup cost factors

volume (# of TB)

contract length(# of months)

hardware type (san performance)

1 month, 12 months, 24 months, 36 months, 36+ months

1 TB, 10 TB, 25 TB, 50 TB, 100 TB, 150 TB, 200 TB

veeam licensing

cloud connect managed draas| workflow


Client InfoWorksheet

overview

Discovery Market Preliminary quote Assessment proposal

capture key info to begin discussion

showcase how great veam is offer trials, demos

begin price discussions assess budgetary requirements

capture vm inventory run compatibility report align business needs with aci offerings

package solution into proposal format outline monthly costs vs one time costs

cloud connect managed draas | workflow


VM Count: Enter no. of VMs to be protected using Veeam Cloud Connect Replication: 25

Replica Storage (in TB): Enter the total used storage size for all VMs to be protected via Replication: 5

Memory Count (in GB): Enter the total memory count for all VMs to be protected via Replication: 92

CPU Count: Enter the total CPU count for all VMs to be protected via Replication: 48

RPO: Enter the required RPO protection (24 hr, 8 hr, 2 hr): 24 hr

Contract Length: Select Desired Contract Length: 12 mo.

2. capture key data:

Are you interested in an off site Recovery solution using Veeam Cloud Connect Replication? YES

Are you interested in an off site Backup solution using Veeam Cloud Connect Backup? NO

Are you interested in an On Prem Backup solution using Veeam? NO

Do you already have Veeam deployed on prem? NO

Are you looking for a managed solution? YES

Would you be interested in a professional draas assessment? YES

Would you like a free, no obligation 15 Day Cloud Connect Replication trial account? YES

1. Ensure client needs are aligned with offering

required tools:

ACI Cloud Connect DRaaS Client Information Worksheet

1.Discovery


2. Recommend assessment engagement:

1. Offer Veeam Demos and Trials

engage draas technical team send email request to [email protected]; subject: pre-sales support [opportunity type] - [client] email body: include request details in body; attach docs required docs: include completed Client Information Worksheet

engage veeam partner resources

engage draas technical team send email request to [email protected]; subject: pre-sales support [opportunity type] - [client] email body: include request details in body; attach docs required docs: include Client Information Worksheet w. Contact Info

required tools:

ACI Cloud Connect DRaaS Client Information Worksheet

2.Market



Note: A Final Proposal should not be developed until assessment is completed

required tools:

14

2.5

40

24

24 hr

12 mo.

Total Storage(TB)

Total Memory

(GB)Total CPUs

2.5 40 24

Avg Storage Count Per VM (GB)

Avg Memory Count

per VM (GB)

Avg CPU Count

per VM

183 3 2

Contract Length: Select Desired Contract Length:

Total VMs

14

vm profile - for veeam cloud connect replication

RPO Requirement:

24 hr

key requirements - veeam cloud connect replication

Memory Count (in GB): Enter the total memory count for all VMs to be protected via Replication:

CPU Count: Enter the total CPU count for all VMs to be protected via Replication:

VM Count: Enter no. of VMs to be protected using Veeam Cloud Connect Replication:

Replica Storage (in TB): Enter the total used storage size for all VMs to be protected via Replication:

RPO: Enter the required RPO protect ion (24 hr, 8 hr, 2 hr):

STEP 1: Refer to Key Requirements and VM Profile on Client Information Worksheet

cloud connect managed draas | workflow 3. Preliminary Quote

ACI Cloud Connect DRaaS Client Information Worksheet ACI Cloud Connect DRaaS

Member Price Plan Calculator


Protected VM Tier Included Hardware Plan Included Support Plan Included Veeam

Licensing

Standard

per vm:4 GB RAM2 vCPUs

250 GB Replica Storage

* 24 hour RPO Protection* 7 Replicas Retention* Managed DRaaS (Replication Monitoring, Health checks)* One partial failover and failback support per year* One Veeam VM Spin Up Test per year* Veeam Failover Boot Up Plan* 1 Recovery Site VLAN* 1 Public IP

* per VM Cloud Connect Replication Licensing Included

Advanced

per vm:8 GB RAM4 vCPUs

350 GB Replica Storage

* 8 hour RPO Protection* 7 Replicas Retention* Managed DRaaS (Replication Monitoring, Health checks)* One partial failover and failback support per year* One Veeam VM Spin Up Test per year* Veeam Failover Boot Up Plan* 1 Recovery Site VLAN* 1 Public IP


Premium

per vm:12 GB RAM

8 vCPUs500 GB Replica

Storage

* 2 hour RPO Protection* 14 Replicas Retention* Managed DRaaS (Replication Monitoring, Health checks)* One partial failover and failback support per year* One Veeam VM Spin Up Test per year* Veeam Failover Boot Up Plan* 2 Recovery Site VLANs* 2 Public IPs


STEP 2: Match client VM protection needs with one of the 3 offerings


required tools:

cloud connect managed draas | workflow

3. Preliminary Quote ACI Cloud Connect DRaaS

Client Information Worksheet ACI Cloud Connect DRaaS



STEP 3: Enter the Total Quantities in the Calculator


required tools:

cloud connect managed draas | workflow 3. Preliminary Quote

ACI Cloud Connect DRaaS Client Information Worksheet ACI Cloud Connect DRaaS


ACI Cloud Connect DRaaS Member Price Calculator

(12 Month Minimum Contract to Quality for

Membership)

ACI Cloud Connect Backup

(Unmanaged)

ACI Cloud Connect DRaaS (Managed)

Cloud Connect Backup Cloud Connect DRaaS Standard VM

Cloud Connect DRaaS Advanced VM

Cloud Connect DRaaS Premium VM

Enter Quanity (in TB)

Enter Quanity (No. of VMs)



Enter Quantities: 0 35 0 0



managed draas cost factors

vms (# vms, # of cloud connect licenses, etc.)

contract length(# of months)

hardware plan (cpu, memory, storage)

1 month, 12 months, 24 months, 36 months, 36+ months

1 TB, 10 TB, 25 TB, 50 TB, 100 TB, 150 TB, 200 TB

replication frequency (rpo requirement, bandwidth & storage needs)

client environment (san & wan & compute performance)

replication management labor (troubleshooting, resolving incidents) support labor (assisting clients, performing restores, failovers, etc.)

10 vms, 25 vms, 50 vms, 100 vms, 250 vms 24 hr rpo, 8 hr rpo, 2 hr rpo 10 vms, 25 vms, 50 vms, 100 vms, 250 vms

professional services (annual tests, business reviews, etc.) veeam cloud connect licensing (per vm cost)

cloud connect managed draas| sample client


ProposalTemplate

Price Calculator

Identify Cloud Connect DRaaS

MRC (Monthly Recurring Cost)

[ per VM ]

Identify Cloud Connect DRaaS

One Time Costs

[ per item ]

Appliance Model Network, Compute, Storage

Identify Managed Solutions Replication Solution

[ Monthly Service ]

Identify Hardware Solution

[ Initial Deployment ]

Identify Professional Services

[ Project Based ]

Onboarding Costs Professional Services Costs

Package solution Into proposal format Include cost quotes for (1) Monthy Recurring Costs (2) One Time Costs

5. Proposal Exercise: sample client A

vms

$112/vm (12 mo.) = $3,950 /mo.

replication only appliance

veeam cloud connect onboarding

DRaaS Sales and Marketing Guide Objectives...cloud connect self managed backup core offerings...

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