- of /emc.chill

Report
This is Mozy
Simple, Automatic, and Secure
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I was just about to hit save, when…
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End Users
IT & Support
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Management &
Finance
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My hard drive just crashed
I accidentally got a virus
Someone stole my laptop
I overwrote my proposal
I hit “save” instead of “save-as”
I just got my new laptop—where is my data?
Can I access my data from my iPad?
We support multiple operating systems and devices
We are planning a major OS and hardware upgrade
We have different departments using different solutions
Users are not saving their data to the network drives
We would rather our users backup when not on the
corporate network
We have no way of knowing if our users are backed up
Our users hit “cancel” because it makes their machines slow
Our divisions have different backup requirements
We need a solution that fits into our budget
We are wasting money managing multiple solutions
We are losing money when we decrease productivity
We are considering what apps to push to the cloud to:
– Decrease costs
– Ease the strain on our data center
– Free up bandwidth
We are considering going to a BYO Device model
Mozy Cloud Backup
Over 2,000,000 users,
growing rapidly
Consumer and
Business editions
Over 80,000 businesses
Mac® and Windows® client
support
Operational since 2005
Multiple North American
datacenters
Acquired by EMC in 2007
20 billion customer files
stored on Mozy Platform
Mobile & Sync Solutions
Customers range from
consumers to global
enterprises
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70 petabytes (PB) of customer
data stored on Mozy platform
[100 terabyte (TB)/day]
European datacenters
online since 2008
Additional worldwide
datacenter build-out
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Account management support
Group structures, Sub-Administration
Centralized/Custom Client configuration
Custom Installation Packages
Active Directory Support
User-based pricing
Target: Corporations
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Admin Console
Server support
Data Shuttle
24/7 phone support
Shared storage
User-centric management
Target: Very Small Businesses
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Backup & restore
File Sync with Stash
Mobile/Web access
Single user
Storage bundles
Live chat
Target: Consumers
Mozy Mobile
Extending the Mozy Promise
• You never lose a single file with Mozy...
• …and now you are never without your files.
Browse, Search, View & Share
• Enable Mozy end-users to access their
backed up files from mobile devices
• iPhone, iPad, Android
• Admin must permit use for the organization
• Browse file hierarchy and view files that the
platform can natively render
• Open a file in another app (“Open In”)
• Email a file as attachment
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MozyEnterprise Customers
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How MozyEnterprise Works
Administrator sets
backup and
retention policies
Lightweight agent
runs on target
laptops/desktops/
servers
Data is encrypted
and sent, backed up
to an encrypted
server online
Automatic backup
happens in the
background. No user
intervention required
Previous versions and deleted files are kept on backup servers for
immediate retrieval for 30 days . . . making retrieval of accidentally
deleted files possible
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Mozy Security
MozyEnterprise Encryption
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448-bit Blowfish default /256-bit AES
private encryption
Encryption key(s) are created and
managed by the customer
Mozy stores encrypted 1s and 0s
No key escrow or “back-door” decryption
Customer encryption key options
Third-Party Audits/Verification
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ISO 27001 (No major or minor variances identified)
SSAE 16
Veracode AA rating
TRUSTe certified
Safe Harbor
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MozyEnterprise Backup Clients
• Customizable client
configurations
at the user group level
• Automatic or scheduled backups
• Scan-once client with incremental
backups
• Single-instance storage
• Customizable bandwidth throttling
• Unlimited versioning
• Bit-level file resume
• Open-file support
• Near-CDP backups
• Local backup with Mozy 2xProtect
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MozyEnterprise Admin Console
Administrators log in to the Web-based admin console to manage users,
devices, configuration, and billing, as well as monitor backup health across
the business
Account
Management
Schedule
Defaults
User
Management
Reporting and
Notifications
Custom
Backup
Settings
User Group
Management
The Mozy
Admin Console
Centralized
Restores
Machine
Management
Complete
Client
Configuration
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Administrative
Roles
Resource
Allocation
MozyEnterprise Account Architecture
Company
Account Root
Administrator
Sub-Partner
Root Admin
Support
Backup
Set/Client
Configuration
Support SubAdministrator
Support
Sub-Partner
Root Admin
PD Backup
Set/Client
Configuration
Marketing
Backup Set/
Client
Configuration
PD SubAdministrator
Marketing
SubAdministrator
Sales Backup
Set/Client
Configuration
Sales SubAdministrator
Sales
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Marketing
Product
Development
Active Directory Integration
using corporate credentials
Mozy users
of
virtualized Windows, software-as-a-service
(SaaS), and Web applications
(TCO) for all
cloud-based applications
to virtualized
Windows applications, and SaaS and Web
applications from their preferred devices,
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Server Backup Capabilities
combines the ease of desktop backup with
support for common server-specific applications found in 32- and
64-bit Windows and Mac OS X (10.7, 10.6, 10.5, and 10.4)
physical and virtual servers
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backs up server-specific applications, including:
Network shares
All versions of SQL Server® and Exchange
SharePoint®
Active Directory
Com+ services
SYSVOL directory share
Windows Registry database
service moves terabytes to the cloud in no time
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Mozy Data Shuttle Service
• Mozy overnights Shuttle
• Customer plugs drive
into server, overnights it
to Mozy when loaded
• Mozy unloads data from
the drive into one of our
secure data centers
• Incremental cloud
backups begin
automatically
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• Data encrypted twice for
safe transit
– Mozy default key
-and– One-time use
random key
• Secure three-pass
deletion of Data Shuttle
drive at datacenter
Advanced Reporting Capabilities
As an administrator, you can . . .
. . . create the following reports:
Billing
Summary
Outdated
Clients
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Billing
Detail
Resources
Added
Machine
Watchlist
Overdraft
Added
Machine
Status
Machine
Over
Quota
. . . and schedule the delivery of reports:
Report Settings
Enter the name and other
required information
Report Scope
Select the user groups to
be included
Email Options
Select who, what, and when
you want reports delivered
Mozy Restore Options
Restore With Your Machine
Restore Without Your Machine
Use the Mozy software
installed on your PC to select
the files you want to restore
Copy back data directly from
your removable storage device
as part of 2X Protect
Click into an icon presented on
your PC in My Computer and
find files and folders backed up
Order online a physical CD, DVD,
or hard disk drive containing a
securely restored copy of your data
Right-click in Windows any
protected file to restore the most
recent or previous version of a file
Select your most important files
for restore directly from online
Mozy account web pages
Admin Assist
Assist users by restoring on
behalf of your end users
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Migrate a backup from one
computer to another
Support and Professional Services
• Dedicated account manager and technical consultant
• 24 x 7 phone and chat support
• World-class online knowledge base and help center
Designed to thoroughly discuss and document business and
technical requirements, and propose account design
considering network and other customer constraints
Designed to help customers build out and configure the
proposed Mozy solution
This course covers basic theory of backup and restore and
how Mozy delivers these features
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Lower TCO
Mozy provides a TCO advantage of more than 50% over in-house backup solutions
Laptop/Desktop Backup TCO Analysis
Number of Laptops or Desktops
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100
Average amount of GBS to be backed up per computer
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Backup Software Package
Server(s)
Storage
Networking Gear
Datacenter Power/Cooling
Datacenter Bandwidth
Tech Support
Training
Management
Off-site Solution (i.e., Iron Mountain®)
Total One-Year Cost
$2,500
$1,000
$5,000
$500
$2,500
$10,000
$2,500
Included
Included
Included
Included
Included
Included
Included
$2,000
$5,000
Included
Included
$7,500
Included
$38,500
Included
Total Two-Year Cost
$57,750
$13,545
Total Three-Year Cost
$86,625
$19,350
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Focus on function and service,
not technology
No added hardware
capital expenditure
No impact on existing
datacenter or infrastructure
(e.g., power, cooling, space)
Minimal administrative
overhead
No resource-intensive
software upgrade cycles
Hardware and
Software Costs
Datacenter Costs
TCO
Support Costs
Management Costs
Mozy Target Opportunities
Target Opportunities
• Very Small Business to Large Enterprise
• Any company with desktops, laptops, remote servers
• Companies looking for a secure solution to access/share files
via iPhone/iPad/Android
Mozy Opps
Customer Type
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Large Corporations
Small Companies
All current customers
Sales Forces
Remote Users/ Home Office
User backup up to File Shares, External HD,USB Drives, etc.
Customers who do not have a standard process for backing up
user data
• Customers who have Connected/Iron Mountain/Autonomy/HP
• Remote Office Windows Servers
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Five Qualification Questions
What are you doing
to backup your
employees’
desktops and
laptops?
What are you
doing to backup
your remote office
servers?
How critical is
data protection
for your laptops,
PCs, and small
remote office
servers?
How long would it
take to roll out an
application like this?
What if you could be
up and running in
just a few weeks—
and retain total
control over the
backup process?
If we can prove a
significant TCO
savings, would you
be interested in
learning more?
Next Step: Would you be interested in seeing an online demo of the
MozyEnterprise solution?
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Recent MozyEnterprise Success Story
5,000-employee global consulting firm in New York City
Customer needed a global solution to back up sales and consultant laptops.
Its current solution was inconsistent, disruptive, and did not support Windows 7 or a 64-bit OS
Partner upsold the
customer to purchase a
three-year prepaid contract
for MozyEnterprise
Partner and Mozy rep
stayed in touch with
the customer to assist
and answer questions.
MozyPro SE
addressed any
technical questions.
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Partner engages Mozy
Sales Specialist to help
qualify the opportunity
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Right after the WebEx – Mozy
Inside Sales rep set customer
up with 5 trial PC licenses and
an Admin Console
Confidential do not distribute.
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Customer reached out to
EMC Velocity Partner to learn
about cloud backup options
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Velocity Partner and
Mozy setup up a
WebEx Demo with the
customer
Customer was
impressed and
wanted to test the
solution
$197,000 (Partner
made approximately a
25-point margin on the
deal)
80 days from
introduction to PO
Customer is going to
double deployment in
the next three months
What’s In It For You?
Cost-effective
solution that
solves a specific
problem for your
customers
An easy solution
to understand
and communicate
to your customers
10 accounts, 500 laptops,
one-year contracts
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Get in the door
and have a
reason to
talk/meet and
show value
Same 10 accounts, 500
laptops, three-year contracts
Easy add-on to
any deal you are
working – bundle
a small deal,
e.g., 100 PC
Licenses for 1
Year = $7,500
Mozy Resale via ChannelXpress
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Pick PC or server
Enter quantity
Select the length of contract: one-, two- or three-year
One-part number with associated quantity
Can be a standalone deal or bundled with bigger
transaction
Customer has
2,000 laptops
to back up
Assume $75/user/year
(street price for yearly service)
$75 x 2,000
users =
$150,000
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~20 points of
margin =
$30,000
Partner can
add PS for
Implementation
and Training to
every quote
Mozy in ChannelXpress
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Select either PC
or Server from the
drop-down menu
2
Enter the number
of licenses
Line # Qty
1
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3
Model
100 MOZY-ENT-1
Select the
contract length
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Description
MOZYENTERPRISE ONE-YEAR
CONTRACT
After you have
made your choices,
click “Save & Exit”
Unit Price
Ext Price
$95.00
$9,500.00
Mozy Partner
Sales Training
PPT
Mozy Partner
SE Training
PPT
CustomerFacing PPT
Mozy Partner
FAQ Doc
Qualifying
Questions Doc
Overcoming
Objections
Doc
Mozy
Positioning
Doc
Mozy Client
and Admin
Manuals
Implementation
Guides
Mozy
Supporting
Stats
Presales
Checklist
MozyEnterpris
e Data Sheets
Mozy Demo
Request Form
Press
Releases
Customer
Success
Stories
Call Scripts,
Product Copy
Blocks
White Papers
Online
Demos/
Recorded
Webcasts
Post Sales Kit
RFP
Templates
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Simple TCO/
ROI Tool
Competitive
Information
MozyPro Sales Support
Product
questions
Moby WebEx
demos for
customers
Mozy Global
Sales Director
(781) 343-1116
[email protected]
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Demo
licenses for
prospective
clients
Competitive
information
Mozy EMEA
Sales Director
353 (21) 466 5630
[email protected]
Any and all
sales and
technical
questions
MozyPro Sales Support
Product
questions
Moby WebEx
demos for
customers
Territory Manager
EMEA
+353 87 739 1437
[email protected]
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Demo
licenses for
prospective
clients
Mozy Sales Specialist
UK/IRE/Nordics
0795 640 4666
[email protected]
Competitive
information
Any and all
sales and
technical
questions
Mozy Sales Engineer
EMEA
+353 86 856 5990
[email protected]

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