MozyPro Online Backup
Overview and Sales Best Practices
Why Backup?
Digital Data Continues to Grow
Growing by a Factor of 44
One Zettabyte (ZB) = 1 trillion gigabytes
2009
0.8 ZB
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Source: IDC Digital Universe Study, sponsored by EMC, May 2010
2020
35 ZB
The Digital Universe in the Clouds, 2020
By 2020, more than a third of the
Digital Universe will either live in
or pass through the cloud
Total
Digital Universe
35 ZB
Touched
by Cloud
12 ZB
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Source: IDC Digital Universe Study, sponsored by EMC, May 2010
For SMBs—Data IS Their Business
94% of companies suffering from a catastrophic data loss do not
survive. 43% never reopen and 51% close within two years University of Texas
7 out of 10 small firms that experience a major data loss go
out of business within a year - DTI/Price Waterhouse Coopers
96% of all business workstations are not being backed up.
Contingency Planning and Strategic Research Corporation
50% of all tape backups fail to restore – Gartner
25% of all PC users suffer from data loss each year - Gartner
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Data Can Be Lost Without Warning
3%!
5%!
13%!
30%!
Human Error
Hardware Failure
7%!
PC Viruses
Theft
42%!
Software Corruption
Hardware Destruction
The Cloud Backup Advantage
1.
2.
3.
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5.
6.
Fast deployment
No hardware to buy
Minimal resources to manage
Accessible anywhere via internet/browser
Secure
Saves money!
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Who is Mozy?
Mozy Online Data Backup and Access
Simple, Automatic, Secure
Mozy Cloud Platform
Efficient, Secure, Scalable, Resilient
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6+ years in service 3+ million users 100k+ businesses 90PB+ of Customer Data 70-­‐100TB added daily Global Data Center Footprint Safe Harbor Compliant Owned by EMC “Mozy is more flexible too.”
"I'm most impressed with Mozy”
“I prefer Mozy.”
- David Pogue, The New York Times
- Larry Armstrong, Business Week
- Walt Mossberg, The Wall Street Journal
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How much data are we talking about?
1 GB
2 GB
4.7 GB
1,000,000 GB
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7 minutes of HD Video
20 yards of books
Size of a standard DVD-R
The amount of gigabytes in
one petabyte (PB)
How much is a petabyte (PB)?
1 PB
20 million filing cabinets filled with text
1 PB
13.3 years of HD video
1.5 PB
Size of the 15 billion photos on Facebook
20 PB
The amount of data Google processes
each day
50 PB
The entire written works of mankind from
the beginning of recorded history in all
languages
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Mozy Cloud Backup
File Restore !
Anytime, anywhere
availability !
Scales with
your
business!
Built to Last !
Cost-effective!
Access!
Administrative Controls!
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Military-grade
Security !
Multi-platform
support (Windows,
Mac, Server) !
Mozy Backup Benefits
Productivity!
Peace of
Mind!
Value !
Easy, Convenient
Data Protection &
Access!
Reliable & Hassle
Free!
Low Cost, Low Risk!
•  Automatic
Protection!
•  Anywhere Access!
•  Improved
Management !
•  Reduced
Downtime!
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•  Highest Levels of
Security!
•  Personal Key
Encryption!
•  Trusted
Technology!
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•  ~ 50% savings
over in-house
backup!
•  No CapEx!
•  Add more space
as you need it. !
What Are Businesses Backing Up?
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Who are you targeting?
Primarily targeted at businesses <20 employees.
Within those businesses, we find the target users to be:
•  Mobile professionals aged 30-50 years old:
–  Advanced PC users, tech savvy
–  Own multiple technology devices (laptop, mobile phone, DVR, digital
camera, iPod)
–  Educated
•  75% have completed college
–  High income
•  44% earn > 70k annual household income
–  Small business owners make up ~25% of the overall user base
•  Backup users are highly organized and don’t feel comfortable
unless all their information is backed up.
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Identifying the Target Market
•  By Vertical Markets
•  Specific challenges – know how Mozy can help meet
current and future needs.
•  Legal Firms
•  Professional Services
•  Finance
•  Medical Offices
•  Real Estate
•  Who else?
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Cloud Backup – How it Works
Administrator
sets backup
and retention
policies
Light-weight agent
runs on target
laptops/desktops/
servers
Automatic backup
happens in background.
No user intervention
required
Data is encrypted and
sent to an encrypted
server Online
Previous versions and deleted files are retained and available for
immediate retrieval for 90 days…making retrieval of accidentally
deleted files possible
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Online backup product features
Automatic or scheduled
backups
90 Day Versioning &
Deleted File Support
File encryption + remote
file storage
Open & Locked File
Support
Scan-once client with
incremental backups
Bandwidth Throttling
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Local backup with
2xProtect
Custom configurations
Security Comes Standard
•  Files encrypted on user machine once selected for
backup (448-bit Blowfish/ 256-bit AES)
•  128-bit SSL encryption during transfer
•  Encrypted at rest in datacenter
•  Remotely accessible anytime
Local File Encryption
448bit Blowfish or
256bit AES
Proprietary Contend
Addressable
Infrastructure
SSL
End-to-End Backup and
Restore Privacy
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Industry Certified Secure
Datacenter Facilities
Best-in-class security
1.  Data is encrypted locally using military grade encryption
2.  Data is sent via SSL to Mozy managed data centers
3.  Data remains encrypted on Mozy storage servers
4.  Data is restored over the internet when needed
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File Access from Anywhere
•  Access to all your files via a
browser
•  Preview picture thumbnails
•  Build restores
•  Download files directly to
your PC
•  Restore all your files at
once with the restore
manager
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Data Restore Options
Data
Datarestore
restoreoptions
options
Multiple restore options make
restores almost painless:
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Right-click
Client-based
Virtual drive
Web
Encrypted DVD
External hard drive
Restore Backed Up Files When Needed
•  Restore deleted
files (within 90
days)
•  Access previous
versions or
changes to
existing files
•  Instant file
download
–  Get to your
information more
quickly
Administrative Control from anywhere
Create subusers
View and
distribute
license keys
Customize
configuration
settings
Access from
anywhere
over the
Internet
View account
usage, history,
stats
Reset account
passwords
Change
account status
Assists with Compliance and Privacy Rules
•  Can ASSIST organizations in complying with HIPAA
regulations
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All data is encrypted during backup
Encrypted on MozyPro servers
Personal key encryption available
Mozy data centers are Tier 4, remote and physically secure
•  Your data is YOUR data
–  Mozy has an iron clad privacy policy
•  Written contingency plan
–  If you’re required to have a detailed disaster recovery plan for
your data, MozyPro can be that plan
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MozyPro Pricing – monthly options
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Pricing – Annual Options
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Why Mozy over other solutions?
•  Won’t win on price, but value
•  Most trusted
•  Stable
–  Owned by EMC
•  No caveat backup
–  No throttling, etc.
•  Security
•  Privacy
•  Control
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How to Position
•  As digital data grows, MozyPro provides a safe and simple way to
secure critical data.
•  Easy-to-set up disaster recovery plan for business critical
information
•  Protects against file corruption, fire, theft, or other natural disasters.
•  File access: customers can access or restore any lost files by using
ANY PC with a high-speed Internet connection and browser
•  Reliable method: Some businesses choose to backup their data on
to a CD or DVD while others use tape, external hard drives NAS
devices. All manual processes can be unreliable. (i.e. 50% of tape
backups fail. – Gartner)
•  MozyPro is simple, secure and affordable. The service is automatic,
takes just minutes to set up and can be a complement to other
value-added services
Product Messaging
Key Product Message
MozyPro provides an easy and reliable solution for businesses to automatically
protect computer files (PCs and servers) against loss.
Key Benefits
Easy to use and manage: allows companies to quickly and easily set up, use,
and manage the service with minimal disruptions to users.
Secure and reliable: provides robust security technologies and powered by an
online backup platform used by over 100,000 businesses
Business-focused features: delivers features that meet the needs of businesses
– not consumers – with minimal impact on productivity
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Starting the Conversation
1.  What are you doing to backup your employees
desktops and laptops?
2.  What are you doing to backup your remote offices
and mobile employees?
3.  How critical is data protection for your laptops and
PC’s?
4.  How long would it take you to roll out an
application like this? What if you could be up and
running in a few days – and retain total control
over the backup process?
5.  If we can prove a significant TCO savings, would
you be interested in learning more?
Online Backup Probing Questions
Probing Questions
Feature/Benefit Questions: Risk Avoidance
Questions
Benefit and Value
Talking Points
What method do
you currently have
in place to back up
your company PC
and laptop data?
Peace of mind;
avoidance of
financial risk due to
loss of data
•  Automatic
Backup via
Scheduled
Backups.
•  Near continuous
data protection via
auto detection of
new and changed
files
What method do
you currently have
in place to avoid
loss of data?
Online Backup Probing Questions
Probing Questions
Feature/Benefit Questions: Security of Data
Question
Benefit and Value
Talking Points
How secure is your
stored data?
Integrity of data
•  Secure data
during transport
via 128-bit
encryption.
•  Secure data
during storage via
448-bit Blowfish
encryption.
How critical to your
business is the
security of stored
data?
Online Backup Probing Questions
Probing Questions
Feature/Benefit Questions: Accessibility of Data
Question
Benefit and Value
Talking Points
How important is it
to access and
share your data
easily?
Ease of use; ability
to access files from
multiple locations
•  Quick access to
personal data files
via store-and-share
web access.
•  Office or remote
access via web.
•  Ability to share
data via web.
How do your
employees access
and share data
now?
Online Backup Probing Questions
Probing Questions
Feature/Benefit Questions: Local Control
Question
Benefit and Value
Talking Points
Why might it be
helpful for you to
maintain local
control over your
backup and
storage?
Ease of use; control; •  Local control via
privacy.
Admin Console.
•  Easy-to-use
interface.
•  Privacy Policy –
no reading or
sharing of protected
data.
Online Backup Probing Questions
Probing Questions
Feature/Benefit Questions: Business Continuity
Question
Benefit and Value
Talking Points
In what situations
might you need
24/7/365 access to
stored data?
Business Continuity, •  Four ways to
minimized disruption restore data, via:
of activity.
Right-Click Restore
Virtual Drive Restore
Web Restore
DVD Restore
Handling Objections
Safety of Information?
How safe is my information? I know that backup is a good
idea, but keeping my information online doesn’t seem very
secure.
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Handling Objections
•  All data marked for backup on employee machines, and
in MozyPro datacenters is encrypted with 448-Blowfish
or AES 256-bit encryption
•  Data en route to Mozy datacenters is protected with 128bit SSL—the same encryption levels used by banks and
financial institutions
•  Information is securely stored off-site, in case of anything
that may happen on-site
•  Fire sprinklers
•  Spilled coffee, etc.
•  Accessible from anywhere.
•  Information is actually safer when backed up, than just
on the local machine!
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Bandwidth Hog?
I hear that online backup can use up all of my bandwidth
and slow my computer to a crawl. That doesn’t seem very
efficient.
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Administrator can control bandwidth usage
•  After the initial backup,
only new or changed
documents are added
to the backup set
•  Subsequent backups
take minutes or
seconds
•  Bandwidth usage can
also be “throttled” so
that more or less of
your upload bandwidth
is used
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Why Should I Pay for a Service When I Can Use
Google Drive or Skydrive or some other free
service?
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“Free” Services
•  Freemium services come with a tax for usage
–  How are they making money?
•  i.e. Google effectively owns all content you upload to Drive
•  Viability?
–  What’s their business model?
–  Will they be around in 6 months?
•  Privacy concerns
–  Are they scanning your content to serve up advertising?
–  Lack of security/encryption
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Competition
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Do Nothing
Local Drive / Tapes
Online Storage – Like Freemium Model
Competitors
–  Larger/Enterprise Customers – Iron Mountain, Autonomy, and
CrashPlan
–  Smaller Customers – Rhymes with Kryptonite
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Why Buy from Upware?
Why should I buy this service from Upware when I can
purchase from MozyPro directly?
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Why Buy from Upware?
•  Integrated billing. Through Upware, customer can bundle
multiple services for customers and bill them all through
one place
•  If purchased through MozyPro, separate billing, separate
support structure, different pricing
•  Upware support
•  Cloud Desk!
•  One-stop shop for multiple services
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Try it Yourself
See how the service works yourself
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Try MozyHome
Will make it easier to recommend to others
Download at mozy.com/home/free
Email brent.bird@mozy.com with the email address you
used to sign up
•  He will increase your free account to 100GB
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Thank You
Questions?