Increase Your Profits, Retain Clients and Acquire New Accounts with Doyenz

Presented by: Ryon Ellis, CEO briteCITYModerated by: Craig Blessing, VP, Doyenz

Wednesday, November 17

Doyenz Shadowcloud

• Platform as a Service offering• Failover & virtual lab for SMB

• Sold exclusively through partners

• Patent-pending technology

• Key strategic partnerships

Doyenz Shadowcloud: The Basics

• Replicates Windows production server environment into the cloud

• Restore in Shadowcloud or back to production• Physical or virtual machines

• Managed Service Platform• Web-based management portal• Simple, easy installation

Doyenz Shadowcloud – How it Works

Overview on briteCITY• Company founded in November 2007

• Four employees

• 700 Managed Endpoints

• Became Doyenz reseller October 2010

• Already deployed Doyenz to three customers• 23 servers• 3.5 TB of protected storage• Collecting $10K+ in monthly revenue from these accounts• First month made money from Doyenz

What was the evaluation process?

• Recovery Time Objective (RTO) needed to be within minutes

• Required a mature, tested, proven platform

• VMware support was a necessity

• Margin opportunity needed to be at least 1x cost

What other solutions did briteCITY evaluate?

• Considered building a solution in-house

• Also evaluated: • DoubleTake• Amazon S3• HeroWare

How does briteCITY market Doyenz?

• Identified three clients to offer Doyenz’s cloud services

• Sales cycle was less than two weeks

• Plans to reach out to our existing client base to offer Doyenz

• Integrated into our sales process to all new prospects

• Doyenz has made it possible to differentiate our offering, opening up opportunities we normally would not have made in-roads with

What is the sales process?

• Provide customer an RTO in minutes following a disaster

• Confirm the prospect has budget

• Demo the solution

• Create proposal

• Acquire authorization to deploy

How do they deliver the service?• We charge an implementation fee

• We deploy the agents and configure replication

• For larger deployments and/or slower connections we seed to hard disk and then kick-off over-the-wire replication

• Monitor replication along with Doyenz support

• Remedy any replication issues that arise

How does briteCITY make money with Doyenz?

• We sell Doyenz for more than it costs us to deliver it

• Consider your hard costs from Doyenz• Also consider your soft support costs

• Smaller deals should be, on average, more profitable than larger deals

• Larger deals drive down margins based upon the costs for the clients to build DR themselves