Sie sind auf Seite 1von 16

Winning on the Phone

Barracuda Partner Sales Enablement

Find a customer problem or desire and sell a solution.


Open in presentation mode to interact with the tabs.

Planning and Making a Call


Plan
Qualify

Call
Understand
your offer in
terms of
buyer needs

Recognize

Agree

Respond

Discover

Warm Call Planner


Introduce
Warm up the call using a good referral

Probe
Reason for calling now
Reference current events
Barracuda products currently installed

Needs desired (outcomes/challenges)


Identify role of prospect
Confirm business outcomes you offer or
challenges you can address of current interest
NO
YES

Propose
Product/solution/concept
Your possible solution

Needs addressed
Outcomes of proposal
(match outcomes above)

Action
Gain commitment to next steps and reference time required
NO
YES

Evidence
Evidence of success
(optional)

Outbound Call Prospecting


Each role in a company has different challenges and needs.
Success increases when you uncover challenges and needs.

Overview of Slides

When you find a need or desire you can sell a solution.

Slide 3: Who is and why are you recommending Barracuda?


Slide 4: CIO, VP of IT, Director of IT.

Steps of the outbound call blitz or sales call:

Slide 5: Legal or HR

1. Call into the install base/target list of accounts.

Slide 6: Backup Admin

2. Understand their role and select appropriate tab

Slide 7: Email Admin

3. Begin to prospect for challenges or needs.


Make the best use of time because you may only get to
prospect with 2-3 questions.

Slide 8: Solution architecture for Backup and Archive

4. Choose Backup or Archiver tab to highlight solution details


and advantages.
5. Respond to objections and secure next step.

Slide 9: Highlight and sell Backup and overcome objections


Slide 10: Highlight and sell Archiver and overcome objections
Slide 11: Pricing
Slide 12-13: Competitive data

Why Barracuda

Barracuda

Company highlights
Head of IT

Legal/HR

Backup
Admin
Exchange
Admin

Established 10-year old public company

Over 200,000 subscribers

Rapidly growing storage business

Industry recognized as leaders in


simplifying IT

Award-winning support

1,000

2,000

3,000

4,000

5,000

Units Shipped

Message Archiver Solution Highlights

Unified, cost-efficient data protection


solution for your physical and virtual
environments.

Meet legal/compliance requirements

Outlook plugin, desktop and mobile


apps for anytime/anywhere access

Complete backup solution with remote


storage that is easy to buy, install, and
manage.

Automated discover + import of PSTs

Attachment + whole message stubbing

Archiver

Barracuda
Symantec
EMC
Dell

Barracuda Backup Solution Highlights

Solution
Architecture

Backup

IDC Worldwide Quarterly Tracker


Integrated Purpose Built Backup Appliance

Optional 10 second close


Can we now schedule a meeting to explore your needs in more detail?

Prospecting the Head of IT

Barracuda

Head of IT

Legal/HR

Backup
Admin
Exchange
Admin
Solution
Architecture

Backup

Archiver

To Backup

To Archiver

IT Challenges

Prospecting Questions. Find a pain or desire

Compliance

Compliance

The need for sophisticated

1.) What are your email and record retention requirements?

Security and data protection

2.) What is your Data encryption solution and how is that working?

Solutions help companies

3.) Is your data and IP private and secure?

Comply with a wide range of regulatory requirements

Mobility and BYOD

9 billion devices

connected to the Internet

Most are computers,

phones, and tablets.

4.) How are you protecting your employees when browsing?


Mobility and BYOD
1.) How do you provide data access Anywhere?

2.) How do you do remote system management?


3.) How do you protect your devices?

Cloud

Cloud

engineered systems, storage,

1.) What is your current backup solution? Are you happy with it?

Compute and backup

2.) What is your offsite data disaster storage/recovery plan?

integrations offer great

3.) Do you need to manage backup at multiple locations?

Promise.

4.) What is continues web content protection solution? Working?

Cost Savings

Cost Savings

engineered systems, storage,

1.) What is your current backup solution? Are you happy with it?

Compute and backup

integrations offer great

Promise.

2.) What is your offsite data disaster storage/recovery plan?


3.) Do you need to manage backup at multiple locations?
4.) What is continues web content protection solution? Working?

Prospecting Legal and HR

Barracuda

Head of IT

Legal/HR

Backup
Admin
Exchange
Admin
Solution
Architecture

Backup

Archiver

To Backup

To Archiver

Legal & HR needs

Prospecting Questions. Find a pain or desire

Compliance

Compliance:

HIPAA Compliance

1.) How do you manage email compliance & retention policies?

SEC record retention

2.) How do you meet HIPAAs requirements for a disaster recovery plan?

Security of cloud services

3.) Do you get notified about emails that do not comply with policies?

Data breaches and privacy of personal data

Litigation

Accidental or malicious deletion of content

Locate email easily for litigation

Email retention

Employee Productivity

4.) Do your auditors require that any cloud solutions utilize SOC-audited datacenters?
5.) Do your cloud service providers sign business associate agreements?
Litigation

1.) How do you access or use email for investigations and or litigation?
2.) Does you company use email for binding contracts or sales?
3.) How do you set email and doc retention policies?

Email accessibility

Secure file sharing and management

Reduce cost of material

5.) Do you use or need email for employee PIPs? (performance plans)

Streamline document signature process

6.) How do you enforce litigation holds on emails?

We see compliance, litigation and employee productivity as top


priorities with executives like yourself. May I start with
Corporate America runs on email and web-based applications
today; consequently, employees of Corporate America are
continuously sending emails, at all hours of the day and night,
using their corporate email accounts. These emails, which must
be automatically archived by the corporation in order to remain
in compliance with data management regulations, frequently
end up creating costly problems. May I ask you a few questions
about your business?

4.) How do you search and find old emails easily and quickly?

Employee Productivity
1.) Do your employees need to search for old emails to do their jobs?
2.) Do you use emails for employee MBOs or business plans?
3.) How do you enforce and track foul words and phrases in email?
4.) How much time and money is wasted by using paper for legal agreements?
5.) Do you have a secure way to transfer documents and files within or outside of the company.

Prospecting the Backup Administrator

Barracuda

Head of IT

Legal/HR

Backup
Admin
Exchange
Admin
Solution
Architecture

Backup

Archiver

To Backup

Backup Admin challenges

Prospecting Questions. Find a pain or desire

A day in the life:

A day in the life:

Ensuring backup success

1.) What is your current backup solution? Are you happy with it?

Protecting growing environment

2.) What are your plans for dealing with a growing environment?

Troubleshooting issues

3.) How easily is it to troubleshooting issues remotely?

To Archiver

Frequent Tasks

Frequent Tasks

Troubleshoot failed backups

1.) What does it take to check the health of backups today?

Assure there is enough space for an ever increasing environment size.

2.) How do you plan for future growth or more frequent backups?

Preform restores for end users

3.) How frequently do you need to recover end user data, and how long does it take?

Manage multiple locations for backups

4.) Do you manage backups at multiple locations, If so how do you manage them?

Manage mixed environments with different tools

5.) How would an unlimited backup solution at a predicable cost and ease of use help you?

Prepare tape/media to be stored offsite

6.) How much time a week do you spend managing backups? Would you like to reduce that?

Goals

Goals

Maintain server availability and uptime

1.) How do you Maintain server availability and uptime with your solution today?

Make sure critical applications are protected

2.) Do you backup physical and virtual environments today, if so how?

Improve availability, consistency and reliability

3.) What do you do today to Improve availability, consistency and reliability?

Pain Points

Pain Points

Maintain/cost multiple legacy backup systems

1.) How could you replace or consolidate backup systems?

Plan for growth and long retention(s)

2.) What is the cost when you add a new server or app with your current solution?

Long backup windows

3.) What is your Backup window?

Recover mission critical systems (Exchange, SQL, VM)

4.) How often do you restore these apps and files and what is the process?

Managing tapes and offsite storage

5.) Do you use tapes today and why?

Unresponsive or unhelpful technical support

6.) How is the current support on your existing backup product?

Prospecting the Exchange Administrator

Barracuda

Head of IT

Backup
Admin
Exchange
Admin
Solution
Architecture

Backup

Archiver

To Archiver

Message Admin challenges

Prospecting Questions. Find a pain or desire

Efficiently Storing Email

Efficiently Storing Email

Reduce bloated Exchange Stores

1.) What is your current email solution?

Set mail retention policy

2.) What is your current email storage solution?

Manage long backups and long term storage

3.) Do you need to increase your email servers storage capacity or performance?

Enhance Mobile User Access

Legal/HR

To Backup

Troubleshoot hundreds of different devices

End user requiring restoration of email deleted on phone

Preform restores for end users

Assist in PST corruption and recovery

Manage mixed environments with different tools

Prepare tape/media to be stored offsite

Simplify Email Management

4.) Do you have an email retention or quota policy today?


5.) Do you need to save email for compliance or litigation reasons?
6.) Do users use mailboxes as filling cabinets on your primary storage?

Enhance mobile user Access


1.) Do you need to access email from mobile apps?
2.) Do you need to quickly and easily search for emails from mobile devices?
Simplify Email Management

Maintain server availability and uptime

1.) Do your users treat mailboxes as filing cabinets?

Make sure critical applications are protected

2.) Do your users react to mailbox quotas with local pst files?

Improve availability, consistency and reliability

3.) How do you manage and backup local pst files?

Streamline eDiscovery and compliance

4.) Do you have an email archive solution today? Is it EOL?

Find email from backups and other solutions

eDiscorvery and Compliance

Migrate PST files to new computers

1.) How do you search email today?


2.) How do you audit, manage permissions, legal hold and export today?

Solution Architecture of Backup and Archiver

Barracuda

Offsite

Head of IT
CIFS/SMB, SSHFS

Barracuda Backup

Legal/HR
Restore
to Copy

Backup
Admin
Exchange
Admin

WWW

Barracuda Message Archiver

Solution
Architecture
Cloud Relay

Backup

Archiver

Barracuda Backup

Copy Integration

Barracuda Backup

Barracuda
Easy Cloud-Connected Backup

Objection handling

I dont have enough bandwidth for cloud backup

Head of IT

Unified, cost-efficient data protection


solution for your physical and virtual
environments.

Legal/HR

Complete backup solution with remote


storage that is easy to buy, install, and
manage.

Rate limits can be set to specify hours for replication.

Backup
Admin
Exchange
Admin
Solution
Architecture

Simple pricing with no per-user or perserver licensing fees.

Backup software, local storage, and


remote storage that can be rapidly
deployed in under an hour.

Archiver

Pricing Data

Offsite transfers are efficient because data is deduplicated and


compressed before sent or stored.
Smart mode senses available bandwidth and uses a percentage.
I require a lot of storage. or "I have to store data for a long time.
Inline deduplication at the block-level across all sources before data is
stored greatly reduces storage footprint.
Solutions ranging from 500 GB to over 100 TB.

Cloud-based central management for


seamless multisite administration.

Offsite Vaulting extends storage beyond the local appliance and


retains up to seven years of data.

Rapid local or remote recovery,


preventing data loss and minimizing
down time.

Combine with BarracudaWare for greater than 7 year retention.

Backup

Competitive Data

Backed by our live 24x7 customer


support experts.

I am concerned about using the cloud.


Data can be replicated privately to a remote Backup Backup.
Data can be recovered from the local Barracuda Backup as well as
Barracuda Cloud Storage.

As a next step I would like to schedule a call with a storage specialist (for sizing, demo).
I would like to ship you a risk-free 30-day evaluation for you to try and test.

Barracuda Message Archiver

Barracuda

Simple Yet Powerful Message Archiving for


Efficiency and eDiscovery
Head of IT

Accessing and efficiently storing email are key


needs of any organization, but are often quite
challenging for IT.

Legal/HR

The Message Archiver Solution from Barracuda


enhances user productivity and reduces cost
and risk by simplifying user access, email
management and eDiscovery/compliance

Backup
Admin
Exchange
Admin
Solution
Architecture

Backup

Archiver

Objection handling

Competitive Data

Pricing Data

I am going to satisfy my requirements with my backup solution


Backup does not ensure compliance because only snapshots in time are taken, meaning backup is not a
comprehensive set of all emails sent and received.
It is also time-consuming to collect and assemble snapshots from different points in time

I am not required my law/holding excessive email creates liability


Even if your industry does not have specific compliance requirement, all organization that may be
involved in litigation are require to produce electronic documents when requested by courts. Your
company can be held financially liable if you have not properly saved your email.

No per user or per server fees

Mobile application for anytime/anywhere access

Outlook add-in for folder-based searches and


viewing

Automated discover and import of PSTs

Eliminates need for costly mail server storage expansion

Attachment and whole message stubbing

No per user fees. Affordable compared to the alternatives in the market

Cloud-based central management.

I use the archiving feature in Microsoft Exchange, so I dont need archiving

Instant Replacement , EU, 4yr replacements

Fast easy access to stored email through web


interface

Archiving is managed by the mail server and potentially stored on the same database, degrading server
performance and capacity.

If you are worried about excess email creating liability, the option remains to set the right retention
policies.

It is expensive
Affordable compared to legal fines associated with not producing required emails.

Non-compliant policy enforcement. User can delete the email before or after its archived and override
policies.
Hidden deployments costs. Require users to purchase Enterprise Client Access Licenses (CALs)

As a next step I would like to schedule a call with a storage specialist (for sizing, demo).
I would like to ship you a risk-free 30-day evaluation for you to try and test.

Pricing

Back to Archiver

Back to Backup

Barracuda Backup Pricing

Barracuda Message Archiver Pricing

Model

Usable
Capacity

Price

3-year EU

3-year IR

3-year Unlimited
Cloud Storage

Model

Maximum
Users

Usable
Capacity

Price

3-year EU

3-year IR

190

500 GB

$ 999

$ 499

$ 549

$ 1,249

150

150

500 GB

$ 1,999

$ 1,249

$ 1,149

390

1 TB

$ 2,499

$ 1,149

$ 1,399

$ 3,199

350

500

2 TB

$ 4,999

$ 3,449

$ 2,799

1,000

4 TB

$ 8,999

$ 6,249

$ 5,099

490

4 TB

$ 4,999

$ 2,299

$ 2,799

$ 6,349

450

690

8 TB

$ 9,999

$ 4,599

$ 5,599

$ 12,749

650

2,000

8 TB

$ 14,999

$ 10,299

$ 8,399

850

4,000

16 TB

$ 29,999

$ 20,649

$ 16,849

890*

16 TB

$ 19,999

$ 9,199

$ 11,199

$ 25,499

990*

33 TB

$ 44,999

$ 20,649

$ 25,249

$ 57,349

950

6,000

24 TB

$ 44,999

$ 30,999

$ 25,249

$ 172,099

1050

18,000

48 TB

$ 105,000

$ 72,299

$ 58,899

1090*

102 TB

$ 135,000

$ 64,949

$ 75,749

*Bundle pricing available for 890+ models

Why Instant Replacement?

Secure the next step before you hang up!

As a next step I would like to schedule a call with a storage specialist.


(for sizing, demo)
I would like to ship you a risk-free 30-day evaluation for you to try and test.
Can we schedule a call with a storage specialist to create a migration plan
from your EOL archive solution to Barracuda?

Live, in-country 24x7 support with no phone trees.


Next day shipping of replacement hardware
Complimentary hardware refresh every four years
Appliance storage increased periodically
Backup Data preloaded on replacement in event of
disaster

Barracuda Backup Competitive Battlecard

BACK

Barracuda Message Archiver Competitive Battlecard

BACK

Thank You