Increase Profits, Retain Clients and Acquire New Customers with Doyenz
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Doyenz Shadowcloud is a platform as a service offering that replicates Windows server environments into the cloud to provide failover and disaster recovery. It is sold exclusively through partners. The document discusses how briteCITY, a managed services provider, evaluated Doyenz and other solutions to meet their clients' recovery time objectives. briteCITY now uses Doyenz to provide additional services, differentiate their offerings, and generate over $10,000 per month in additional revenue through monthly fees charged to three customers using the technology.
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Increase Profits, Retain Clients and Acquire New Customers with Doyenz
- 1. Increase Your Profits, Retain Clients and Acquire New Accounts with Doyenz Presented by: Ryon Ellis, CEO briteCITY Moderated by: Craig Blessing, VP, Doyenz Wednesday, November 17
- 2. Doyenz Shadowcloud • Platform as a Service offering • Failover & virtual lab for SMB • Sold exclusively through partners • Patent-pending technology • Key strategic partnerships
- 3. 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
- 4. Doyenz Shadowcloud – How it Works
- 5. 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
- 6. 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
- 7. What other solutions did briteCITY evaluate? • Considered building a solution in-house • Also evaluated: •DoubleTake •Amazon S3 •HeroWare
- 8. 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
- 9. 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
- 10. 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
- 11. 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