#CyberFit Academy

Cyber Protect Cloud

Cloud Sales Associate – Advanced
Backup
#CyberFit

#CyberFit Academy

<VIDEO ON>

Let’s begin Cloud Sales Associate Advanced Backup course.

In this course, you will learn the benefits of the Acronis Cyber Protect Cloud
Advanced Backup Pack and how to sell it to your customers.

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 Meet your Instructor

Taiki Imoto
Partner Technology Evangelist
Taiki is Partner Technology Evangelist based in Tokyo
Japan office. Before joining Acronis, he has worked as a
Consultant at a startup company. He was previously a
English and Japanese Trainer and Account Manager at Thomson Reuters. He
[email protected] developed his training skills, user support and sales skills
from both service provider and user perspective when
he was working at Nomura and Mizuho Securities.

#CyberFit Academy

<VIDEO ON>

My name is Taiki Imoto, and I m a Partner Technology Evangelist based in Tokyo office.
Before joining Acronis, I used to work as a Consultant at a startup company. I was
previously a Trainer and Account Manager at a financial information vendor. I have
developed my training skills, user support and sales skills from both service provider
and user perspective through my career.

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 Learning Objectives

• Understand need for Cyber Protection and

Backup/ Market position / Value proposition
• Talk about Acronis Cyber Protect as single
solution with multiple capabilities
• Build confidence in your sales tactics

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<VIDEO ON>

Learning Objectives of this course are aimed to be able to

Understand need for Cyber Protection and Backup/ Market position / Value
proposition

Talk about Acronis Cyber Protect as single solution with multiple capabilities

Build confidence in your sales tactics

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<VIDEO ON>

These are the course modules.

1. Case Study
2. High Level Overview and Benefits
3. Technology Shift
4. Dramatic Business Impact, but Simple
5. Sales Tactics
 Cyber Protect Cloud
Case Study

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<VIDEO ON>

Let’s take a look at a case study here.

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 Meet Sonee
(Customer of Diamatix)

City agency

19 virtual and 3 physical servers

Using Hyper-V infrastructure

Monthly / Weekly backups approximately 1.3TB

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This customer is a City agency having 19 virtual and 3 physical servers, Using
Hyper-V infrastructure.
They take Monthly / Weekly backups which is approximately 1.3TB on total.

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 Case Study
Key Challenges
 Limitations due to lack of server
backup automation
 Required assistance with
monitoring
 Limited cybersecurity protection
with existing solution
 Sensitive constituent and
personnel data as city agency
 Manually running custom
backup scripts

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Their Key Challenges are:

 Limitations due to lack of server backup automation

 Required assistance with monitoring

 Limited cybersecurity protection with existing solution

 Sensitive constituent and personnel data as city agency

 Manually running custom backup scripts

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 Case Study

Key Requirements
 Automate schedule-based
backup
 Deploy agentless recovery
solution
 Implement cybersecurity
protections

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Their Key Requirements are:

 Automate schedule-based backup

 Deploy agentless recovery solution

 Implement cybersecurity protections

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 Benefits

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So, what kind of benefits they can have by utilizing Acronis Cyber Protect Cloud?

 Optimized budget converting depreciating CAPEX to fixed monthly OPEX

 Implementation: three days (included demo session)
 Active protection along with backup benefit
 Fully automated backup regimen
 Offloaded support / reporting and other services to partner
 Looking now at endpoint advanced protection additionally

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Cyber Protect Cloud
High Level Overview and Benefits

#CyberFit Academy

<VIDEO ON>

Let’s take a look at Acronis Cyber Protect Cloud High Level Overview and Benefits.

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 Integrated Platform
An integrated solution of cyber security, backup, disaster recovery,
management and automation built specifically for SPs

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We can offer you Integrated Cyber Protection Platform, which includes cyber
security, backup, disaster recovery,
management and automation.
It supports physical workloads such as Windows, Linux, Mac, other iOS
devices, Android, servers, hypervisors, and workstations.
For cloud workloads, we support Azure, AWS, GCP, Microsoft 365, Google
workspace, and salesforce.

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Integrated Platform
An integrated solution of cyber security, backup, disaster recovery,
management and automation built specifically for SPs

Technicians

Owner

#CyberFit Academy

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 Integrated Platform
An integrated solution of cyber security, backup, disaster recovery,
management and automation built specifically for SPs

Backup

Base Backup Advanced Backup

 File, image, app  MSFT SQL Server and Exchange
backup  Oracle DB
 Backup to cloud  SP HANA
 Backup to local  Data Protection Map
 Continuous Data Protection
 MySQL/MariaDB backup
 Off-host data processing

Technicians

Owner

#CyberFit Academy

When we say “Backup”, there are two types of options which you can select from.

First “Base Backup” option. This is the standard backup function which you can use
“ File, image, app backup”, “Backup to cloud, and “Backup to local”.

The other option is “Advanced Backup”, which you can use for:
MSFT SQL Server and Exchange, Oracle DB, SP HANA, MySQL/MariaDB
backups, and Off-host data processing, Data Protection Map, Continuous
Data Protection which we call CDP.

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Cyber Protect Cloud
Technology Shift

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<VIDEO ON>

Let’s talk about Technology shift we see in the current business environment.

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It used to be simple.
Go to an office, install a firewall.
Create a backup by, for example, Acronis software.
Return home.
Every once in a while maybe manage Microsoft or Adobe licenses or get toners for a
printer.
 But, impacted SPs

01 02 03 04

The volume and

IT moved to the New apps and entry The need for skilled
importance of data
cloud, productivity points increased the talent expanded
grew exponentially
tools multiplied, and attack surface and quickly with more
and volume
subject and
to New productivity
IT moved to
customers the for
asked The number of securityand The need for skilled
demand than supply.
Cloud. compliance.
importance of data SaaS apps increase talent expanded.
more technologies. solutions.
grew exponentially. risk.

Azure > 4M servers 2ZB 2010 to 181ZB 2025 30,000 Global SaaS Apps 3.5M Open Cybersecurity jobs
1ZB is 1,000,000,000,000 GB

#CyberFit Academy Confidential © Acronis 2022 19

But technology shift and the associated talent needs impacted your business.

1. The IT that used to be onsite with familiar configuration needs moved to the
cloud. Now SPs had to learn a new technology, how to access and configure
systems remotely including a new form factor in virtual machines. Azure has over
4M servers according to the latest reporting. Between Azure, Amazon and
Google there are likely 10M+ servers globally

2. The volume and importance of data grew exponentially. At the same time IT was
moving to the cloud, the amount of data being generated increased dramatically.
And it all needed to be secured, backed‐up and available for recovery as needed.
Why? It became more and more important to running a business. You needed
the sales forecasting data, the accounting data, the HR data. All of it was critical
and growing fast.

3. Along with IT moving to the cloud and the quantity of data generating increasing,
the industry saw an opportunity to build SaaS applications that leveraged the
cloud infrastructure with easy access from anywhere. These apps became
important to running a business and the data they generated contained critical

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 information. They also introduced security vulnerabilities that needed to be
updated, patched in addition to managing.

4. And to manage all of this new technology and way of working, SPs found they
could not find skilled talent to serve their customers. In fact, the lack of talent
has been one of the issues affecting the industry for years.

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 SPs manage the with two strategies

Continue on current Consolidate around a set

course adding more of purpose-built and
vendors and staff to manage integrated SP technologies
the increasing complexity that reduce complexity and
and customer demands. increase control and
customer satisfaction.

Only one of these strategies will win

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So how do you respond? You take one of two strategic approaches here.

1. Keep adding vendors and applications you need to serve your customers and
hired more and more staff to manage the apps and serve your customers.
2. Consolidate around a technology purpose‐built for you that delivers the solutions
customizable to your needs and reduced the need to hire talent that was specific
to any one specific technology.

In the long run, only one of these strategies will be the winning one, which is number
2.

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 Flexible Deployment Options

Acronis-hosted Hybrid SP-hosted

Turnkey SaaS solution Leverage investments in Get full control over the data
with cloud storage your own cloud storage protection system
• Cloud storage • Cloud storage hosted • Cloud storage hosted by
managed by Acronis by service provider service provider
• Acronis Cyber Cloud • Acronis Cyber Cloud • Acronis Cyber Cloud
system hosted by Acronis system hosted by Acronis system hosted by Service
Provider

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There are three patterns in which Acronis Cyber Protect Cloud can be deployed.
The first one is the Acronis hosted type. Simply put, you can use the management
server infrastructure and storage in the Acronis data center as it is.
Skipping the middle, on the right is the SP hosted type. In this case, if the service
provider has its own data center and wants to use it, it is possible to prepare the
management server and storage infrastructure in the data center. You can use that to
deploy Acronis Cyber Protect Cloud.

The middle one is a hybrid. As you can see in the picture, it is a combination of the
left and the right.
If you use Acronis for the management server and use your own data center for the
storage, this is the hybrid type.
The difference from a cost perspective is that if you want to keep initial installation
costs as low as possible, the Acronis hosted type, on the left will have the lowest
initial costs.

On the other hand, the right side, the SP hosted type, requires the customer to
provide their own infrastructure.
Therefore, the initial cost is higher. However, since you provide your own

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infrastructure, the cost to Acronis is the lowest.
The hybrid model in the middle is somewhere in between.
Therefore, Acronis is very unique in that it can be deployed in three different patterns.

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 Reliable Backup & Recovery
Protects more than 25 workloads and incorporates the backup
industry’s most advanced anti-ransomware technology,
safeguarding data and systems in any environment – physical or
virtualized, on-premises or in the cloud.

Windows Windows SQL Share Active Microsoft Google Linux SAP Scale
Azure Exchange Hyper-V
Server PC Server Point Directory 365 Workspace Server HANA Computing

Amazon VMware Oracle x86 Oracle Red Hat Linux Citrix

Mac iPhone iPad Android Virtuozzo Nutanix
EC2 vSphere VM Server Database Virtualization KVM XenServer

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Reliable backup and recovery, we cover most of the infrastructure commonly used in
business.
Azure, Windows servers, PCs, Amazon EC2, Linux, Nutanix, and more.
We are expanding the scope of our support year by year.
These various physical and virtual environments can be managed from a single
console.

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 Stop Ransomware with

Acronis Active Protection is the backup industry’s most advanced anti-

ransomware technology

Persistently guards files Relentlessly defends

(including local backups) backups from alteration by
from unauthorized hardening the Acronis
modification and/or agent application from
encryption attacks

Actively future-proofs
Instantly restores files
your data protection
to the most recently
because it is based on
backed up version should
a behavioral heuristic
ransomware manage to get
approach
through the defense
and white-listing

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Acronis Active Protection . AI‐based detection stops ransomware.

How it works is that AI detects ransomware behavior, sends alerts to suspicious
processes, and stops the process.

It also saves the cache of the file to memory when it detects the behavior.
If the file is encrypted, it will use the cache and backup to automatically roll back and
restore the file.

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 Stop Ransomware with AI-Based Ransomware
Protection
Acronis Active Protection is the
Acronis provided backup
excellent industry’s
performance, is easy tomost
use and has a
rich feature set. On top of that it is the only solution in the test to
advanced anti-ransomware
provide dedicated technology
protection from ransomware attacks. This
earned Acronis the first ever approved backup & data security
certificate of AV-TEST.
Persistently guards files Relentlessly defends
(including local backups) backups from alteration by
David Walkiewicz hardening the Acronis
from unauthorized
Director Test Research, agent application from
modification and/or
av-test.org attacks
encryption

Actively future-proofs
Instantly restores files
your data protection
to the most recently
because it is based on
backed up version should
a behavioral heuristic
ransomware manage to get
approach
through the defense
and white-listing

#CyberFit Academy

Ransomware attacks, which pose a direct threat to your corporate data, continue to
grow in frequency and complexity. You may have heard of global epidemics of 2017
such as WannaCry and exPetr, which hit hundreds of companies around the globe.

Acronis has exactly the solution to fight ransomware effectively: Acronis Active
Protection, which is included in Acronis’ industry‐leading consumer and corporate
backup products. Acronis Active Protection is an advanced technology that uses
sophisticated analysis and artificial intelligence to monitor your system for any erratic
behavior and quickly stops it. If ransomware somehow manages to get through the
first line of defense and start encrypting files, Acronis Active Protection will quickly
detect the encryption and halt it – automatically restoring the files to the most
recently backed up version.

In addition to protecting corporate data, Acronis Active Protection also protects

backup files. Why would cybercriminals attack backups? Because regular backups are
the ultimate defense against ransomware. If the data on your machine is backed up
and stored out of reach from hackers, ransomware is little more than a nuisance. The
only backup software that can stop this kind of attack is Acronis Active Protection,
which prevents any process in the system other than Acronis software from

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modifying backup files. Acronis has also implemented a robust self‐defense
mechanism, which eliminates any typical attack and does not allow criminals to
disrupt the work of Acronis’ software or alter backup files.

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 White-Label the Service to Maintain Your Brand’s
Unique Look and Feel

Nearly 20 branding items offer

key flexibility, such as:

 Web-console color scheme

 Logos
 Company and service names
 Customizable email settings

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We offer a very unique function to service providers, and we call it White‐Label

function.
You can customize Web Console Color Scheme, Logo, Company and service name,
Email settings, and so on.
You can change these items to your own branding.
This is similar to an OEM in some way, and can be customized in such a way that it
appears like your own service.

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 User Interface in Languages

Serve more target Choose your preferred Switch easily between

markets language languages

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And we offer interfaces in 26+ languages, and this number is increasing every year.

Acronis has localized not only its services, but also its website and other materials
into local languages as much as possible.

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 Cyber Protect Cloud
Dramatic Business Impact, but
Simple

#CyberFit Academy

<VIDEO ON>

Next, let’s talk about the topic of business impact.

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Please take a look at this. Before Acronis, this partner had to manage seven different
application agents on each device and routinely took calls from end users saying their
machine was running slowly.

After moving to Acronis, they only had to manage 2 agents. Those same users
proactively reported their machines running faster.

But more dramatic is the business impact they experienced:

They could onboard new technicians 50% faster because they had a common
interface and tool to manage all of the solutions the customer was using.

They could also deploy technology to new customers 20% faster than previously. This
resulted in a much happier customer and a faster time to revenue for the partner.

And because they weren’t paying multiple vendors for multiple solutions, they were
able to get a sort of volume discount which reduced their licensing cost 50% which
translated directly to increased profits.

They were able to increase revenue from pre Acronis to using Acronis by 15%.
Lastly they were able to manage 20% more workloads by the same number of
technicians. In fact, they haven’t yet had to add technicians despite growing revenue
over 15%.

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But how does it to work with this platform that delivers this massive amount of
functionality. In fact, it’s very simple.
It is literally a flick of a switch to deliver new services to your customers. This is the
epitome of the Acronis product strategy: solve the IT complexity problem with a tool
that is simple to use and manage but very sophisticated. It is “Acronis Cyber Protect
Cloud”.
Advanced technology that’s
simple to deploy and manage
An integrated interface allows SPs to deploy
Backup, DR, Security and IT Management
functionality with just one click

#CyberFit Academy

Here’s how it looks for example. This is our actual console on the left. You can see
we’ve navigated to a specific device easily. And then on the right you see a selection
of services you might sell as part of a Cyber Protection Plan. So imagine you are
talking with your customer about their business, and they mention they like Windows
Defender Antivirus…how do you turn that service on? Just flick the switch. The client
is now protected and you’ve started billing them. Super easy and very sophisticated.

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 Acronis solves the SP Business Problems

Business Problems Acronis Solutions

Finding and training talent Designed to require minimal technical skills

Margin pressure Less resources required, license cost efficiencies

Technology failure Integrated solution, less points of failure

Security and compliance issues Integrated backup and security

Lack of differentiation Flexibility to customize solution as needed

Hitting SLAs Control over service levels

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So we’ve seen the extent of the Cyber Protect Cloud platform. What about the key
business problems?

For Finding and training talent => Our product is Designed to require minimal
technical skills

For Margin pressure => We offer Less resources required, license cost efficiencies

For Technology failure => We offer Integrated solution, less points of failure

For Security and compliance issues => We offer Integrated backup and security

For Lack of differentiation => We offer Flexibility to customize solution as needed

For Hitting SLAs => We offer Control over service levels

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 Why Acronis is the Right Choice
Manage business complexity without compromising your reputation, or
your customers

Superior Technical Efficient Time

Protection Integrations Deployment to Profitability
Best-in-class security All vendors in one simple Deploy new functionality The fastest time to
through our Cyber and easy IT in a single integrated profitability than any
Protect Cloud platform Management platform agent in less than a other solution on the
minute market

Customers who use 50+ Integrations, 3-5x SPs using Acronis Deploy services and
Acronis see 35% less more than comparable reduced the vendors start billing in an hour or
successful ransomware companies they manage on average less
attacks from 7 to 3

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Why Acronis is the Right Choice?

Superior Protection: Customers who use Acronis see 35% less successful ransomware
attacks.

Technical Integrations: 50+ Integrations, 3‐5 times more than comparable companies

Efficient Deployment: SPs using Acronis reduced the vendors they manage on average
from 7 to 3

Time to Profitability: Deploy services and start billing in an hour or less

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 Section Summary
1 Technology Shift

2 Flexible Deployment Options

3 Reliable Backup & Recovery

4 Ransomware Protection included

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In this section, we covered ….

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 Section Summary

5 White-Labeling

6 Multiple Languages available

7 Dramatic Business Impact, but simple

#CyberFit Academy

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Test your knowledge

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<VIDEO ON>

Now, please try the knowledge check quizzes here.

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Cyber Protect Cloud
Sales Tactic – Objection
Handling

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<VIDEO ON>

Let’s take a look at some Sales Tactic – Objective Handling examples.

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 Handling Objections

Objection: I can just copy files in Windows

Explorer. This is my backup.

Key Points:

• What about the non-file data, such as serial keys,

registry settings?
• What about open files?
• And how long will it take to reinstall the OS for each
machine?
• Acronis protects everything, not just files.

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First objection example here. I can just copy files in Windows Explorer. This is my
backup.
Some of our end customers misunderstand like this.

They think that if they simply make a copy of their files, that is all they need to do.

But, If you want to restore an entire PC or server, or you want to restore the entire
system, you need more than just the files.
files alone are not enough.
Acronis can provide you with a full image backup. So, it is possible to restore the
entire image.
Therefore, you could explain to them why copying files alone is not sufficient.

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Handling Objections

Objection: My cloud vendor does backups

automatically for me. I don’t need this.

Key Points:

• Have you tried to recover, did it work?

• How long did it take?
• Cloud vendors provide infrastructure and most
perform basic backups only with limited scope.
• Acronis gives you finite control of your backup
and recovery.

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The objection is that the cloud vendor is backing me up.

What are the backups for?

Basically, they are needed in the worst case scenario restore.
Have you tried to restore? How long did it take?
If it is via cloud storage, you will need to download a significant amount of data to the
server.
Therefore, you should expect to spend a considerable amount of time.
Acronis makes it easy to take backups by using a very intutitive console, and restore
can also be done easily.

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Handling Objections

Objection: I will use a free tool provided by

Microsoft, Linux, VMware, Amazon, Google,
Apple, etc.

Key Points:

• Free utilities provide limited capabilities

• They are often resource hungry
• Freebies are often out-of-date
• Free tools usually are very manual and have
limited support
• Acronis is feature-rich, highly reliable, and trusted
by more than 550,000 businesses

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Against the objection of using free tools.

Points to be aware of are:

They have limited functionality.
It may not be up‐to‐date.
It may require a lot of manual steps and may not provide enough support to run
backup operation securely.
We recommend that you use a specialized tool, which we are talking here, “Acronis
Cyber Protect Cloud”.

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Handling Objections

Objection: Workstation backup is our users’

problem. I give them shared folders, or a home
drive, on our servers.

Key Points:

• What about your C-Level executives, Directors,

Managers, and other high earners?
• What about critical data that isn’t stored on your
servers?
• Acronis protects PCs, Macs, iPhones, iPads, and
Android devices – for everyone’s peace of mind
and your job security

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Backing up workstations is a user's problem.

Therefore, anything that goes wrong is the user's responsibility.

In this case, for example, who are the users responsible for any trouble that happens?

I am aware that there are companies that operate with this kind of policy.
However, if a problem occurs in a PC used by an executive‐level employee, can we
still say the local files are the responsibility of them if something goes wrong?
I assume that it might be difficult in case by case.
Therefore, it is important to have backups not only on the server, but also on the
client PCs.

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Handling Objections

Objection: My systems have never crashed

and I don’t expect they will any time soon

Key Points:

• 5% of HDDs die in the first year – so for your 5 servers

with 4 HDDs each, one will most likely have a failure soon.
• What does a day of downtime on a server cost you?
• What reputation damage, or employee morale issues, are
you willing to incur by being unprepared?
• It’s not if, it’s when!
• Acronis protects you from the inevitable!

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We've never had our infrastructure crashed before.

Statistically, one out of every five units crashes.

So, we never know when it will happen. And we do not know when it will happen
again.
Also, how much of a loss do you expect to incur in the event of a server crash?
how much loss is expected in the event of a server down. These are the key points to
be mentioned.

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Handling Objections

Objection: I will just reinstall everything myself

if the need arises.

Key Points:

• How long will it take? Hours? Days?

• What will the impact on your employee be if they are
down for a day and a half?
• Do you have downtime scheduled for yourself?
• Do you have all your install media and serial numbers?
• Acronis reduces recovery times from days to hours or
minutes – even seconds with Acronis Instant Restore!

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To the Objection: I will just reinstall everything myself if the need arises.

You should explain to them that If you don't have a good backup, you can't do it.
If you don't back it up properly, you will be left with a blank factory.

So, when they say "I'll reinstall everything.”, you should tell them if they are 100%
sure about what it means.

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 Thank you for watching!

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<VIDEO ON>

Thank you for watching the course.

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