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How Acronis Enables you to Land and ExpandMark Jameson

Vice President

Acronis

Steve Slaughter

Channel Manager

AppSmart

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1. Up-selling and cross-selling

2. Hey resellers, are you sure you are not a MSP now?

3. Land and expand with Acronis

4. Bundling with non-Acronis offerings

5. The AppSmart story

Breakout Topics

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Up-selling and cross-selling

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What is up-selling?

5 reasons to up-sell

• Build deeper relationships

• Easier to upsell to existing customers

than to acquire new ones

• Increased Customer Lifetime

Value (CLV)

• Customers come back for more

• Create more meaningful customer

experience

Why should you be Up-Selling

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What is cross-selling?

5 reasons to cross-sell

• Builds customer loyalty

• Improves profitability

• Sets you apart

• Strengthens customer relationship

• Develop more leads

You should also be Cross-Selling

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5 keys to up-selling and cross-selling

• Know which one gets results

• Offer upsells and cross-sells that make sense

• Be honest

• Demonstrate value

• Reward loyalty

Become the trusted advisor!

How to Up-Sell + Cross-Sell for Success

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Hey resellers, are you sure you are not a MSP now?

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How businesses buy has been evolving

The difference between the roles

in the channel are blurring

Resellers are transitioning

to delivering managed services

• Increased sales through increased value

• Higher value services, more profit

• Reoccurring revenue stream

• Enhanced customer satisfaction

• Standout from your competition with

more offerings

Difference between a Reseller and MSP

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Land and expandwith Acronis

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It all starts with the backup!

Expand out to protect more workloads

Expand up by adding more protection services

Acronis provides our partners with the platform to easily capture clients’ growth and offer

additional levels of data protection

Where do you Land and Expand with Acronis

Acronis Cyber Infrastructure

Acronis Cyber Platform

Acronis Cyber Protection

Acronis

Cyber

Search

Acronis

Cyber

eDiscovery

Acronis

Cyber

Protect

Acronis

Cyber

Deployment

Acronis

Cyber

Backup

Acronis

Cyber

Disaster

Recovery

Acronis

Cyber

Notary

Acronis

Cyber

Files

Acronis

Cyber

Monitoring

Acronis

Cyber

Archive

Acronis

Cyber

Data

Analytics

Future services

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Acronis Cyber Protect will deliver

integrated cyber security and data

protection offerings

More ways to Expand with Acronis

Acronis Cyber Infrastructure

will provide more choices for

storage and appliances

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Bundling with non-Acronis offerings

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Acronis Cyber Platform provides range

of integration partners, that means more

offerings for our partners to sell

Acronis OEM and meet in the channel

hardware partners will solve more use cases

Acronis bringing more Offerings to our Partners

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What other offerings are you selling,

think how you can create different bundles

Bundling makes the cross-sell easy

Increase your revenue, profits, margins,

value and client retention with bundles

Get Creative with your Bundles

Acronis

Backup for

Office 365

Acronis

Backup for

G Suite

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The AppSmart story

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A partner’s AppSmart Overview

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Complexity = $ Opportunity

The Massive Opportunity

Existing vs Ideal:

Quarterly Revenue

and Margin Projection

MMR

TIME

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AppSmart Today

Catalog SnapshotThe AppSmart Brand AppSmart is Business

Software, Made Simple

We globally enable and support

organizations in obtaining desired

business outcomes through our tightly

integrated cloud ecosystem of

EASY access to solutions,

TRUSTED Cloud Providers,

UNBIASED team of Cloud Success

Specialists and Solutions Engineers

Our identity reflects the human relationships and bespoke possibilities at the heart of AppSmart.

The brandmark is built from our A and S initials to create a dynamic shape that reflects important AppSmart themes.

Equality－ the democratization of technology

Parallels－made for agents and end users

Out-of-the-Box－cloud-based products

+99.9%

Customers

Satisfied

+1PB

Data

Migrated

+1500

Organizations

Served

+150K

People

Supported

+400K

Services

in Use

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AppSmart Advantage Partners

One-stop for Cloud Services – 70+ direct ISV partnerships (+4 per month)

Unbiased Expert Recommendations for the right Business Outcomes

With you every step of the way. BEST Experience for your customers

Speed to delivery – Standard Process

Truly unlimited, premium support from One Expert Source.

Driven to increase user adoption usage for higher ROI

Latest Technologies Hassle Free – One Vendor Relationship to Manage

More Revenue per seat + stickier customers = more Commission

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AppSmart Services Overview

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Fully managed, fully supported solutions & bundles

• Unlimited, high-touch premium support

• End-User & Admin

Admin Support

• Pre-approved Admins (5)

• Extension of team

Cloud Strategic Services

• Regular cadence calls – Dedicated engineer

• Strategy

• Product updates

• Health check

• Digital transformation journey

Options for every business size & vertical:

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AppSmart Solutions

Productivity – G Suite, Office 365, Prodoscore

Backup – Backupify, Spanning, Cloudfinder, Acronis, CloudAlly...

Identity – Azure AD, JumpCloud, Google Cloud Identity Premium

Shadow IT – Marketplace, MSFT Cloud App Discovery

Layered Security – Mimecast, Proofpoint, Avanan, Zix, Mailguard...

e-Signature – Docusign & Adobe Sign

Compliance – Paubox, Avanan, Zix, Virtru, SIEM/Managed Threat Intelligence

Payment processing – Freshbooks, Talech (POS)

CRM – Dynamics 365, Nimble, Copper, Salesforce (Administration/Implementation)

Servers – Azure, GCP, GreenCloud, V2Cloud

Business Continuity – GreenCloud, Axcient, Barracuda…

Customer Support/Ticketing – Zendesk

End-Point Security – Bitdefender, Symantec

Training, Support and much more

Easy One Stop Shop, Procure, Manage, and Support

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AppSmart’s Ever Expanding Catalog

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Pre-built & Customized bundles

Google Core & Microsoft Core:

G Suite or Office 365 license

Cloud-to-Cloud backup

On-Demand Training for Suite

End-Point Protection

Support

Add to customize based on Business Outcomes:

Layered Security(Anti-malware, anti-virus,

anti-phishing, URL protection, impersonation...etc)

Data-Loss-Prevention

Zendesk

Productivity measurement

Azure AD or JumpCloud

CloudManager

Email Encryption

Voice

CRM & Administration

Security Awareness Training

* verticalized bundles, Microsoft first/Google first, work style

Example:

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Why Are We Here?

Capitalize on Opportunity

Programs To Build

A Profitable, High MRR,

High Value Cloud Business

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www.acronis.org

Building new schools • Providing educational programs • Publishing books

CREATE, SPREAD

AND PROTECT

KNOWLEDGE WITH US!

Building a more knowledgeable future