TechTarget Backup School exagrid.com | 1Stress-free backup storage ExaGrid / Reseller Program TechTarget Backup School exagrid.com | 2 About ExaGrid Established in 2002 Largest independent vendor in the space 100% focused on disk-based backup Highly differentiated architecture Winner of the most industry awards Large customer base Over 10,000 systems installed worldwide Over 350 published customer success stories More than all other vendors combined exagrid.com | 2 TechTarget Backup School exagrid.com | 3 Disk-based Backup Opportunity Data centers back up data every night Backup storage is broken and there is a natural move to disk-based backup with data deduplication solutions Gartner estimates the total market is $10B For backup software, tape libraries, and disk backup IDC estimates disk-based backup at over $3B with double-digit growth per year TechTarget Backup School exagrid.com | 4 Award-Winning Product & Support Best Product Won Gartner Visionary Quadrant Won InfoTech Best Product Won DCIG Best Product High Win Rate ExaGrid wins 70% of the time due to a unique architecture Support Award-winning support Level 2 techs assigned to accounts ExaGrid Named 2013 Disk Backup Champion" ExaGrid Named Visionary in the 2014 Magic Quadrant for Disk Backup with Deduplication TechTarget Backup School exagrid.com | 5 Reseller Opportunity No distraction from your current sales Incremental opportunity in your existing accounts Additional high margin product in your portfolio Close the back door Stop other resellers/vendors from getting into your accounts and landing and expanding ExaGrid program is easy without commitments TechTarget Backup School exagrid.com | 6 ExaGrid Program At a Glance! Low Investment High Return No certification training required No inventory requirements No sales milestones Marketing programs to generate leads Strong deal registration program high margins ExaGrid does the heavy lifting for sales and support High competitive win rate Strong customer repeat business as data grows Maintenance and support renewals through the reseller TechTarget Backup School exagrid.com | 7 Deal Registration Program One A Level Registration per customer All other resellers B Level Registration Cannot lose to another ExaGrid reseller Registration is valid for 90 days TechTarget Backup School exagrid.com | 8 ExaGrid Does the Heavy Lifting Reseller When in an account, ask for the data backup teams Find a data backup opportunity Register the deal over the web If not already registered, it will be approved as an A registration ExaGrid Joint sells with sales and system engineering expert 70% chance of winning when the ExaGrid sales team engages Supports a customer self-install over the phone (1 to 3 hours) Provides the post sales customer support TechTarget Backup School exagrid.com | 9 ExaGrid Partnership Approach No double registrations ExaGrid never takes a reseller deal direct ExaGrid never brings in another reseller ExaGrid is highly trained in co-selling with the channel TechTarget Backup School exagrid.com | 10 Lets Get Started Sign an NDA No sales volume commitments No certifications 10-minute training on how to recognize an opportunity How to find the backup teams and what to ask Schedule co-marketing activities Lunch and Learn face-to-face eventsblasts Apply for a registration Simple-to-use web portal Co-sell with ExaGrid 70% competitive win rate Make high margins TechTarget Backup School exagrid.com | 11 Profile Target Customer Mid-market to Small Enterprise 5TB to 300TB of data to be backed up 300 to 30,000 employees Longer term retention 4+ weeks to months to years Looking at the following products EMC Data Domain HP StoreOnce DELL DR Series Quantum DXi Veritas 5230/5330 Commvault Simpana Deduplication to Straight Disk TechTarget Backup School exagrid.com | 12 When Does a Customer Buy? When they are broken Little advance planning in backup Need to stay close to the customer They move when backups break and there is no way to fix them Need to stay in constant contact Check in every 60 days When in the account for other reasons, always make a point to check in on the data backup IT teams When the customer is ready (broken) they move fast Short sales cycle TechTarget Backup School exagrid.com | 13 Lets Get to Work Ask for backup IT staff when in accounts Introduce the ExaGrid team Set up joint Lunch and Learns Approximately 25 attendees Perform many of these with Veeam TechTarget Backup School exagrid.com | 14 ExaGrid / Stress-Free Backup Storage We Look Forward to Doing Business Together! exagrid.com