Blueprint For Success

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Blueprint For Success
Capturing New Business Leveraging BCDR Services
Smart.
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Business Continuity andDisaster Recovery Services
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BCDR Appeal in Tough Economy

• Risk Mitigation Beats the Alternative
• Industry Compliance Regulations Mandate it
• Drives Product Revenue and Customer Loyalty

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What are your customers saying?

• More than 90 of companies that experience one
  week of data center downtime go out of business
  within 12 months. - National Archives and
  Records Administration
• 89 of IT managers test their disaster
  recovery/failover systems only once a year or not
  at all. - Brilliant Ideas LLC for Scalent Systems
  Inc.

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What are your customers saying?
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• 70 of respondents said it would take at least
  four hours for their servers to recover
  completely from failure, including restored
  software, configuration and network and storage
  connectivity. - Brilliant Ideas LLC for Scalent
  Systems Inc.
• More than 50 of those polled estimated it would
  take several days to bring their systems back up
  to full capacity. - Brilliant Ideas LLC for
  Scalent Systems Inc.

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Customer Benefits

• Proven best practice delivery by BC/DR thought
  leaders and experts lower program cost and speed
  service delivery.
• Detailed, holistic approach builds a rock solid
  business case for DR Solution deployment.
• Business-focused Risk Value assessments
  distance the IT Department from the requirements,
  radically improving the speed with which
  approvals for CapEx are made.
• Best In Breed approach that covers all aspects of
  Business Continuity and Disaster Recovery

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A Methodology for All Hazards
100,000
Probable
frequent

• Virus

• Worm

10,000

• DataCorruption

1,000
Regular Break/Fix
Target Operational Excellence
Occurrences per Year
All Hazards Have Equal Disruption
1/100

• Network/ISPOutage

• ApplicationOutage

• PowerFailure

1/1,000

• BuildingFire

• DiskFailure

• ComponentFailure

• NaturalDisaster

1/10,000

• Terrorism/Civil Unrest

infrequent
Possible
1/100,000
Consequences (Single Occurrence Loss)
Low
High
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How IMT, BC and DR Fit
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Heres how the BC/DR Methodology views the
relationship between Incident Management,
Business Continuity and Disaster Recovery
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BC/DR Assessment
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• Identifies and ranks threats to the location(s)
  including
• Natural Hazards
• Site Vulnerabilities
• Security Threats
• Employee Safety
• Terrorism
• Current Mitigation
• Employee Well-Being

When completed, the BC/DR Assessment tells
you Whats at Risk.
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BC/DR Assessment
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BC/DR Assessment
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BC/DR Assessment
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B/AVA (Business Application Value Analysis)
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• BVA Grades impacts to Business Processes or
  Functions in terms of
• Daily, Weekly Monthly
• Financial
• Customer Perception
• Brand
• Regulatory
• Then assigns Criticality Tier based on RPO/RTOs.

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B/AVA (Business Application Value
Analysis)(continued)
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AVA Determines which n-Tiered Applications
support which Processes or Functions, then each
Application inherits highest Criticality Tier
from supported Process or Function.
When the B/AVA is complete, youll know What
its Worth.
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B/AVA (Business Application Value
Analysis)(continued)
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B/AVA (Business Application Value
Analysis)(continued)
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Process Technology Mapping
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• Process Mapping
• Visio drawings showing workflow for each Process
  or Function.
• One for daily production workflow
• One for BC workflow

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Process Technology Mapping (continued)
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• Technology Mapping
• Visio drawings showing all Configuration Items
  (CIs) required for all processes in a Criticality
  Tier.
• Excel matrices of all specs hosted applications
  for each CI used in a Tier.
• One each for daily production environments
• One each for DR environments

Once Technology Process Mapping is completed,
youll know Where it Lives.
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Process Technology Mapping (continued)
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Process Technology Mapping (continued)
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Recovery Continuity Tactics
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• Based on Production and Recovery Target, we will
  design and assist with negotiating costs for
  varied recovery solutions, including
• Internal
• Collocation
• Hot-Site
• 2nd Data Center

With Backup Recovery Tactics Design complete,
youll know How Youll Recover.
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Recovery Continuity Tactics
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Recovery Continuity Tactics
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Recovery Continuity Tactics
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BC/DR Planning
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We will develop and deliver Incident Management
Team (IMT), Business Continuity (BC), and
Disaster Recovery (DR) Plans. Each Plan details,
in simple language thats easy to understand
during an Event.
Once the BC/DR Planning phase is complete, youll
know Whos Responsible.
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Plan Types
BC/DR Plans cover three plan types, each with a
specific focus and objective
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Plan Types
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Plan Types
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Plan Types
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Plan Types
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Competitive Landscape

• There are three kinds of competition
• In larger firms, you will run into IBM and
  SunGard, and soon HP with the EDS acquisition
• These firms have but one goal get the customer
  on the hook for a 5 year hot-site hosting
  contract.

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Competitive Landscape

• There are three kinds of competition
• There are always do it yourself plans one can
  buy on the Internet
• Do nothing approach (where most companies are
  today)

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How The IMSN Is Involved

• IMSN is now set up to smooth both the pre-sales
  and delivery of this service offering to your
  customers.
• IMSN is the conduit between these two parties
• Pre-sales and delivery resources
• You and your customers on the other end

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How The IMSN Is Involved
IMSN provides protections from competition
margin erosion,plus the simplicity of invoicing
to your Ingram Micro account.
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Target End Clients

• Any firm with an annual IT budget of 10 million
  is definitely spending money on BCDR
• Any firm with smaller budgets that is highly
  regulated needs BCDR (financial, healthcare,
  publicly traded)
• All companies need some level of recovery
  capability and smaller project sizes are common
  between 20k to 75k

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On-boarding Steps

• All the Solution Provider needs to do is get an
  initial appointment for an online sales call.
• From there, sample deliverables are shared and
  discussed, scoping questions are asked and a
  proposal/SOW is generated and turned around
  within 24 hours.
• The solution provider is expected to follow up
  with the prospect and drive the sales cycle, but
  any technical or presales questions are handled
  by a dedicated staff of experts.

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On-boarding Steps

• Once a SOW is executed, the delivery team handles
  the entire engagement, including project
  management.
• The solution provider is invoiced by phase from
  Ingram Micro according to the schedule determined
  in the SOW and usually invoices its client
  according to the same schedule with their own
  markup.

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How You Make Money Selling BCDR

• All BCDR Services are priced with 20 margin that
  is protected from competition
• Services can range from as low as 5,000 to
  150,000
• During the process of the engagement, recovery
  solutions are developed for large infrastructure
  projects that are approved by senior executive
  management
• Recovery solutions usually include
• Servers, Virtualization, Storage, Replication,
  Networking, WAN acceleration appliances and
  professional services

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Solution Provider Benefits

• You will have detailed insight into every
  business process, its value to the business
  executives and every application and
  infrastructure component in order of its priority
  to the business.

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Solution Provider Benefits

• You will be able to sit at the table as the
  executives decide the tiers and value of their
  business processes getting you in front of the
  top decision makers.
• In short you will understand their business and
  they will know who you are - and realize that you
  understand their business

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Key qualifying questions
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• Is your company prepared for any type of disaster
  that may strike the main worksite or data
  facilities?
• Do you have a plan that covers both IT as well as
  the business for any interruption?
• If yes, when was it last updated?
• Do you have any business drivers, such as
  regulations, that require a comprehensive BC/DR
  plan?

Would you like to speak with subject matter
experts that have advised Gartner and Forrester
on the subject of BC/DR?
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What does this service cost?
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• B Prepared Custom
• Complete lifecycle using standard methodology and
  templates
• B Progressive Custom
• Advanced lifecycle that meets highly custom
  requirements such as deeper dives into process
  detail, scenario planning, deeper documentation
  of IT assets and more
• Crisis Drop Team Custom
• Team of crisis response experts that come on-site
  to assist in or manage a recovery effort

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What does this service cost?
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• B Compliant 8,400
• Basic plan elements to meet regulatory
  compliance includes one specific regulatory
  language pack relevant to your organization,
  additional packs for 900
• B Protected 8,400
• Basic plan elements and templates for
  organizations not subject to regulations

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How to close business
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Contact the BCDR Desk at Ingram Micro Email
IMSNservices_at_ingrammicro.com Call (800)
456-8000 ext. 64803
What we need from you What we expect from you
is to follow up in getting us at bat with your
client or prospect. We will do all the pre-sales
work including estimating, writing SOWs, through
delivery. All we need is the introduction and any
help we need in getting back in front of them. We
expect you know where they are in the buying
cycle.
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