Sales Scenarios
This backup rule calls for 3 copies of data, on 2 different types of media, with 1 copy kept offsite.
What is the 3-2-1 rule?
This vendor’s flagship product, Backup & Replication, is software-only, so the partner must supply their own hardware and storage.
What is Veeam?
This metric measures how quickly systems must be back up and running after a disaster.
What is RTO (Recovery Time Objective)?
Datto Endpoint Backup sends backups straight here, with no on-site appliance required.
What is the Datto Cloud (direct-to-cloud)?
This is Datto’s flagship BCDR appliance line.
What is SIRIS?
When a prospect says “Microsoft already backs up our 365 data,” reps should explain this model, in which Microsoft protects the infrastructure but the customer is responsible for their data.
What is the shared responsibility model?
Cove Data Protection is owned by this company.
What is N-able?
This metric measures the maximum amount of data loss, in time, a business can accept.
What is RPO (Recovery Point Objective)?
This type of backup captures the whole system, including OS, apps, and settings, not just individual files.
What is image-based backup?
This Datto BCDR line is built for small businesses with fewer servers to protect.
What is ALTO?
Instead of debating the price of BCDR, reps should help the prospect calculate this: the revenue and productivity lost for every hour systems are down.
What is the cost of downtime?
This vendor markets “Cyber Protect,” which combines backup with anti-malware and endpoint security.
What is Acronis?
Booting a protected machine as a virtual machine, either on the local appliance or in the cloud, so users can keep working.
What is virtualization (local or cloud virtualization)?
Because it needs no appliance, Endpoint Backup is ideal for protecting the devices of this growing group of employees.
Who are remote or hybrid workers (laptops)?
This feature boots each backup as a VM and captures an image to prove the backup can actually start.
What is Screenshot Verification?
A customer already protects their servers with SIRIS but runs email and files in Microsoft 365. This Datto product is the natural upsell.
What is Datto SaaS Protection?
Cove is cloud-first, but it offers this optional feature for keeping a local copy of backups on-site.
What is LocalSpeedVault?
After running from a virtualized backup, this is the process of moving production back onto repaired or new hardware.
What is failback?
Partners manage Endpoint Backup alongside their other Datto products from this centralized web interface.
What is the Datto Partner Portal?
Datto’s patented approach eliminates long incremental chains so every recovery point is fully independent and bootable.
What is Inverse Chain Technology?
This selling approach skips hardware specs and leads with business impact, such as downtime costs, compliance, and reputation.
What is value-based (or consultative) selling?
This competitor sells x360Recover and markets its backups as “chain-free” with AirGap protection.
What is Axcient?
This type of restore rebuilds an entire system, including the OS, applications, and data, onto brand-new hardware with nothing installed.
What is a bare metal restore (BMR)?
This encryption standard protects Datto backup data in transit and at rest.
What is AES-256?
This feature lets partners recover cloud backup snapshots that were deleted accidentally or maliciously.
What is Cloud Deletion Defense?