AppRiver - Franchise services Inc.

Growing Your
Revenue with a
Vertical Focus
Steve Harris
Channel Sales Advisor
AppRiver
October 2015
Agenda
•  AppRiver at a Glance (You know us
already)
•  Our Services (A brief refresher)
•  What’s Coming (A look ahead)
•  The Vertical Opportunity (Advantage: You)
•  Putting it into practice (Some examples)
•  Q&A
You Know Us . . .
24/7
Company
Phenomenal
Care
Customers
Market
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Established: 2002
North American HQ: Gulf Breeze, FL, USA
European HQ: Lupfig, Switzerland
Offices: Northport, NY; Austin, TX; Atlanta, GA; Barcelona, Spain
Employees: ~240
Privately held and self-funded
Focus on Email & Web Security with Phenomenal CareTM
Cloud-based since inception
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Centered around the customer experience
AppU Training Center, eLearning & Certifications
Certified engineers providing white-glove migration & onboarding services
Live phone, chat and remote assistance
Self-help: ticketing system, extensive KBs, web guides & tools
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Over 47,000 clients in more than 40 countries
~8,500,000 mailboxes managed/protected
93% client retention rate
98% of clients have <100 employees
•  One of top three Hosted Exchange providers
•  Office 365 Syndication Partner since launch (June 2011)
•  Focused on small, mid-sized companies
Awards? Check.
2015 2nd Place Readers' Choice
2014 1st Place Readers' Choice
2013, 2010, 2009 Readers' Choice
2015 Women of the Channel
2013 Channel Chief
2012, 2010, 2009 5-Star Partner Program
2011 Top 20 Cloud Security Vendor
2010 Coolest Cloud Security Vendor
2009 International Service
Excellence Award
2015, 2014, 2013, 2012, 2011, 2010,
2009, 2008, 2007 - Inc. 5,000
IT Services
2015 Top 501 Global Managed Service
Providers (9th)
2014 Silver Winner - Best Customer Service
2013 Finalist - Best Customer Service
2015 Top 100 Cloud Service Providers
2013 Top 100 Cloud Service Providers
2012 Top 100 Service Providers (16th)
2011, 2009, 2006 Fave Raves
2009 Technology
Fast 500™ Winner
Big Clients? Check.
But the SMB is Where It’s Happening
Fortune 500
Worldwide
98.6%
of Organizations are
100 PCs or Less
Mid-size
SMB
Customer Acquisition Cost: High
Per-Seat Margin: Minimal
Customer Acquisition Cost: Varies
Per-Seat Margin: Better
Customer Acquisition Cost: Low
Per-Seat Margin: Best
AppRiver Customer
Demographics
•  More than 47,000 Corporate
Customers
•  98% are Under 100 Users
•  Rapid Customer Acquisition
•  ~100 New Customers/week
We’re More than Spam Filtering . . .
SecureTide™
Spam & Virus Protection
SecureSurf™
Web & Malware Protection
CipherPost Pro™
Email Encryption & Control
Hosted Exchange 2016
Secure Hosted Exchange
Office 365 Plus
Microsoft Cloud-based Service
Email Continuity Services
Insurance for your Email
Email Archiving & Compliance
Archiving & eDiscovery Solutions
Migration Services
Expert Migration Assistance
Remember this?
What We See on the Horizon
•  Office 365 Growth
•  Fastest selling product in MS history
•  Margins tightening
•  Key is to build services around O365 platform
•  Hosted Exchange will Remain Strong
•  Reluctance to move to the MS cloud
•  Upgrades automatic with new releases
•  May be easier first step into the cloud for onpremises customers
•  Security will be the Key Differentiator
•  Compliance issues on one hand
•  Hackers, data thieves on the other
•  Different verticals, different needs
The Vertical Opportunity
•  Identify your targets
•  Who are you serving now?
•  Where do you have connections?
•  Understand the pain points
•  What IT issues hurt productivity?
•  What are the regulatory burdens?
•  Find the FUD
•  Build the solutions
•  Create prescriptive bundles
•  Stay flexible and manage the journey
Putting it into Practice
Healthcare Example:
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Medical office with 10 employees
Has two Office licenses and five users
Needs everyone on email
Needs secure storage
Wants to handle records electronically
Must conform to HIPAA regs
One Solution: Office 365 + Encryption + Archiving
Putting it into Practice
Legal Example:
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Real estate attorney who handles closings
25 employees, majority clerical
Likes Exchange and has on-premise servers
Fears Cryptowall or theft of customer data
Can’t monitor employee Internet usage
One Solution: Secure Hosted Exchange + Malware
Protection + Endpoint Security
Putting it into Practice
Business Example:
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Building contractor with 12 employees
Uses locally hosted Exchange
Wants to send and receive large files
Handles customer credit data
Needs to stay operational after severe weather
Faces TILA-RESPA Integrated Disclosure (TRID)
requirements
One Solution: Office 365 + Secure Email & Large
File Transfer
What We’ve Learned . . .
•  Resellers are in a great position to tap into
the vertical markets.
•  Bundling the right mix of services can
make yours the go-to solution that scales.
•  Do more than sell services – create a
relationship that extends beyond the sale.
•  Resolve the FUD and become the trusted
advisor they turn to every time.
What We’ve Learned . . .
Thank You.
Steve Harris
Channel Sales Advisor
sharris@appriver.com
www.appriver.com