Virtualization & Cloud Backup

NAKIVO Backup & Replication

Sales Professional Training

Veniamin Simonov
Lead product manager
Introduction
About this training
After passing this training you will:

 Understand the needs and challenges of virtualization data protection

 Understand the architecture and key features of NAKIVO Backup & Replication
 Be able to identify and find potential customers
 Know how to pitch the solution effectively
 Be able to successfully close deals
About NAKIVO
NAKIVO is a US corporation founded in 2012
Develops data protection software for VMware, Hyper-V, AWS EC2
Top customers protect 3,000+ VMs, span across 200+ locations
Fast-growing: ~100% YoY revenue and customer growth
Over 10,000 users Across EMEA, Americas, Asia
Over 2,000 channel partners in 124 countries
NAKIVO customers
 NAKIVO milestones
v2.0 v3.9 v5.5 v6.0 V7.1
Install on Ubuntu Multi Tenancy AD Object Recovery EC2 Instance Backup Hyper-V Failover
Network Acceleration Self Service Pre & Post Job Scripts EC2 Instance Replication Clusters Support
License Allocation Tweakable Compression Backup Copy Jobs
GFS Retention Policy Native NFS Support
Internationalization
v3.2 v4.1 v5.7 v6.2
Install on RHEL & SLES Developer API Kit vSphere 6.0 Support New AWS EBS types
SAN Transport Mode Datastore Clusters Support Repository Encryption Storage vMotion support
Command Line Interface

2012 2013 2014 2015 2016 2017

Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3

v3.0 v4.0 v5.6 v6.1 v7.2

File Level Recovery Exchange Object Screenshot Verification Hot Add Mode ASUSTOR NAS Support
1-click AWS Integration Recovery Configuration Export Job Chaining SQL Object Recovery
Advanced Reporting Exchange Log Truncation Exchange 2013/2016 SQL Log Truncation
Backup Verification Calendar Dashboard
v1.0 v3.8 v5.0 v5.9 V7.0 Flexible Job Scheduler
Install on Windows Job Seeding Flash VM Boot Install on WD NAS Hyper-V Support
VMware VM Backup vSphere 5.5 Support Install on Synology NAS Active Directory integration
VMware VM Replication Windows Server 2012R2 Skip Swap Files & Partitions
Full VM Recovery
Native CIFS Support
Solution overview
Data Protection
 Backup
 Replication

Recovery
 Instant VM recovery
 Granular recovery
 Full VM recovery
 DR with replica
Solution advantages
Flexibility
 Various install platforms
 Small footprint
 Enterprise scalability

Performance
 Global deduplication
 Network acceleration

Simplicity
 Simple installation
 Built-in backup to cloud
 Automated verification
Module 1:
Virtualization Data Protection
What you will learn
Upon completion of this module you will be able to:

 Understand key virtualization data protection needs and challenges

 Explain why traditional (physical) backups cannot solve the challenges
 Describe the benefits of virtualization-specific data protection
About virtualization market
 Virtualization is mainstream, over 70% of workloads are already virtualized
 Business-critical applications and databases are virtualized as well
 Main virtualization platform is VMware vSphere, followed by Microsoft Hyper-V
 Problems in IT infrastructures that are related to data protection:

 Important files, emails and VMs get corrupted/deleted

 Applications and operating systems get corrupted
 VM host servers, storage devices, and network equipment fail
Virtualization data protection needs
 Recover missing files and application objects
 Recover entire VMs with OS and installed applications
 In case of server, storage, or network failure, run VMs on new hardware
 In case of a disaster, run business-critical (or all) VMs in a disaster recovery site
VM Backup
 Creates a point-in time copy of a VM in proprietary format
 Stores the VM data in compressed and de-duplicated form
 After the initial backup only changes are stored in a repository
 VM backups are used for long term storage and operational recovery

VM VM VM

Backup & Replication

Source Host
Backup
Repository
VM Replication
 Creates and maintains an identical copy of a source VM on a target server
 In case of a disaster, the VM can be simply powered on for instant recovery
 Replication is mostly used for to protect from hardware failures (operational recovery)
and site failures (disaster recovery).

VM VM VM VM VM VM

Backup & Replication

Source Host Target Host
Virtualization data protection challenges
 Backups take too long
 Recoveries take too long
 Data protection and recovery is not reliable
 Too much time is spent on managing data protection
 The cost and maintenance of the software is too high
Traditional backups don’t work
 Agents on protected VMs add significant management overhead
 Protecting VMs with agents is error-prone
 Agents produce uncontrollable load on the VMs
 Physical backups don’t back up the entire virtual machine
 Physical backups are usually not virtualization-aware
 Data replication requires deploying expensive storage arrays
 Physical backup solutions are 2X to 4X more expensive
Virtualization data protection is the answer
 There are no agents to install or manage
 Entire VMs are protected, including configuration, OS and files
 An entire host or cluster can be protected
 Files, folders, and application objects can be instantly recovered
 VMs can be recovered fast on any hardware
 VM replication can be done to dissimilar hardware
 VM replicas can be instantly used for fast disaster recovery
 Virtualization data protection solutions are 2X to 4X more affordable
Module 1 key takeaways
 Virtualization is a mainstream technology
 Businesses demand for fast, reliable, and affordable data protection
 Physical backup solutions are slow, difficult to manage, and expensive
 Virtualization data protection solves customer issues with a fast, reliable,
and affordable offering
Module 2:
NAKIVO Backup & Replication
What you will learn
Upon completion of this module you will be able to:

 Understand NAKIVO Backup & Replication architecture

 Understand and communicate key features of the solution
 Explain how the solution performs
 Answer customer questions on the key product functionality
What is NAKIVO Backup & Replication
NAKIVO Backup & Replication is an all-in-one VM backup, replication, and recovery
solution designed to protect VMs onsite, offsite, and in the cloud.

NAKIVO Backup & Replication can protect:

 VMware vSphere VMs
 Microsoft Hyper-V VMs
 Amazon EC2 instances
Architecture overview
 NAKIVO Backup & Replication is a server application designed to run on a
dedicated virtual or physical machine
 All components can be installed on a single machine or can be distributed
across multiple machines and geographical locations
 Key components of NAKIVO Backup & Replication are:

 Director
 Transporter
 Backup repository
Architecture: Director
The Director is the central management instance of the solution:
Architecture: Transporter
The Transporter does all of the heavy-lifting: it performs backup, replication, and recovery,
as well as compression, deduplication, and encryption:
Architecture: Backup Repository
The Backup Repository is a folder used for storing backups:
Integrate the solution seamlessly
 Can be installed on Windows, Linux, NAS, or deployed as a Virtual Appliance
 All required components are built-in and work OOB
 It takes less than 10 minutes to install and configure the solution
Main deployment scenarios
Single site deployment Multi-site deployment
Protect in-house and cloud workloads
 VMware vSphere
 VMware vSphere 4.1 - 6.5
 Standalone ESXi 4.1 - 6.5

 Microsoft Hyper-V
 Hyper-V 2012, 2012R2, 2016

 Amazon EC2
 All AWS regions
 All instance types
Protect live applications
 The solution supports live applications and that run inside VMs
 The application-aware mode ensures that data is consistent and can be recovered
Run & store backups more efficiently
 Backups are forever incremental
 Periodic full backup is not required
 Incremental recovery is not required

VM Backup Repository
Improve backup speed
 CBT and RCT instantly identify what VM data has changed since the last run
 LAN-free backup modes offload network from backup traffic
 Network acceleration speeds up data transfer by 2X
Reduce backup size
 Swap files and partitions are skipped during the backup
 De-duplication works across entire backup repository
 Multiple compression levels are available
Back up to cloud
 Integrate with AWS out of the box in several minutes
 Integrate with other public or private clouds
Back up your backups
 Backup copy jobs create a copy of your backups
 Backup copies can use onsite and offsite destinations
 Secondary backup can run on a different schedule
 Job chaining is available
Integrate with Active Directory
 Active Directory integration provides additional security
 Single login credentials for all systems
Keep recovery points as you need
 Up to 1,000 recovery points can be saved for VM backups
 Up to 30 recovery points can be saved for VM replicas
 Recovery points can be rotated on a daily, weekly, monthly, and yearly basis
Ensure recoverability
 Block level verification ensures consistency of backup data
 Screenshot verification provides a proof of recoverability
Recover files instantly

Search for files and folders

Browse through the file system

Select individual items for recovery

Recover application objects instantly

Search for application objects

Browse through database

Select individual items for recovery

Instantly run VMs from backup
Boot VMs directly from compressed and deduplicated backups, and:
 Permanently recover VMs to production storage
 Access files and application objects of any application on any OS
 Verify VM backups and ensure that OS and applications run properly
 Test system updates and application patches before applying them to production VM

VM

Backup & Replication

Target Host
Backup
Repository
Recover entire VMs from backup
 VM can be recovered from the backup in just a few clicks
 VM will be recovered in exactly the same state as it was during the backup
 New VM will appear on the ESXi selected for recovery

VM VM VM
Read data Recover VM
Backup & Replication
Target Host
Backup
Repository
Recover from a disaster with VM replica
 Recovering from a disaster is as simple as powering on the replicated VMs
 Recovery with replica can be done even without NAKIVO Backup & Replication
 Replica can be rolled back to any previous good recovery point
Provide BaaS and DRaaS with multi-tenancy
 With Multi-Tenancy, enterprises can protect multiple business units
via a single interface
 Each business unit will only have access to their own data
 Managed Services, Cloud, and Hosting Providers can leverage multi-
tenancy and self-service features to provide Backup-as-a-Service,
Replication-as-a-Service, and Disaster-Recovery-as-a-Service
 The next slide demonstrates a deployment scenario that enables local
backup and replication at customer site, as well as backup and
replication to the service provider site
Multi-tenant deployment scenario
Module 2 key takeaways
NAKIVO Backup & Replication:

 Is built for virtualization

 Enables protecting and recovering VMs & data onsite, offsite, and in the cloud
 Offers a complete data protection feature set for virtualized environments
Module 3:
How to Find Customers
What you will learn
Upon completion of this module you will be able to:

 Identify target customers

 Differentiate personas of your customers
 Effectively search for new opportunities
Identify a target customer
 Virtualization = sales opportunity
 Potential NAKIVO customers:
 SMBs
 Enterprises
 Hosting and service providers
Know your customer persona
The key customer personas are:

 IT Administrators
 CTOs, IT managers
 Owners, CEOs, CFOs, Directors
Find potential customers
 Go to your existing customer base
 Look for local hosting and cloud service provider companies
 Look for potential customers in your area in social networks
 Put NAKIVO Backup & Replication on your website
 Upsell NAKIVO Backup & Replication
Module 3 key takeaways
 Virtualization = sales opportunity
 Typical NAKIVO customers: SMBs, Enterprises, Hosting and Service Providers
 Key customer personas: IT Admins, IT Managers, IT Directors, CTOs, CFOs, CEOs
 Main ways to find customers include:

 Checking your existing customer base

 Looking for local hosting and service providers
 Searching for customers in social networks
 Promoting NAKIVO Backup & Replication on your website
 Including NAKIVO Backup & Replication into proposals
Module 4:
How to Pitch NAKIVO
What you will learn
Upon completion of this module you will be able to:

 Understand key customer needs

 Pitch NAKIVO Backup & Replication
Get into the customer’s shoes
 Qualify the customer to ensure that they need VM data protection
 Explore the customers’ situation and identify their key needs
 Determine what solution/approach they are using, how, and why
 Identify the disadvantages and pain points of the current situation
 Discover the customer’s objectives and their desired future result
Ask qualifying questions
 Are you using VMware vSphere virtualization?
 Are you using Microsoft Hyper-V virtualization?
 Are you using Amazon EC2 public cloud?
 What business-critical applications and databases do you have (or plan to) virtualize?
 Do you run Linux in your environment?
 Do you run a NAS in your environment?
 How do you currently protect your data?
 Do you have any issues with your current software/approach?
 Would you like to increase the backup and replication speed?
 Would you like to reduce the storage space required to keep backups?
 Would you like to decrease your VM data protection costs?
 What else would you like to improve in data protection?
 What is your desired end result?
Conduct messages to the right people
 IT Administrators:
Focused on day-to-day IT tasks, including data protection
 CTOs, IT managers:
Focused on higher level IT management, including resource optimization
 Owners, CEOs, CFOs, Directors:
Focused on highest level tasks, including cost optimization
Pitch NAKIVO Backup & Replication
 Customers buy results, not products or features
 Customers are interested in business objectives that they can achieve
 Customize your pitch to meet your customer’s challenges and needs
 Show the customer how NAKIVO Backup & Replication:

 Solves their problems

 Removes their pains
 Improves their current situation
 Delivers a desired result
General opening pitch
NAKIVO Backup & Replication is a fast, reliable, and
affordable data protection solution for virtualized
environments of any size. It was built specifically for
virtualization and cloud. With NAKIVO you can back
up and replicate live VMs onsite, offsite, and in the
cloud, instantly recover files and application objects,
increase backup speed with network acceleration,
and reduce storage space with built-in deduplication
and compression.
Virtualization & cloud platforms
 We use VMware vSphere
 We use VMware ESXi
 We use Microsoft Hyper-V
 We use AWS EC2

NAKIVO Backup & Replication is designed to protect VMware

vSphere, Microsoft Hyper-V and AWS EC2 workloads. Backup
and replication is forever-incremental and application-aware.
The solution is tailored for virtualization and cloud. It takes
advantage of native APIs and features provided by each
platform.
Applications & databases
 We have virtualized XYZ applications
 Can NAKIVO make consistent backups of applications and databases?

NAKIVO Backup & Replication supports live applications

and databases. The solution uses application-aware
mode to ensure that application data in VM backups
and replicas is consistent.
File recovery

We need to be able to recover files from VM backups

NAKIVO Backup & Replication can instantly recover

files and folders directly from compressed and de-
duplicated backups of Windows and Linux VMs. This
feature is agentless and works right out of the box.
Microsoft Exchange

We have virtualized our Exchange server(s)

NAKIVO Backup & Replication supports Microsoft Exchange:

using application-aware mode the solution ensures that the
data inside Exchange VMs is consistent and can be
recovered. Also, the product can truncate Exchange logs
after a successful backup to free up space. And after a
backup is done, you can instantly recover Exchange objects
directly from the compressed and de-duplicated backups.
Disaster recovery
 We want to be able to recover our entire environment in case of a disaster.
 We have a DR site and we want to fail over in case of a primary site failure.

With NAKIVO you can replicate live VMs over (a slow)

WAN to your disaster recovery site. Replication
creates and maintains an identical copy of source
VMs, so recovering from a disaster is as simple as
powering on the replica VMs. If your VMs or data
were damaged and then replicated, you can roll back
the VM replicas to a previous good recovery point.
Reliability
 We’re spending too much time on backup maintenance
 Our current backup solution does not report on backup consistency
 How can we know if the backups are good?

NAKIVO Backup & Replication can verify your VM backups at the block level,
ensuring that files, application objects, and entire VMs can be recovered.
The self-healing feature periodically checks backup repositories and
automatically repairs found errors. In addition, the product automatically
retries failed actions multiple times and resumes jobs from the point of
failure. You can also set up screenshot verification of your backups and
replicas to verify if your VM backups can successfully recover and boot.
Performance
 Our backup window is too small
 We exceed our backup window
 Our backups take too much time
 We need to run backup faster

NAKIVO Backup & Replication is optimized for performance. Changed

Block Tracking and Resilient Change Tracking quickly identify what
data has changed since the last run; network acceleration speeds up
jobs by 2X; advanced backup modes deliver ultra-fast transfer
speeds; and multi-threading processes multiple VMs and jobs
simultaneously. Staged VM processing can be used to move initial
backups and replicas to a target site on a removable media.
Scalability
 We need to protect multiple sites
 We have hundreds of hosts
 We have thousands of VMs
 We plan to virtualize more of our infrastructure
 How can NAKIVO Backup & Replication support large environments?
 How scalable is NAKIVO Backup & Replication?

NAKIVO Backup & Replication is a modular solution and can scale out with
your business. It supports up to 200 sites and up to 10,000 VMs per single
installation. This level of scalability is proven by existing customers.
Usability
 Our current solution is not intuitive
 Our current product is not easy to use
 It takes too much time to read documentation

NAKIVO Backup & Replication was designed to seamlessly integrate into

virtual environments of any size. It takes less than 10 minutes to fully install
and configure the solution. All required components are installed
automatically, and there are no agents. The solution supports virtually any
backup destination, such as local disk, windows share, NAS, SAN, or cloud.
NAKIVO Backup & Replication has a simple and powerful Web UI which you
can access from anywhere, and it sends notifications and reports via email.
Cost
 Our current backup solution is expensive
 We’d like to reduce our backup costs
 The maintenance cost of our backup solution is too high
 Our backup vendor has increased the pricing

The price of NAKIVO Backup & Replication is 2X to 4X lower than what you’d
pay for competitive solutions. And the maintenance and support pricing - that
you need to pay every year - is also 2X to 4X lower than the competition.
The product is light on resources. You need just 2 CPUs and 4 GB of RAM for a
single-site installation, and you can install it on Linux, which is free. Also,
NAKIVO Backup & Replication comes with a built-in database and is purely
agentless – no need to install, configure, and maintain them on each VM.
Company
 What is NAKIVO?
 I have not heard of NAKIVO
 Can you please tell me more about NAKIVO?

NAKIVO is a software company headquartered in USA. They are a

partner of VMware and have more than 15,000 customers worldwide
in Americas, Europe, Africa, Middle-East, and Asia-Pacific. They are
growing very fast and were named "Emerging Vendor 2013" by CRN.
Their product is also used by many Managed Services, Cloud, and
Hosting Providers who provide Backup-as-a-Service, Replication-as-a-
Service, and Disaster Recovery-as-a-Service.
Differentiators: NAKIVO saves time
 Solution can be installed and configured in less than 10 minutes
 Installing additional software and databases is not required
 In most cases there is no need to read documentation
 Jobs run quickly with network acceleration and CBT/RCT
 You can instantly recover files and objects without recovering full VM
 You can instantly recover entire VMs with Flash VM Boot or VM replica
 Automated VM protection allows using “set up and forget” approach
 Automated screenshot verification provides proof of recoverability
 Automatic reports provide status updates on a regular basis
 Scaling out is as easy as deploying an additional virtual appliance
Differentiators: NAKIVO saves money
 No Windows licenses are required to run NAKIVO Backup & Replication
 The solution does not require deploying expensive hardware
 NAKIVO Backup & Replication is light on system resources
 NAKIVO saves space with compression, deduplication, and swap skipping
 NAKIVO can turn your NAS into a backup appliance at a fraction of the cost
 The solution has affordable cost, 2X to 4X lower than the competition
 You can switch between VMware and Hyper-V without purchasing extra licenses
Differentiators: NAKIVO just works
 NAKIVO Backup & Replication is designed for virtualized and cloud environments
 The solution is extremely scalable with multi tenancy and additional Transporters
 NAKIVO Backup & Replication supports dynamic environments that change in time
 The solution supports hundreds of remote sites in multiple geographical locations
 With NAKIVO, you can protect thousands of VMs
 NAKIVO Backup & Replication supports many use cases for BaaS, RaaS, and DRaaS
Overcome objections
I have never heard about NAKIVO before

NAKIVO is the fastest-growing data protection company in the industry.

Many thousands of customers worldwide have chosen NAKIVO Backup
& Replication, including well-known brands such as China Airlines,
Radisson Hotels & Resorts, Honda, Fujifilm, 3M, Calzedonia, and City of
San Francisco. You can check what NAKIVO customers think on such
platforms as Spiceworks, Trustradius, or Software Informer.
Overcome objections
We already have a backup solution in place

NAKIVO Backup & Replication can cut your

maintenance costs by 2X to 4X, while improving
the backup speed and reliability at the same
time. The product is very easy to use. It takes less
than 10 minutes to install and configure, so the
initial evaluation will not consume much time.
Overcome objections
NAKIVO does not do physical backup

Physical and virtual environments are different in the

nature, so it makes sense to have a separate solution for
your virtualized environment. By the way, your virtual
environment is likely to grow in the future and the
physical one is likely to shrink down to extinction, so it’s
logical to invest in virtualization data protection.
Overcome objections
NAKIVO does not have the XYZ feature

NAKIVO is the fastest-growing data protection

company in the industry and they build features
very fast. They release a new version once every
couple of months. Let me check with the NAKIVO
team on how your use case can be solved and if an
appropriate update is already planned.
Have the customer install the trial
 If customers don’t try software, they don’t buy it
 Encourage the customer to try NAKIVO Backup & Replication
 The free 15 days trial is available at www.nakivo.com
Module 4 key takeaways
 Get into customer’s shoes
 Understand the customer’s needs, problems, pains, and concerns
 Conduct the right messages to the right people
 Customize your pitch in response to the problems of the customer
 Overcome customer’s objections
 Encourage the customer to try NAKIVO Backup & Replication
Module 5:
How to Close Deals
What you will learn
Upon completion of this module you will be able to:

 Determine the number of licenses required

 Select the right product edition
 Protect your business opportunity
 Communicate pricing to the customer
Determine the number of licenses
The solution is licensed as follows:
 Per physical host CPU socket to SMBs and Enterprises
 Per physical host CPU socket or per VM to Cloud Providers
 Licenses are required only for the source side of backup and replication

Ask the customer:

 How many physical hosts run VMs that they plan to back up and replicate
 How many physical CPU sockets are installed in each server
Choose the right edition
 Enterprise edition
 Pro Edition
 Enterprise Essentials edition
 Pro Essentials edition
 Cloud Provider edition
Protect your deal
 Register your potential deal to:

 Protect your business opportunity

 Get an additional 10% discount for deals that are $2,000 or larger

The Deal Registration form is available on our web-site and partner portal.
Communicate pricing
 After you have determined how many sockets the customer needs to license and what
product edition suits their needs, you can communicate the pricing to the customer.
 Refer to the pricing page on our web-site to find the most recent information on pricing
and features per edition.
Module 5 key takeaways
 Determine the required number of licenses
 Know which edition your customer would like to purchase
 To protect your deal, register it with NAKIVO
 Deal registration increases your discount for larger deals
Final Steps
Congratulations!
You have competed the training!
Pass the Certification Test which is available at the NAKIVO Partner Portal.
Thank You!