Intermedia SecuriSync
Sales Guide for Partners
2014
SecuriSync Qualifying & Discovery Questions
Syncing
Do they work from more
than one computer (work
system, home system,
smartphone)
How many of your
employees need to access
files from outside the
office?
Do they have work files on
more than one machine?
Do they transfer files
between machines?
How do they keep their
files in sync? Using syncing
software?
Sharing
Security
Attachments
Do users frequently send
files back and forth to
collaborate?
Are users sharing
confidential company or
client information?
Do users send large
attachments? How large?
How frequently?
Do they share folders?
Can you identify what files
are being shared and with
whom?
DO they send them outside
the company? Who usually
does this?
SharePoint? FTP Servers? File
Servers?
Do team members and
external collaborators often
change?
Do they exceed internal
message limits? What do
they do?
Is Dropbox used within the
company? By how many
people? Is it “approved”?
Do users ever accidentally
delete files?
Do they get bouncebacks?
How do they work around
it?
Do you support mapped
drives for sharing files?
How do your employees
share files with external
vendors, partners, or
clients?
Do they need to receive
large files from outside?
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Selling Intermedia SecuriSync (ShareSync)
Elevator Pitch
Selling Strategies
Ideal Customer Profile
FOR: Businesses with information workers
WHO WANT: an easy-to-use and easy-toadminister
solution for sharing files
SecuriSync IS: a business-grade file
collaboration solution
THAT: gives organizations visibility and
control over what is being shared and by
whom.
UNLIKE: Dropbox, SharePoint and
traditional sharing tools
SecuriSync: doesn’t force you to trade
ease-of-use for security
UNLIKE: Box
SecuriSync: no limits on file sizes, with
higher reliability at a fraction of the cost
Target Dropbox users based on
security risks
Hosted Exchange customers
Why We Win
Customer Triggers
Discovery Questions
Highly secure with 5 9’s reliability
Easy to deploy and manage with
HostPilot
Easy for users
Security, management and audit
controls reduce risks
Incumbent, trusted supplier with
Office in the Cloud integrated suite of
Services
Mobile device, web support
Exposure of confidential and proprietary
information
Is Dropbox used within the company?
Replace file servers that need mobile
and web access
Using a mix of filesync solutions
(Dropbox, Box, Google docs), but
without a company standard
Enable teams that need to share files
and collaborate
Using FTP, file servers, shared folders,
mapped drives
Leverage content publishers and
Consumers
Obvious champion/use case:
Marketing dept to vendors
Distributed team collaboration
Engineering designs to mfg
Relieve large file send/receive
bottlenecks
Lack of visibility and control over who is sharing
what with whom
Do you support mapped drives for
sharing files? SharePoint? FTP servers?
File servers?
Requirements to access files from anywhere
including mobile devices
Do you need to support external
users?
Large (and large numbers of) files need to be
shared by a distributed team
Do you have trouble sending/receiving
large files?
IT resource constraints
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Sales Plays for SecuriSync
Manual “file
sharing”
Traditional
collaboration
Other file sync and
share services
Features
Email & attachments
Thumb Drives
File servers
FTP servers
SharePoint
Dropbox
Box
Egnyte
Hightail
Opportunity
Still the most common
“file sharing”,
specially for SMBs
Centralized, IToriented solution
Dropbox used by 1 of 5
information workers, but
“Top Banned App”
Have a precedent for
high value sharing
SecuriSync
Advantage
Content organization,
Versioning, File access
and search, Mobility,
Collaboration with
internal & external
users
Mobility, Collaboration
with internal &
external users
Business-grade security &
control
Integrated within the
Intermedia control panel
and full suite of services
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How SecuriSync is Better Than:
Dropbox
For Admins:
Better security - encryption, Active Directory integration
Better admin controls with integrated management within Hostpilot
Better Reliability and Support - 99.999% reliability, 24/7 expert support,
onboarding, less
expensive, easier for mass deployment
For Users:
Better for collaboration -permissions, group sharing, secure external sharing,
searching, editing, versioning, no max file size, office/outlook plugins)
Box
One third the cost with comparable features, higher reliability, no max file size,
better controls for sub-folders, group sharing, free external sharing
SharePoint
Easier for the average user, reduces IT workload, better mobile support
Egnyte
Easier to use with Office/Outlook and Active Directory, no max file size, full audit
log, remote wipe, higher reliability
File Servers
Much easier for users -remote access, mobile and web access, works offline,
external collaboration and versioning.
Much easier to manage -better security and reliability (full audit log, remote
wipe, 99.999% reliability, encryption, permissions)
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SecuriSync Objection Handling
Objection
Response
We don’t need anything
now,
we may need to revisit this,
but not now…
Many of our customers are finding that file sharing can boost
productivity, and once they implement a solution, they realize
how it can help their bottom line and they wish they had done it
sooner.
We’re already using Dropbox
and don’t need anything
more than that.
Dropbox is often how many companies get introduced to file
sharing, which is great, but it isn’t designed for businesses, and
often our customers have come to us after they have had files
deleted accidentally, or they realize that Dropbox is not ITfriendly
because they can’t monitor or audit how it is used.
We already have lots of
sharing systems, SharePoint,
shared folders…
Having lots of different alternatives can be difficult to support.
We may be able to simplify your support requirements and make
it easier for your users to manage their own sharing.
We let our users pick their
solution and we don’t
dictate
what they can use
User input can be valuable, but sometimes they aren’t as
concerned about manageability and security. Our solution is
designed to be easy to use, and to manage, with strong security
and reliability.
We have Box for our users
that need to share folders
Box is a great solution for many companies, but it can be pretty
expensive. Our customers have told us we provide essentially the
same capabilities at a fraction of the price, so they can deploy it
to the entire company and still save money.
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Creates Vertical-specific Opportunities
Design and Creative
• Very large files that need to be shared
with external recipients
• Easier for clients to use than FTP server
Legal
• High security needs
• High collaboration needs - large numbers of revisions
on client documents
Finance
• Can create a “virtual room” for deals
Professional Services
• Folders can be built on a project-by-project basis
Real Estate Services
• Property folders for photos, plans, documents
Companies with multiple locations, remote workers,
or traveling employees
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Compare to top file sharing alternatives
Box for
Enterprise
Box for
Business
Dropbox for
Business
$14.99/user
$35/user
$15/user
$15/user
Unlimited
Unlimited
Unlimited
Unlimited
$35/user
$15/user
SecuriSync
Monthly price
Included storage
$4.99/user
10 GB
Group sharing
Free secure external sharing and
collaboration
Free, not as
secure as
ShareSync
Co-editing
Office/Outlook integration
(Windows)
Account-level encryption key
Admin File Management
Audit log of all events
99.999% uptime SLA
None
24/7 support and onboarding
Good
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SecuriSync Pricing
$4 per user
Includes 10 GB of storage per user
Large-Storage
Packages
Included with Exchange
$7 per user for 100 GB per user
$10 per user for Unlimited GB
2 GB per account for Web Only and Exchange plans
10 GB per user for Collaboration plan
1 TB per user for the Everything
Unlimited GB per user for the Everything plan
Storage is pooled for all SecuriSync users on the account
Overage starts at $0.20/GB
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SecuriSync: Collaboration Plan
WHAT IS THE COLLABORATION PLAN?
The Collaboration Plan includes:
• Unlimited Exchange Mailbox
• SecuriSync – 10 GB for each user on
the account – pooled
• Lync Enterprise
• McAfee Advanced Email Protection
• And more
WHY THE COLLABORATION PLAN
• Instead of one product, sell customers
a low cost bundle that gives you an
opportunity to make larger margins.
• Differentiate yourself from competitors
by offering the best value to
customers at an affordable cost.
• Create a stickier relationship with your
customers by selling them multiple
services.
$12/user/month
Get Started and Train your Users
We’ve created several resources to help you and your customers get up to
speed quickly on how SecuriSync:
Get Started
•
Get access to Admin resources and dive into SecuriSync with the Get Started Page
for Admins.
Admin Guide
•
Download the Admin Guide to fully utilize the security and control features of
SecuriSync.
Train Your Users
•
Train your customers today with our SecuriSync Get Started page and videos.
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