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Etude de cas
Backup Avenue was contacted by the business development manager of a company that published a business software program for the medical profession. . This company currently offers an array of services (maintenance, supervision, support) and wants to expand this offer by adding data backups. The IT?manager wants above all to avoid any heavy investments in terms of time or money, and he is seeking a solution that is highly flexible and easy to roll out.

The partner manager at Backup Avenue took the following approach, working together with the manager of the software publishing company:


 

Potential of partner’s customer base (current or future):
The Backup Avenue partner manager analyzes to partner’s business and together they define the types of customer::
- 70% standard customerswith a business application to back up under Windows (5 GB per station).
- 30% advanced customerswith heterogeneous operating systems and volumes that may exceed 100 GB (images to be backed up.

A pilot program is set up in order to validate the various technical aspects, particularly the business application’s data compression rate.		   Business plan: thanks to the information gathered in the pilot program, Backup Avenue and the partner formulate a business plan for the backup activity :

- Backup offers segmented according to type of customer.

- Objectives: converting 20% of the existing customer base in the first 12 months, and another 20% the next year.

- Set-up of an e-mail campaign targeting the partner’s customers, and followed up with telephone reminders (3 months).
  

Rollout:
Backup Avenue provides constant support to the partner during the rollout. Pre-configuration makes it possible to install on each work station in just 2 minutes.

Service management:Backup Avenue provides the partner with level 2 support as well as reporting, follow-up and detailed billing tools.

To facilitate supervision of workstations, the partner receives a daily report summarizing the backup status of all his customers (the partner chose to send a weekly report to his customers).
To pursue development of the partnership, the Backup Avenue manager maintains ongoing contact with the partner (formal meetings every 2 months).





This business has now been a Backup Avenue partner for three years. Because of this partnership, the business was easily able toimprove recurring income and the loyalty of its regular customer base(increased customer trust in the company). The partner's backup business largely contributed to its introduction on the stock exchange in 2005.

This partner case history illustrates the advantages of a partnership with Backup Avenue:

• Recurring income: this backup solution is now in use by 60% of the customer base, or more than 800 companies.  The partner now uses the backup solution as a "loss leader" to increase their customer base.

• A solution on demand: Backup Avenue provides the partner with the storage space, support and tools needed to properly market and run the backup solution in the context of rapid growth experienced by many customers.  The partner made no investment in hardware, software or maintenance

•A durable, quick solution that is easy to roll out:the partner was able to confidently develop their backup business. They could be sure of having a solution that is constantly updated (regular delivery of new TSM agents by IBM, solution updates by Backup Avenue), and easy to roll out (2 minutes per workstation, thanks to pre-configuration, permitting instant positioning at a customer's site) and perfectly suited to all of its customers' present and future needs (multiple OS solutions, for all types of data).
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