Backup sales – best practices

You want to start backup sales but you’re not sure how to do it? Do you feel like sometimes you’re out of arguments and not able to convince customers that the solution you are proposing is exactly what they need? In this article, we will show you how to dispel customers’ concerns and point out that cloud backup and storage is something they need. Because it obviously is!

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Why modern endpoint backup saves business

Endpoint backup and securing data properly is one of today’s basic elements of modern business. Digitization of processes has naturally increased the importance of electronic data. Since it’s value distinctively grow, adequate data protection became undeniably related to a company’s development strategy – especially since GDPR (General Data Protection Regulation) entered into force. 

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How to create your first backup plan

1. Think about the devices which you need to protect. What are these devices – PCs, laptops, servers? How many of them?

E.g. 12 laptops, 3 computers, 3 servers (one with virtualization – eg. Hyper-V).

2. What is the size of data stored on these devices (How many GB/TB/PB)?

3. Decide where would you like to keep your data. In the cloud or maye locally?

4. Define which devices are critical – these are the devices without which the company is not able to carry on with its work. For such devices the traditional backup is not enough. They require also the disaster recovery feature which in case of the breakdown will give the possibility to run the broken machine with all its data (including the operating system and drivers).

‘Each enterprise owns different IT infrastructure, however it is always possible to distinguish a few key devices which are present in the most of companies in the SMB sector and in case of failure of these devices the particular company cannot operate. Among the others, these devices are: laptops of CEO and Board Members, email and domain servers, device with invoicing system and any other device which serve the commonly understood ‘production’ typical to particular enterprise (in the factory it may be the device which operates the conveyor belt while in the other enterprise these may be the laptops of sales representatives).’
Ladislav Ovsak, Sales Director for Slovakia, Xopero Software S.A.

5. Define which data are critical.

‘Each enterprise possesses data which loss may cause dramatic effects. Such data are vital to the company while the devices on which such data are stored are not that important. The example may be the secretary’s computer in the dental office with the list of patients appointments for the following month. In case of breakdown it is enough for this dentist office just to recover the patient list and open it on any device (other computer or smartphone for instance) or simply print it. However, it is important that such devices have a short-interval backup scheduler running and also support the backup of open files.’
Nicola Marotta, Sales Director Italy, Xopero Software S.A.

6. Define your RPO i RTO (Recovery Point Objective, Recovery Time Objective). In the easiest words – you have to answer yourself two fundamental questions:

  • what is the maximum time that you can give yourself to restore the data in case of breakdown?
  • how long can you NOT have full access to your data and applications?

It is common knowledge that if the enterprise doesn’t work, it doesn’t generate profits so each breakdown and lack of data availability means the financial loss to the company. Therefore, remember to test whether your backup solution runs properly and if it works within your RTO and RPO range.

Xopero is available through a new ABC Data Cloud Platform

Let’s start with a brief information about the Cloud Platform: it enables for global and local providers to offer their solutions in the form of Infrastructure as a Service (IaaS), Platform as a Service (PaaS), Software as a Service (SaaS) and Disaster Recovery as a Service (DraaS). For us it is a next important step, but it also means that our two cloud products – Xopero Cloud (dedicated for MSP and Public) and Xopero Cloud Personal (for small business and personal users) – are available to all resellers of this well-known distributor.

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TELCO – a hard nut to crack?

Xopero was established in 2009. At the time, the platform was called Opero and as it sometimes happens at the very beginning – this didn’t mean anything to anybody. As each startup company we had to make every effort possible to appear in clients’ consciousness. Polish market wasn’t ready for our product and the knowledge concerning cloud solutions was extremely limited. Our competitors were international companies with many years of experience on the global market. However, if we had been looking at our situation from this perspective at the time, we wouldn’t be where we are now. The cooperation with such TELCO brands as Orange and T-mobile made it possible for us to gain valuable experience.

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Data migration

All company IT systems sooner or later undergo modernization. Operational systems and data base versions change and business software evolves. Equipment and IT infrastructure are also upgraded from time to time. In connection with all these modifications it is sometimes necessary to perform the migration of resources to new hardware and software environment.  However, this operation raises many justified concerns among users.

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