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ToolkitTable of ContentsMarketingDatto SaaS ProtectionSalesProductPartner Sales &CompliancePricingMarketing Toolkit 1 | datto.com Purpose of the ToolkitAccording to Datto’s 2020 State of the MSP Report, 23% of Datto partners findsales and marketing to be their top business challenges. The purpose of thistoolkit is to provide you with key sales and marketing resources for Datto SaaSProtection so that you can provide fast and reliable protection for your clients’Microsoft 365 and Google Workspace (formerly G Suite) data
If you have questions about this toolkit, partner resources, or sales andmarketing guidance contact your Account Manager or [email protected]Quick Links to Resources Marketing Sales Product Compliance PricingKeyWe are proud of our global partner community. In order to make this toolkitaccessible to all, we have placed an icon under each content piece to denotethe language in which the content has been written
NA North American English ANZ English for Australia DE German & New ZealandUK&I British English FR French NL Dutch 2 | datto.com MARKETINGTable of ContentsMarketing MSP Marketing ResourcesSalesProduct Generate Leads Using MarketNowCompliance MarketNow is a robust marketing automation platform that allows Datto partners to launch pre-built emailPricing and social campaigns, access a library of co-branded client-focused content, and manage leads from prospect to sale. It’s one of the many benefits of Datto’s Global Partner Program that’s offered to all partners at no cost and is available from the Datto Partner Portal. Learn more by downloading the Quick Start Guide or viewing our Onboarding Webinar
To help you get started with launching a demand generation campaign, we have compiled the most valuable Datto SaaS Protection marketing materials below. If you are already using a marketing automation tool, not to worry. You can download and co-brand the marketing assets to use in your own platform
3 | datto.com MARKETINGTable of Contents Datto SaaS Protection Campaign GuideMarketing Why use this campaign?Sales We know word-of-mouth offers a great way to capture new leads for MSPs
However, word-of-mouth alone is often not enough to significantly grow yourProduct business. That’s where a functional demand generation plan comes in
Compliance This campaign is geared toward building awareness and educating your targetPricing audience about the importance of SaaS Protection as well as the opportunity to position yourself as the solution. By using our inbound marketing campaign, you can engage with clients through relevant and valuable content, all in an effort to “warm-up” your leads over time and get them ready to make the Datto SaaS purchase when you make the ask
Buyers Journey Stage AWARENESS Certain items in this campaign pack can be used to engage with clients in the awareness, consideration, and decision stage
Awareness content is focused on addressing the buyers’ challenges or pain CONSIDERATION points and should be used to attract and convert leads into prospects
• How SaaS Backup Can Help Infographic • Shared Responsibility Model Infographic DECISION • Top 3 Reasons to Backup SaaS Data PDF • Microsoft 365 Social Campaign containing 10 posts • Google Workspace Social Campaign containing 10 posts • Microsoft 365 landing page • Google Workspace landing page 4 | datto.com MARKETINGTable of Contents Consideration is the next stage after you have built awareness for the product. Here you can propose Datto’s SaaS backup solution to theMarketing prospects you’ve attracted
Sales • Microsoft 365 Product Sheet PDF • Google Workspace Product Sheet PDFProduct • Protect Remote Workers from Data Loss PDFCompliance • Microsoft 365 Email Campaign containing 4 emailsPricing • Google Workspace Email Campaign containing 4 emails • SaaS Explainer video Decision is the stage in the buyer’s journey that focuses on moving a prospect from a shopping mentality to a purchasing mentality
• SaaS Protection Buyer’s Guide AWARENESS Languages NA UK&I CONSIDERATION DECISION 5 | datto.com MARKETINGTable of Contents MarketNow SaaS PlaybookMarketing Our MarketNow Playbook is like a GPS. It provides clearSales directions to launch a MarketNow campaign and is aProduct systematic organization of all marketing assets related toCompliance Datto SaaS Protection
Pricing The 5 steps will walk you through how to manage your contact list, launch an email and social campaign in addition to the marketing assets available. The final stage will highlight how you track the progress of your marketing activities, using the reporting capabilities of MarketNow
Click below to access our MarketNow Datto SaaS campaign and playbook. Not sure if you have MarketNow access? Head to the Datto Partner Portal and select the MarketNow tab to create a profile. If you require further help you can reach us by emailing [email protected]
1 NA UK&I 2 3 6 | datto.com MARKETINGTable of Contents Top 5 Ways to Use the CampaignMarketing The key to connecting with potential clients is to provideSales content that is educational, helpful,and useful. This formatProduct adds value and nurtures the client along the buying path, thusCompliance prompting the opportunity for customer conversion. To helpPricing spark a connection, here are 5 ways to utilize the MarketNow campaign with your clients, either in full or in pieces
1. Capture New Leads Host one of the PDFs on your website behind a marketing opt-in form. Or utilize our pre-built landing pages on MarketNow. Build your lead list and follow-up to convert them to use Datto’s SaaS Protection Solution
2. Send as a Follow-Up to a Sales Call with New Leads Has your prospect made reference to Microsoft or Google in your first call? Send a PDF, or key pieces, via email on why their SaaS apps need a separate backup solution
3. Upsell Your Clients at Microsoft 365 or Google Workspace Renewal Contract renewal is one of the best times to upsell new services. Use this campaign at this time to impress upon your existing clients why it’s important to add a backup solution to their bundle and how easy it is to add it
4. Incorporate Key Parts in Presentations, Emails, Leave Behinds, etc
There are no limitations. Cut, copy, paste, alter whatever parts you need from MarketNow and pull them into Sales presentations, emails, or even call scripts
We’ll make the content available, but you can decide what needs to be shared with your client! 7 | datto.com MARKETINGTable of Contents 5. Thought leadership Post key facts and statements from the PDFs in a sequential series on LinkedIn,Marketing Facebook and Twitter to establish yourself as a leader in the IT world. Becoming an authority figure in a particular industry is a great way to connect with clientsSales and boost sales
ProductCompliance Find Answers to Common QuestionsPricing in our Client-Focused Collateral For clients new to cloud backup, you may encounter some of these common questions. We’ve provided the key point to each answer plus how marketing assets from MarketNow can help support your answer. If you run into any others and need assistance, please reach out to your account manager. We’re here to help you
Q: Microsoft 365/Google Workspace is in the cloud. Isn’t that safe enough? Why should I buy extra backup? A: Data loss still happens in the cloud. In fact, 70% of businesses will suffer an unrecoverable data loss in SaaS applications by 2022. It often occurs because of accidental deletion, hackers, malicious deletion, and software issues. Show customers ‘Top 3 Reasons To Backup SaaS Data’ PDF to highlight why cloud data needs extra protection from outside threats
The SaaS Protection Overview video is also a great way to summarize the solution and why customers should invest in under 3 minutes
8 | datto.com MARKETINGTable of Contents Q: With cloud backup, what can I protect? A: Our product sheets for Google Workspace and Microsoft 365 show that dataMarketing and productivity are protected. It’s fast and flexible to restore in bulk or just aSales file at a time, providing your client with peace of mind
Product Q: How expensive is data loss? Is that less than I would pay in backup fees?Compliance A: Every issue is different, so costs often vary. ‘How SaaS Backup Can Help’ infographic pulls out key stats to share with clients such as small incidentsPricing of data loss costing businesses $18,120 to $35,730. Without a cloud backup solution, you will likely bill by the hour to fix their issue, which will be costlyLogin to MarketNow to co-brand and disruptive to their business. And in many cases, the data is not 100%Datto SaaS Protection content! recoverable. Datto SaaS Protection will work out to be a few dollars per month, per employee and ensures lost or corrupted data can be quickly and easily restored
Q: I thought Microsoft and Google could keep your data safe? What’s the advantage of restoring data from a backup solution? A: The Shared Responsibility Model was created by Microsoft to outline who is responsible for data in different scenarios of data loss. SaaS vendors are onlySaaS Protection for responsible for data protection and data loss some of the time. That meansGoogle Workspace → your clients are responsible for data security and data loss for the rest of the time. Your clients can read ‘The Shared Responsibility Model’ infographic to understand their responsibilities
Q: You have also mentioned BCDR? Should I purchase cloud backup or BCDR? A: With 85% of MSPs reporting attacks against SMBs in the last two years, SMBs need a powerful solution that protects against ransomware, accidental deletion, and disasters no matter where the attack occurs. BCDR includesSaaS Protection forMicrosoft 365 → 9 | datto.com MARKETING all the comprehensive tools necessary to protect your files and applications,Table of Contents whether they live on local servers, SaaS applications, or end-user computers
Marketing We hope this information alongside the MarketNow campaign assets help drive demand for Datto SaaS Protection amongst your clients and ultimately leadsSales to recurring revenue growth. Log in to MarketNow to co-brand your regionalProduct version and begin executing your demand generation campaign today
Compliance NA UK&IPricing MarketNow Concierge Services The MarketNow Concierge program is exclusively designed for Datto partners with little time, but big marketing needs. Your dedicated marketing expert will take over the everyday tasks and help you: • Add contact lists to your account and segment • Deploy email and social media campaigns • Customize marketing and sales assets • Create new marketing and sales materials • ...and more! For more details on the various services offered and/or to sign up, click here
10 | datto.com MARKETINGTable of Contents Marketing Best PracticesMarketing Marketing is a critical component of any long-termSales business strategy. It takes many forms and can be vastlyProduct different from one business to the next. That said, there are some tried and true best practices that you can useCompliance to generate leads for your business. Leverage thesePricing resources to learn more
Marketing Made MSPeasy Marketing best practices for MSPs
NA UK&I ANZ Lead Generation Made MSPeasy Essential methods for driving a flow of continuous leads into your sales pipeline
NA UK&I ANZ Social Media Made MSPeasy Best practices to build your brand on social media
NA UK&I ANZ Success Story Templates Looking to gain visibility in the market? Success stories are a great way to do this. Leverage one of these templates in MarketNow to help you get started
NA UK&I ANZ 11 | datto.com SALES The Ultimate MSPs Guide to Sales and Marketing In this eBook, Carrie Simpson, the founder, and CEO of Managed Sales Pros shares some of her sales tips for MSPs
Table of Contents NA UK&I ANZMarketingSalesProductCompliance MSP Sales ResourcesPricing Tools To make your sales efforts successful, these tools are designed to help you engage with clients and secure Datto SaaS Protection deals
Sales Presentation Template This asset contains all the critical information you need to include in your SaaS Protection proposal so that it aligns with your clients’ needs
NA UK&I ANZ How to Sell Datto SaaS Protection Video Series Learn from Datto’s Product experts on what SaaS Protection means for you and clients, how to position your offering against other competing solutions, overcoming sales objections, all while showing value to your clients and building healthy margins for your business
Selling SaaS Protection - Problem - SaaS Data is Vulnerable Pt 1 Selling SaaS Protection - Problem - SaaS Data is Vulnerable Pt 2 Selling SaaS Protection - The Solution - Introducing Datto SaaS Protection Selling SaaS Protection - Tips & Tricks - How to Sell Pt 1 Selling SaaS Protection - Tips & Tricks - How to Sell Pt 2 12 | datto.com
However, word-of-mouth alone is often not enough to significantly grow your business. That’s where a functional demand generation plan comes in. This campaign is geared toward …
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Frequently Asked Questions
What is datto saas protection?
Datto SaaS Protection allows MSPs to access, control, and most importantly help protect their clients’ Microsoft 365 and Google Workspace data. Protect Microsoft 365 and Google Workspace applications against accidental or malicious deletion, ransomware attacks, and other cloud data loss with 3x daily, automated backups.
What is partner portal integration for datto saas protection?
This article outlines Partner Portal integration for Datto SaaS Protection services and administrators. Partner Portal integration can provide Datto SaaaS Protection clients with access to their SaaS Protection Status information, as well as Super Administrator access to the Client.
How do i remove or unlink a datto saas protection account?
You can remove a Datto SaaS Protection service, or Client Admin by clicking the trash can icon next to the client or services name. 1. You can unlink a Datto SaaS Protection account from a client by clicking the Edit icon next to the client. 2. In SaaS Protection Services, click the trashcan icon next to the client to Unlink SaaS Account.
Does datto backup microsoft 365?
Datto SaaS Protection provides comprehensive recovery and backup for Microsoft 365. This includes protection for Exchange, Calendar, OneDrive, SharePoint, and Teams data with 3x daily backups and flexible restore options. Does Datto backup Google Workspace (GSuite) data?