New Generation Data Protection

Powered by the Acronis AnyData Engine

Grow Your Business Faster with

Acronis Cloud Solutions
Odin Summit 2015 Keynote by SB
 Acronis Quick Facts
Acronis HQ in Singapore

Founded in Singapore in 2001, HQ in Singapore, 23 offices in 18 countries

Acronis Revenue - hundreds of millions of USD, profitable

700 employees worldwide, 300 top-notch engineers

30,000 strong partner ecosystem, over 300 OEMs

500K+ businesses, 5M+ consumers

Sold in 15 languages, customers in 145 countries

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Acronis – Award-winning Products
Acronis USA in Boston
Awards

Acronis True Image

Acronis Backup
Acronis Access
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 Acronis – Global Leader in Data Protection
Acronis Europe in Munich
Fortune 500 Customers

Leading Technology and Solutions:

• Disaster Recovery
• Full Image Backup
• Endpoint Backup
• System Deployment
• Enterprise File Syncing and Sharing

Leadership Confirmed by Customers in 2014:

• 3,000,000+ new licenses sold
• 300,000+ corporate customers active
• 100,000+ new corporate customers

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 All products are based on Acronis AnyData
Engine – 2 million lines of advanced Code
From a World-Class Team of 300 Developers (20+ PhD) 100+ Data Protection Patents

First to introduce P2V

migration for backup solution
First image backup of a
running Windows system First to introduce
through snapshot image recovery of
True Image ™ live Windows Active First to launch image-based disaster
Restore™ recovery for Physical, Virtual, Cloud in one
AnyData
solution with multiple hypervisor support Engine

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014

First to recover Windows First to integrate Launched industry’s

Launched secure
image on dissimilar First to launch affordable & Disaster Recovery & first secure mobile
enterprise file syncing
hardware Universal integrated Deduplication Data Protection in one content management
and sharing solution
Restore™ solution for SMBs solution

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 All products are based on Acronis AnyData
Engine – 2 million lines of advanced Code
From a World-Class Team of 300 Developers (20+ PhD) 25%
100+ofData
Revenue andPatents
Protection 50% of
Headcount for R&D
First to introduce P2V FAST EASY
migration for backup solution
Ultra-fast Super-easy UI,
backup and great usability
First to launch image-based disaster AnyData
recovery for Physical, Virtual, Cloud in one recovery
solution with multiple hypervisor support Engine

2006 2007 2008 2009 2010 2011 2012 2013 2014 COMPLETE Acronis Labs
Universal Accelerate
Restore for Innovations
First to integrate Launched industry’s
Launched secure recovery on any
able & Disaster Recovery & first secure mobile
enterprise file syncing
ion Data Protection in one content management hardware
and sharing solution
solution for SMBs solution

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Acronis Cloud/Hosting
Vision and Love

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 Why do I love Hosters and Acronis
Hoster/Cloud Enablement Hosting/Cloud Portfolio Back Up!

Parallels Plesk Parallels Parallels Virtuozzo Acronis Acronis

Panel Automation Containers True Image Backup

2000-2010 2010-2013 2013-now

• Originally a business unit of SWsoft • $350M under management

focused on storage management
technologies
• In 2003, Acronis business unit was
converted into standalone company
• Since 2007 I had no active
involvement in Acronis business
• 40+ portfolio companies, 5 exits: • April 2013 – Great products, but no
• Capptain (sold to MSFT) cloud strategy
• Metabar (sold to Yandex)
• Why am I back (up)?
• StopTheHacker (sold to CloudFlare)
• ThingGrid (sold to ColtTelcom)
• BackupAgent (sold to Acronis)
• 2012: Phystech Ventures - $30M early
stage university venture fund

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There lots more of Valuable Data - Real World
is converting to be 100% Digital
Data Explosion: The same amount of data
Data is 1. Cloud, Mobility, Social as humanity created from Adam until
growing at 2000 is now being created in 10 minutes
125% 2. 3D Printing
CAGR

3. Digital Money
2015:
Internet
Traffic will 4. Internet of Things
reach a
Zettabyte
5. Wearable Tech
2018:
Internet 6. User Behavior Analytics
Speed will
be 3x from
now 7. AI and Deep Learning The Singularity is Near?
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 It is never good when Data is Lost
Most • 600K hours is one human life
important: • Productive part 100-200K hours
TIME • Losing 10 hours to 100M users – Only 33% of companies that
Is lost 5,000-10,000 lives lost experienced data loss were able
to recover 100% of their data
People • Losing Money (Kroll Ontrack Survey)
more • Losing Power Code Spaces, 7 years old web-based
afraid of: • Losing Glory SVN and Git hosting provider, has
ceased operations in 2014 shortly after
suffering hacking-related data loss that
• Except may be Glory would cost too much to both resolve
Nothing to and keep the company going
• But only very bad kind of Glory can
be gained be gained from Data Loss

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 Data Loss: Not If, but When
Protecting your data from
the universe – keeping a Forced User
1. DATA second copy Hacker
Reveal Mistake
SAFETY Cost of business critical app
downtime is $60k per hour
Media
SW
Protecting your data from Viruses Left
Failure
bad actors in a connected Behind
2. DATA world
SECURITY Cost of data theft WW in
2013 is $140B HW Natural
Phishing
Failure Disaster
Controlling where your
data are, even in transit,
3. DATA mobile, or in cloud Kids
PRIVACY Cosmic
Data breach cost is $3.5M Theft and
per incident Rays
Family

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 Data Loss: Not If, but When
Protecting your data from
Average Fail Rate (AFR) based on
the universe – keeping a Forced User
1. DATA second copyMicrosoft’s research data: Hacker
Reveal Mistake
SAFETY Server
Cost of business - 8%
critical per year
app
$60k –
downtime isDisk 3%
per per year (modern SSD and
hour
HDD have similar average failure rates) Media
SW
Protecting your data from Viruses Left
Failure
bad actors inOur
a connected Behind
2. DATA world premier partner HostEurope
SECURITY Cost of data (the largest
theft WW in privately owned hosting
2013 is $140Bcompany in Europe) with 60K+ servers, HW Natural
Phishing
3 disks per server on average, may Failure Disaster
experience
Controlling where your up to:
data are, even in transit,
3. DATA mobile, or in cloud Kids
PRIVACY • 5 servers failures every day
Data breach cost is $3.5M Theft
Cosmic
and
per incident • 15 HDDs failures every day Rays
Family

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 Love vs Data Protection
• Easy for user
1. EASY • Easy for administrator / provider
• Fast and seamless

• All of the data types/workloads

2. COMP • Wide variety of protection policies
LETE • No just backup – disaster recovery,
access, archiving, storage and more

3. CHEAP • Just cheap

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 Before Cloud – Data Protection was Difficult,
Incomplete and Expensive
100 customers:
10 servers and 100 workstations each

0. Backup Software 1. Backup Hardware DIFFICULT

Build your own solution:
$16K CAPEX $100K CAPEX Many components to choose and integrate, no
$2.3K OPEX $6K OPEX single place for support

2. Network INCOMPLETE
3. Power and Cooling Just a backup solution:
$30K CAPEX No Disaster Recovery, No Archiving or
$14K OPEX
$3K OPEX eDiscovery, poor RTO/RPO

4. Datacenter Shell, EXPENSIVE

Physical Security, Fire 5. People Total customers’ cost for 3 years:
Suppression… $45K OPEX $38M, and software cost is only $2.2M – less
than 6% of TCO
$6K OPEX
Solarworld AG plant in Freiberg, Germany

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Cloud/Hosting Providers have huge advantage
Architecture: Single Scale-Out $50-100K/PB
Distributed Storage System instead of vs $500-
1000K/PB
multiple fixed-capacity SAN/NAS silos Acronis Backup Service has
TCO of $22M, 42% less than
traditional backup
Purchasing: general-purpose 24% bulk
savings, All $22M of revenue (10x the
hardware bought in bulk, possibly with revenue of just backup software)
38% on
stripped-down design for cheaper from customers could be split by
OPEX Acronis and Service provider
operation, still mass-produced (Facebook)
Customers will pay less,
receive much better service and
Automation: Total automation 30% less more complete experience –
reduces labor costs, increases labor cost, Win-Win-Win
50% more
resource utilization, and improves utilization
customer satisfaction (Accenture)

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 Cloud enables pervasive data & system
protection – huge market for us to split up
$60,000
Cloud Storage Total Revenue ($M), Markets and Markets

EASY COMPLETE $50,000

Data Protection All workloads, use $40,000

offered as service, cases, scenarios,

$30,000
managed, maintained and more than just
and supported by backup solution for $20,000
others mostly completeness
$10,000

$-
2014 2015 2016 2017 2018 2019
CHEAP
Commodity software • Cloud Storage:
and hardware pieces Large and rapidly growing market
assembled en masse
with minimal cost
• CAGR of 33%
• Estimated $57B by 2019
North Sea Oil Platform

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And so that is where my love for hosters lead me
– Back to Acronis!

Hosters made Domain, Shared, and Server

Hosting EASY, COMPLETE, AND CHEAP

Data Protection is perfect as next big thing

for hosters – and that is why I’m back - to
enable $30B of services to Consumers and
Businesses for Hosters

2000% Cloud growth YoY,

20% of Acronis revenue now
Best Growth I’ve ever experienced $30B
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Why Data Protection for Service Providers is
different, and not yet delivered!
Complete Data Complete
Fit Automation
Not Windows, Not Millions of customers,
RedHat, Not VMware, 10s of 1000s of
No Hyper-V, Not MS servers, 10s of millions
SQL of users
XEN, KVM, Virtuozzo, Billing, Control Panels,
Docker, Open Provisioning
Exchange, MySQL

Business Model
Fit
Licensing flexibility,
enabling differentiation
and product
management, enabling
upsell/crossell

Automated Storage and Retrieval System

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So, Acronis made Cloud Architecture #1 priority 12 months ago
for all products!

All 300+ engineers are All products are parts of the

developing products as cloud Acronis Cloud platform
services first
Common Web Integrated and
UI ready for upsell
All cloud services also become
available as cloud solutions for
partners Acronis Acronis
AnyData Storage

All cloud solutions also become New functional releases

available as on premise products every 1-2 month
for users

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Complete Data Cloud from Acronis – not Just Backup –
Acronis Cloud Platform – Acronis ABCDEF

4.Acronis Complete Data

Archive Protection:
Cloud
• Any Threat/Scenario
• Any Workload
2. Acronis
5. Acronis
• Any Policy
Disaster
eDiscovery • For any customer
Recovery
Cloud • Enabling upsell and cross sell
Cloud • Acronis ABCDEF
• Open server and
1. Acronis 6. Acronis agent API
3. Acronis to extend by
Backup Cloud 3rd party!
Files Cloud
Cloud Storage

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Three Acronis Offerings Available for
you to launch now!

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1. What Data & Systems Shall Providers Protect?
1. VMs and Physical servers in their
datacenters hosted for customers (VPS,
dedicated, managed, VMs). Enables upsell!

2. Special workloads – Hosted EMAIL, Shared

Hosting, Site Builders, Clusters

3. Infrastructures on customer premises –

servers, workstations, mobile devices

4. Service provider’s servers, workstations,

applications (provisioning, billing) – their own
systems

5. Backup and migrate data at other provider’s

data centers!!

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 1. About Proper Backup – To Succeed Available from
Acronis Now!
High Expectations to be met!

First Backup – 1951, using punch cards

There are two kinds of people – those who

do backup, and those who don’t.

Now is the first time when easy to use but

complete system is available

Regular backup strategies and practices

were developed and improved since early People who don’t do backup, can use any backup. The
60s when magnetic tapes become popular other kind tends to have very sophisticated requirements.

These UNIVAC tapes stored data from Apollo 11 mission

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 1. About Proper Backup – To Succeed Available from
Acronis Now!
High Expectations to be met!

First Backup – 1951, using punch cards

There are two kinds of people – those who

do backup, and those who don’t.

Now is the first time when easy to use but

complete system is available

Regular backup strategies and practices

were developed and improved since early People who don’t do backup, can use any backup. The
60s when magnetic tapes become popular other kind tends to have very sophisticated requirements.

These UNIVAC tapes stored data from Apollo 11 mission

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1. Modern Backup Requirements: RPO & RTO

BAD OK GREAT

RPO > 24hrs < 24hrs < 15min

RTO > 1hrs < 1hrs < 2min

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 Available
Now
1. Sell Acronis Backup Service
One System for Any Data Best System for Your Data
1. Backup 2. Restore 5. Ensures 6. Provides
Any Data: Any Data: consistency and monitoring,
recoverability of auditing,
Linux, Windows, bytes, blocks, Your Data reporting, data
VMware, bricks, objects, retention and
HyperV, Xen, whole systems, other means of
KVM, AD, SQL, cloud systems safeguarding
Exchange Your Data

3. Transfer 4. Store on 7. Uses 8. COMPLETE

Any Data: Any Data Media: authentication Integration with
and strong billing and
huge files, lots of disks, SAN, NAS, encryption for provisioning
small files, hot tapes, WORM, security of systems,
data, big data. robotic libraries, Your Data enabling
Special upload or in the cloud complete set of
technology. Business Models

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2. Disaster Recovery Enabled by Cloud: Available:
Now
Acronis Disaster Recovery Service
Cloud enables automated near-instant
Disaster Recovery as no stand-by
replacement hardware is needed

DRaaS appliance is installed on

Client’s site, connected to Cloud, but
allows to run Local Recovery too

Client has access to a Self-Service

Portal, the data is replicated to the
cloud

Full or partial copy of Client’s data

center is created on-demand and
connected through virtual network

Sandbox Network enables regular DR

testing and verification

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 2. Acronis Disaster Recovery – Available
Now
Great Opportunity

$7,000
Market-Leading Product – named Gartner: Top Challenger $6,000
DRaaS Market, $M $5,770
by Gartner and Forrester $5,000
$4,000 $3,718

$3,000 $2,396
High Average Selling Price $2,000 $1,543
$995
(over $50K) $1,000 $641
$-
2013 2014 2015 2016 2017 2018
Specific traction in Legal, Finance, Large and rapidly growing market,
Manufacturing. Government/Public, CAGR of 55%
and Healthcare/Pharma
Total market of nearly $6B in 2018

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 SPLA Available:
3. Acronis Access for File Sync and Sharing: Now
Enterprise-ready as managed hosted solution
Securely access files and content from Web
and mobile devices. Uses existing on-premise
storage and data sources
Protected
Web/Mobile UI
Data synchronization on multiple devices with Sandbox
full control over data via sandbox

Strict adherence to centralized corporate Policy Synchronization

policies with Active Directory support Engine Engine

Secure Sharing, Collaboration and Document

Workflow Any
Active
File/Document
Directory
Storage
Specific traction in Finance, Healthcare,
Government/Public and Education verticals

Partner, Partner, Partner! 29

 Beta available
3. Acronis Files Cloud for File Sync and Sharing: now!
Multi-tenant service multi-user service Release - Q2

1. Multi-tenant and multi-tier

2. Service management console

3. Usage reporting for billing

4. Integration API

5. Parallels APS 2.0 support

6. Single Sign-On support

7. Customizable branding

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 Beta available
3. Acronis Files Cloud for File Sync and Sharing: now!
Multi-tenant service multi-user service Release - Q2

1. Multi-tenant and multi-tier

2. Service management console

3. Usage reporting for billing

4. Integration API

5. Parallels APS 2.0 support

6. Single Sign-On support

7. Customizable branding

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 Beta available
3. Acronis Files Cloud for File Sync and Sharing: now!
Multi-tenant service multi-user service Release - Q2

1. Multi-tenant and multi-tier

2. Service management console

3. Usage reporting for billing

4. Integration API

5. Parallels APS 2.0 support

6. Single Sign-On support

7. Customizable branding

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 4 Business Models for Hosters with Acronis Products:

0. 1. 2. 3.
Agent Storage Automation Management

1. Resell Software: Backup solution to be

fully deployed by customer (SPLA available) Customer Customer No Customer

2. Acronis Cloud Service: Managed and

hosted by Acronis, uses Acronis Storage Customer

You
3. Hybrid Cloud Service: Storage hosted by Customer You
you, service managed by Acronis

4. Hosted by You: All Components are Customer You You You

hosted in Your Datacenter

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 Acronis Cloud Service Datacenters – enabling
immediate start!

14 Acronis Cloud
Datacenters available now

More coming, takes only 4

weeks to launch a new one

Commit to $300K in sales and we

will launch a new one in your region
* 72 bay servers

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Very Modest Business Model Sample: Hybrid Acronis Backup Cloud

Storage Hosted by You

Management hosted by

Marketing New Number of Payable to Cooling, Power,

Year # Revenue Hardware Cost EBITDA ROI
Budget Customers Servers added Acronis other OPEX

1 $400,000 2,650 $700,000 18 $80,000 $180,000 $80,000 $(25,000) -5%

2 $400,000 3,700 $2,600,000 25 $90,000 $520,000 $160,000 $1,500,000 75%

3 $400,000 5,500 $5,200,000 37 $130,000 $1,000,000 $360,000 $3,200,000 100%

Total $1,200,000 11,850 $8,500,000 80 $300,000 $1,700,000 $600,000 $2,700,000 77%

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Very Modest Business Model Sample: Hybrid Acronis Backup Cloud

Storage Hosted by You

Management hosted by

Marketing New Number of Payable to Cooling, Power,

Year # Revenue Hardware Cost EBITDA ROI
Budget Customers Servers added Acronis other OPEX

1 $400,000 2,650 $700,000 18 $80,000 $180,000 $80,000 $(25,000) -5%

This
2 model
$400,000was 3,700
chosen$2,600,000
by 25 with five
$90,000 times$160,000
$520,000 more aggressive
$1,500,000 plan!
75%

3 $400,000 5,500 $5,200,000 37 $130,000 $1,000,000 $360,000 $3,200,000 100%

Total $1,200,000 11,850 $8,500,000 80 $300,000 $1,700,000 $600,000 $2,700,000 77%

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Gold Cloud Rush

37
Motivation: What Makes Hosters Happy?

https://www.youtube.com/watch?
v=u6XAPnuFjJc

For some people, money is the purpose!

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 Motivation: What Makes Hosters Happy?

Machu Picchu, Peru

55 Central Park West, $38M Maui Luxury Villa

Porsche 918 Spyder Or… Invest in Runa Capital!

Fountain 48 Express
39 Cruiser
How Hosters make money? This is no longer a
mystery!
• Excellent Margins,
flexible business models
1. EBITDA • Minimal OPEX
• Cloud Architecture optimizes
CAPEX

• Add on to your hosted services

2. GROWTH • Protect customers on-premise
• Migrate competitors and upsell

• No churn due to downtime

• Extra service decreases churn
3. CHURN
• Data management is extremely
sticky
 It is never easy to start! Involve the right Acronis
executives directly – we are a startup again!

Kirill Korotaev Max Lyadvinsky Stanislav Protassov Serguei Beloussov John Zanni Mark Jameson
VP Engineering VP Engineering SVP Engineering CEO VP Cloud & Hosting VP Sales, GM DR/Cloud
dev@acronis.com ml@acronis.com st@acronis.com sb@acronis.com jzanni@acronis.com mjameson@acronis.com
+7 (925) 8019113 +7 (903) 7224491 +7 (903) 7970232 +1 (571) 2285020 +1 (206) 3997955 +1 (707) 3725725
6 5 2 1 3 7

Juri Tsibrovski Ivan Lukovnikov Dmitri Martynov Gaidar Magdanurov Danny Ong
Technology Advisor VP Eng, Cloud & Storage VP Product Management Jim Herman Business Manager Business Manager APJ
jt@acronis.com vakos@acronis.com dm@acronis.com SVP Enterprise Global Sales gm@acronis.com Danny.Ong@acronis.com
+1 (781) 7829032 +7 (903) 7589132 +7 (926) 5573175 Jim.Herman@acronis.com +1 (781) 640-4506 +65 96201928
10 9 8 +1 (781) 7829199 4 11 12
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Summary: Come All for the Cloud Gold!
Data is more and more valuable. Everyone
will lose some data sooner or later. Every bit
of data has to be protected.

Data Protection has to be Easy, Complete,

and Cheap. Cloud has made it all possible,
and hosters are positioned best to offer Data
Protection

Acronis is offering Complete Set of Data

Protection solutions to enable $30B of data
protection revenue for hosters! Every Cloud
$30B
Service Provider Must Launch it Now!

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One More Thing

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Announcing: Host Europe Group Partnership
Host Europe to offer data protection powered by Acronis
Founded in 1997Meet Patrick and Andreas here at the Summit!
#4 in the world, #2 in Europe, moving up!
More than 1,750,000 customers Patrick
Pulvermüller

More than 1,000 employees

3 Main Data Center Hubs Jochen
Berger
Thomas
Strohe
Soeren
von Varchmin

60,000 physical servers

100,000 virtual servers
Andreas Palm

Business
FirstModel #5 reap
movers - Become
most Host
of theEurope Partner!
benefits!
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 New Generation Data Protection
Easy, Complete, and Safe
Powered by the Acronis AnyData Engine
• Follow Acronis twitter: @Acronis
• Follow my twitter: @sbeloussov
• Be crazy about Acronis –
make a tattoo like I did
• Otherwise – start now!
1. Launch hybrid BaaS
2. Study Acronis DRaaS
3. Look at Acronis Files Cloud