Customer

Scenario Card

Customer Scenario:
IT is expected to keep data 100% safe from ransomware and other internal or external threats

Persona Scenario Overview Questioning strategy Plausible emergency

Technical Decision Maker IT is expected to keep data 100% safe from ransomware How would you feel if: Your primary backups
Hurt
and other internal or external threats. were encrypted due to a ransomware or
Feature/Product Broad questions: How do they do it now? malware infection that spread to backup
Have you heard anything about a company having to pay a ransom storage leaving you unable to recover from
Veeam® Backup & to get their data back? Being attacked by malware? Facing a data • How do you keep your primary data safe
backups and forced to pay a ransom to
Replication™: breach? Many of those stories end with the loss of customers, from ransomware, malware or other threats?
criminals for access to your data?
Ransomware protection profit, reputation and often all three. Companies today must treat • How do you keep your backup copies safe
with Veeam Cloud Tier their data as the most important asset they have to protect, just from ransomware, malware or other threats? What if instead: You followed the 3-2-1
like money in a bank or company secrets in a vault. To be protected Rule and had more than one copy of your
• What is your recovery procedure if you do
from these attacks, historically, customers would put data on tape backup data in the cloud with the added
get hit with ransomware? Can you recover?
and send it secure offsite location that is disconnected from the functionality of immutability that eliminates
network and safe from ransomware, malware or malicious actors. Credibility questions: any possible infection of backup copies?

Trigger words/ With the growing popularity of cloud storage, customers are now • Is your management concerned with
events: moving from tape to cheaper cloud-based object storage for long ransomware or other data threats?
term retention. Due to this shift, customers now need to create • Are you dealing with a manual process to
Trigger words: immutable backup copies when storing them in object storage. try to secure your backup data? Competitive differentiators
• Ransomware This means that data can’t be locked or encrypted by ransomware, • Are you certain your data is still secure While some competitors use proprietary
malware or malicious actors. once it leaves your data center? Can you
• Malware attacks means to provide immutable backup storage
confirm its security? for ransomware protection and further lock
• Data security
customers into their own platforms, Veeam
• Cloud storage
uses AWS’ existing object-lock API, which
Trigger events: Rescue reduces the complexity and potential security

• Previous ransomware/
Key selling points Usage scenario:
issues that come with proprietary mechanisms.

malware threat • Data is kept safe against customer data breaches due to • If you knew your backup copy in object
• Change to data ransomware and malware but is still recoverable, even storage was immutable, would it help you
security requirements outside the data center. feel more secure? Sales and marketing resources
• News of other • Immutable backup copies means that data is secure and • If you could set up a policy that automates
companies’ unable to be modified or deleted even against malware and
Short deck
creating an immutable backup copy
or peer data issues malicious actors. on your schedule, would it improve Campaign-in-a-Box
• Moving from tape data security overall while reducing
• No additional data management is needed to make backup
to cloud storage
copies secure from ransomware, malware or other malicious
management time? Product overview
actors.

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