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In theory, only 10 to 20 percent of a customer's data is restored in a given year, Recovery Networks' Dugan said.
"If you graph the growth of data with this licensing model, the cost of restores is not growing at the same rate as the growth of backups," Dugan said. "For example, you may have 10 TB of data this year, and for whatever reason restore 1 TB. That's 10 percent of the data. Next year, you may have 15 TB of data, but still only restore 1 TB. The following year, you may have 20 TB of data, but only restore 1 TB, or 5 percent of the total."
Matthew Grosso, executive vice president and CTO of Data Storage Corp., a Garden City, N.Y.-based MSP and infrastructure services provider and Asigra partner, called the Asigra Recovery License Model a much-needed program because customers have trouble understanding the value of a cloud-based data protection offering like Asigra.
"Asigra has a very robust platform, and [it] is easy to manage," Grosso said. "You can have one operations technician easily manage 150 accounts. With other solutions, that technician might quit if you give him more than 30 accounts."
Grosso, who learned about the Asigra Recovery License Model at Asigra's partner conference, said he did the math and figured that, for smaller customers with no major disaster recovery incident, the cost for DR drops by up to two-thirds compared to other licensing models.
"Now I can say to a customer, I can get you on the very best platform, I can show you all the SLAs you need, and I can meet your price points," he said.
The pricing for the Asigra Recovery License Model starts out at the maximum, but falls over time as customers disaster recovery performance, measured by the company's new Asigra Recovery Tracker, improves, Asigra's Farajun said.
For instance, a customer backing up 10 TB of data might pay a total of $5,120 per month for the first six months on the program, which includes the $0.166 per GB backup fee plus $0.50 per GB recovery fee. However, with no recovery incidents during that six-month period, the total cost of having the data backed up and ready for recovery drops to $1,699 per month, which includes the $0.166 per GB backup fee and the $0.167 per GB recovery fee.