Backup Service

Providing

Interview with KPNs Managing Director Software OnlineKPN is the biggest supplier of online backup services in The Netherlandsp.4

Windows and Sun Solaris asbackup server platform

p.8

Deloitte: “online backup is a trend”p.14

Backup innovations

Online backup breaking through

Backup Magazine, October 2008

The Success stories of Service Providers and Resellers

p.12

Make money with online backup

Foreword

ForewordThe central theme of this Recover is Service Providing’ and that,

given IASO’s recent successes in the Telecom/ISP sector, should

come as no surprise. Major IASO Backup Service Provider (BSP)

partners use their scale to place attractively priced backup

services on the market.

It is interesting to note that partners do not exclusively follow a

direct sales model, but rather resolutely seek cooperation with

the partner channel, namely the ICT reseller. This reseller, as it

so happens, has unique knowledge and a relation of trust with

the client, the SME.

With the emergence of these service partners IASO Backup

Technology now offers the client, namely the channel partner,

more and more choice: “do-it-yourself” by acquiring an own BSP

installation, or contract it out to a specialist service provider,

offering the service on a much bigger scale and thus more cost-

effectively. Besides financial arguments this choice must also be

based on strategic considerations, such as: “does this fit in with

our core business? Do we want to depend on a third party for

this service?” The IASO team is now very experienced in (jointly)

answering these questions and will gladly talk with potential

partners about the ‘business case’ for your organization.

Rob Verbeek

Back

up M

agaz

ine,

Oct

ober

200

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ContentInterview with KPNs Managing Director Software Online

IASO International

Backup Innovations

Skinning, Keeping up appearances

The Success story of a Service Provider

In the media

Blaze Networks: replacing unreliable tape backup

Events

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Foreword

Publishing details:

Recover is published by IASO Backup Technology

Noordzijde 20

8302 GP Emmeloord

The Netherlands

Phone: +31 885 222 222

Lay-out and design:

IASO Backup Technology

Printing Support:

Topper Products, The Netherlands

04

KPN is the biggest Telecom supplier in the Netherlands. KPN’s role is increasingly becoming that of an ICT service provider. Online

backup is a considerable part of this process. If there is one company in the Netherlands that, in recent years, has made major

contributions to the visibility and market acceptance of online backup, it’s KPN. With a marketing campaign costing millions of euros,

2007 was not only the year KPN was placed on the map as ICT service provider, but also the year when the phenomenon of online

backup acquired immediate great notoriety. In early 2007 KPN made the transition from the American software used until that time

to the IASO product, sprung from the soil of the Netherlands. With success, we proudly add! Measured in absolute figures, KPN has

since become the biggest supplier of online backup services in the Netherlands. So, high time for a chat with the man who leads the

KPN team that signs on for this service, Richard Nijhoff, KPN Manager, Software Online.

Richard Nijhoff

Managing

Director Software

Online at KPN.

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KPN

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Richard, what does Back-up Online mean for you and for

KPN?

“Although I graduated from university in Marketing and

Business Economics, very soon in my career I came into contact

with the problem of backup & restore. Unlike many of my fellow

students who went off to work as marketeers or consultants for

one of the big brands, I found Information Technology infinitely

interesting and chose to work for the (then) Pink Roccade. I

was taken on as an IT guy at Shell where, among other things,

I rolled out the PCs for the management and tried my hand at

system management on the Novell network. I still have vivid

memories of all the fiddling about with ArcServe 6.0 and the

messing about with backup tapes.“

He continues: “After a pit stop in one of the many startups in

the DotCom period, in 2001, I ended up in KPN, where right

from the start I was busy with various Product Management

jobs in the IT services area. Actually, even in KPN I was always

engaged in the marketing of IT services, apart from one short

period during which I was involved in a VOIP project, which is

closer to KPN’s traditional core business.”

“My present division, Software Online, represents an important

strategic turn around for KPN, from traditional telecom supplier

to ICT service provider. In our vision “voice” is coming to be one

of the many IT applications made available via the omnipresent

IP network. My personal objective is to ensure that IT forms part

of the ‘corporate DNA’ of KPN. Like in any big company with a

long history you’ll run up against the necessary resistance, but

there’s a lot of support for the new IT-driven strategy, on all

levels of the organisation.”

KPN introduced the first Backup Online product as early as 2004.

Nijhoff: “At the time we were probably on the market too early,

because Backup Online was originally not all that successful.

Back then we even asked € 7.95 per month for 500 MB. In 2006

we ran a client survey, which showed that the market associated

KPN above all with security and reliability. Online backup,

the Internet Security Package and the Extra Hard Disk Online

product fit in perfectly with this. Thanks to bold simplifications,

a substantial price reduction in 2006 (from € 4.95 per month)

and a solid marketing campaign, KPN’s Software Online is now

very successful, particularly in the broad lower end of the SME

market.”

In your opinion, how is the future of Software Online shaping

up?

In my vision the way in which we communicate and (co-)

work will change drastically in the coming years. For example,

many companies in the US no longer have a real ‘head office’;

collaboration is more and more based on web tools such

as WebEx, video conferencing and the like. In Europe we

are lagging behind a bit, but what with the increasing traffic

congestion, rising fuel costs and environmental problems, I

expect that, here too, we’ll see more and more interest in such

online alternatives.

In KPN we anticipate this by aiming, in the first instance, at

growth in the delivery of services for basic applications, such

as backup and protection, and developing this position towards

increasingly specific corporate applications. We’ll continue to

do the basic applications all by ourselves but, for the more

specific solutions, we’ll be working alongside specialists, with

KPN in a role as ‘technology enabler’.

The strength of KPN lies in the volume that we can generate,

through which we are able to stand out from the rest not only

as regards prices, but also customer service. A good example of

this is our ‘delivery street’: customer satisfaction in ‘delivery’ is

currently 95%, which is an exceptionally high score.

In the short term, at any rate, we’re about to expand the

Software Online portfolio and make it suitable for other

target groups, namely the rather larger SMEs. Just think of

the Internet Protection Package, in the first instance available

only for PC workstations, since June also available for Servers

and, come November, also for mobile devices. We are working

with IASO on a ‘2-tier’ variant of the Back-up Online service, in

which the customer receives an on-site backup appliance that

is synchronised with the central backup servers in our Cyber

Center. This way the KPN partners can also deliver value-added

services in combination with our online services”.

So I should definitely still make green fronts for our

appliances?

“Yes, that strikes me as a very good idea!”

KPN is the biggest supplier of

online backup services in The

Netherlands

FranceAfter using another backup solution for a while Synomega switched to the IASO solution at the beginning of this year. “We were

looking for a backup solution that can run on different systems and can work well with big data bases. I don’t know of any solution that

uses a more efficient delta block technology than IASO. IASO is professional through and through, and their helpdesk is fantastic,” says

Luc Vannier, Technical Manager at Synomega.

BelgiumThe fastest-growing marketing group in Belgium, ConnectIT, adds online backup services to its portfolio, joining forces with IASO

Backup Technology. ConnectIT represents dozens of resellers in Belgium and will be offering the backup service to its members.

Luc Devos from ConnectIT smells good business in online backup and is enthusiastic about IASO’s solution. “IASO offers many more

possibilities than other providers and the security is conceived strong feature. One big advantage for us is the possibility of managing

everything ourselves and that we can offer our partners a customised solution. We have small partners as well as very big partners,

and now we have the right solution for each partner,” so says Luc Devos.

Eastern EuropeIASO Backup Technology has opened a second base in Eastern Europe in order to attract the best IT brains to work for IASO. The IT

industry in this part of Europe has a lot of software engineers, many of whom are very highly trained and have outstanding educational

accomplishments. There are 58 technical colleges and universities in and around Minsk. Each year more than 23.000 students receive

their degrees in IT and technology. The region is regarded as the Silicon Valley of Eastern Europe.

The NetherlandsBBeyond, Dutch subsidiary of BBned, has chosen IASO. Together with IASO BBeyond will be offering an online backup service to SMEs

and resellers in the Netherlands. “Before we decided to join hands with IASO we tried out different providers. We set up a broad test

programme that produced a recommendation. That recommendation was IASO. Of course, the technical specifications of a product

are very important, but there were also a number of intangible elements that affected our choice, for example the contact with the

people in the company; who you work with and how you go about business. At the end of the day we came to the conclusion that IASO

was the best option,” so says Mark Stolk, Product Manager at BBeyond.

07

Each year the World Economic Forum makes a ranking list of

the most innovative countries. The Netherlands takes sixth

position in technological innovation, quite a leap compared

with previous years. IASO Backup Technology is originally a

Dutch company and has certainly made a contribution to that

upward movement. In the 5 years of its existence IASO has

introduced, among other things, the Stacked Directory Hashing

technology, developed an uncommonly powerful Delta Restore

and, by using the IASO Cabinet technology, has created even

more optimisations of data transfer and storage. Many more

such examples may be cited, but let’s pause and consider IASO’s

recent innovations: Windows as Backup Server Platform and the

Online Backup solution for installations with more than 20 Tb.

Backup

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09

Windows Backup serverThe different tests run by the IASO engineers revealed that

NTFS (the Windows files system) was not suitable for working

with millions of unique files, because then the performance of

the whole system was compromised. That’s why IASO Backup

Servers are always delivered on a Unix variant: FreeBSD. This

will be past tense from 1 October 2008, since new technology

now makes it possible to use Windows as Backup server.

In version 5.1 of IASO’s software the block storage structure

is changed in such a way that the number of files on the

Backup server is reduced by a factor of 250 to 15.000. This

makes it possible to use NTFS and, by extension, Windows.

The introduction of Windows as Backup server platform also

gives greater freedom on the hardware side, because the IASO

software can now run on all servers and storage systems that are

supported by Windows, including HP, IBM, Dell and technology

such as i-SCSI and Fiber Channel. With the introduction of the

Windows Backup server it is now much easier to make inroads

into the world of online backup, for the end-customer and for

the Backup Service Provider alike.

The IASO solution is also reaching upwards. A 2 Petabyte solution

is soon to be delivered, in cooperation with Sun Microsystems.

Cooperation with SunFor really big installations (over 20 Terabytes) IASO has entered

into a strategic cooperation with Sun Microsystems. IASO has

acquired the status of Sun Principal Partner and, as such a

partner, IASO has access to all Sun’s know-how and experience

in the field of large-scale storage. IASO can now offer a very

scalable and safe platform based on the Sun Open Storage

technology using Sun disk arrays and Storage Tek libraries.

Combining the Sun and IASO technologies yields a very

interesting price per Pb. The use of tape libraries also allows

work on meeting the provisions of the Kyoto Protocol, because

one Petabyte of storage in a tape library uses a good deal less

energy (and thus also cooling) than does on-disk storage. This

reduces the CO2 emission, thus benefitting the climate.

Interesting business case for Telcos and XSPsThis cooperation has created an opportunity for Telcos and XSPs

to place on the market a very interesting online backup service.

For one of IASO’s biggest Telco customers the people at Sun

and IASO have developed an ILM concept on the basis of SamFS

and ZFS, using the latest storage disk systems and tape libraries.

Offering online backup is an added-value on the Telco and XSP

market. The millions of potential subscribers create a monthly

income and enormous demand for storage.

Contact the IASO team to discuss your business case,

telephone No.: +31 (0) 885 222 222.

Backup Innovations

The outside is not important, it’s what’s inside that counts; you hear it said time and time again. Any service provider choosing IASO

knows that the inside, in this case the qualities of the product, are perfectly in order. Many service providers are keen to propel their

own corporate identity in the product that they select for the provision of IP Backup services. In other words, appearances do also

count, ...

Keeping up appearances

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Multi skinningYou can use more than one BSP code on a backup server. This

means that the backup server can be used for different looks; a

wallet-friendly solution and a brilliant service. All products run

on the same backup server, but with a variety of user interfaces.

A BSP code is created by the support team at IASO. Once the

BSP code has been created the skin can readily be configured in

the console of the backup server.

The possibilities of skinning of the IASO Backup Manager make

it possible to create a unique service. IASO looks after the

substance, all you have to think about is the looks…

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BSP codeThe BSP (Backup Service Provider) code is the key to different

‘skins’. The first question that an end-user is asked in the Backup

Manager installation procedure concerns the BSP code. This

code determines the “skin” of the Setup Wizard and the Backup

Manager. This skin is very versatile and covers many areas of the

application, including fonts, colours, images and the installation

directory. In the illustrations you can see the SetupWizard with

the skin of various companies. It’s the same application in all

three cases, it just looks different. Many items in the Backup

Manager can also be adapted. The banner, for instance, may

be placed horizontal or vertical, but the buttons may also be

placed in another location.

12

Since it was founded in 1980 CCE has established an enviable

track record of delivering reliable and highly professional

managed services to a wide range of companies. During that

time the range of managed services provided has been revised

and extended, to proactively meet the changing requirements

of its customers, a practice that will continue in the future.

Employing some 150 personnel CCE offers genuine UK wide

support and service and is accredited to the highest level with

all leading hardware manufacturers (Hewlett Packard, IBM, Dell

etc.) as well as being a Microsoft Gold Partner and a Citrix and

VMWare partner – all the components needed to deliver robust,

resilient and innovative managed solutions. A client retention

rate of 97%, speaks for itself... Time to have an interview with

CCEs Director of IP Services, Chris McAuley.

What does CCE IP Services do and target on?

CCE IP Services was created in 2007 and offers clients a complete

range of VOIP, Internet, Connectivity, Business Continuity and

Disaster Recovery solutions. Partnering with world-class Carrier

Class Service Providers, IP Services creates robust and resilient

IP-based solutions and delivers these as fully managed services.

Three important services are:

Hosted Voice: Hosted Voice solutions and VoIP gateways, doing

away with the need for traditional PaBXs and BT lines, and

enabling total flexible working solutions.

Connectivity: Connectivity ranging from ADSL, ADSL MAX, SDSL,

LES & WES circuits – anything from a 256KB circuit through to

GigaBit WES circuits, Internet Access through to IP VPNs, all on

a true Carrier Class MPLS enabled network.

Online backup, Business Continuity & Disaster Recovery:

resilient redundant server hosting in Viatel’s Carrier Class Data

Centers in Egham and Bracknell as well as an Enterprise On-

Line Backup Solution. Put together these provide day-to-day

backups alongside Business Continuity and Disaster Recovery

Solutions, all connected over the Viatel MPLS network. All the

components a business needs to work flexibly and carry on

“business as normal”.

The success story of a Service ProviderThe technology is leading in its field and allows us to offer a flexible reliable and future-proofed backup solution to our clients.

CCE: tailored backup solutions

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Do you focus on the IASO products as part of IP Services?

From the beginning IP Services has been providing managed

services to its clients and backup is one of the biggest but most

often ignored pieces of the business continuity jigsaw. And not

just recovering from a disaster, but dealing with day to day file

restore issues, and making sure clients are compliant with the

regulatory demands of their industries. CCE IP Services launched

their On-Line backup service based around IASO technology to

address these issues.

Why do you like IASO as an online backup solution?

CCE IP Services aims to work with Carrier Class suppliers to

deliver its managed services and IASO fit well into that category.

The technology is leading in its field and allows us to offer a

flexible reliable and future-proofed backup solution to our

clients. We are finding more and more demand from clients

with multiple sites where the head-ache of running a tape based

backup solution in-house simply disappears, and is replaced

with a more efficient and cost effective managed service. Many

clients have been pleasantly surprised by the actual amount of

data they end up backing up due to the advanced de-duplication

features of IASO, and the ability to scale is also reassuring for

them – too many clients have had their fingers burnt going

down a technology cul-de-sac. IASO’s leading technology and

innovative roadmap allows CCE to reassure clients they are

making the right long term decision.

How is the cooperation with IASO?

Working directly with IASO has allowed CCE IP Services to

develop tailored solutions for clients and means that it is always

possible to explain to clients where we are with the services

and where the development road map is progressing.

Chris serves as CCE Director of IP Services and is responsible

for all Voice and IP services alongside reviewing potential new

technologies and services. Chris has over 20 years experience

in the IT Solutions industry, most recently completing a project

with Viatel helping launch their VOIP services in the UK. Previ-

ously, he spent 2 years as Sales Director of Inclarity, one of the

early pioneers of Hosted VOIP solutions in the UK establishing

them as an early leading player in Hosted VOIP solutions. In the

1990’s Chris spent a number of years as a founder and COO of

Pervasic - one of the first companies offering GSM mobile data

solutions.

Chris McAuley,

Director of IP Services.

In the

media14

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Deloitte predicts: online backup a trend Deloitte has recently published the 2008 edition of Technology

Predictions TMT Trends. The report lists the most important

developments in the technology sector and predicts what

impact they will have on the sector.

In the 2008 report, Deloitte indicates that online backup is

becoming a trend. “Data protection is playing an increasingly

important role in businesses, and online backup is a requirement,

as is adequate protection against viruses. Incidentally, the trend

extends beyond backing up PCs: there will also be more demand

for an online backup solution for external hard disks and mobile

phones,” says Deloitte.

Deloitte reports that the returns from PCs derive less and less

from the sale of the hardware, and more and more from the

sale of services, especially data protection. The value of the

stored data is enormous, and this factor coupled with the lower

purchase price of the hardware means that users are prepared to

pay more to protect their data. Deloitte expects that businesses

will spend more on online backup and virus protection in 2008

than on the purchase of the underlying equipment. Go to www.

deloitte.com to download the report.

Krosbéy Solutions takes online backup service to SurinameThe previous issue of Recover included the story of Krosbéy

Solutions. At the time, Krosbéy had only just launched its

online backup service, but it is now fully up to speed. On 18

July, many of Suriname’s newspapers reported that Krosbéy

was extending its service to Suriname. Jan Gerzinus Jongsma,

Sales Support Consultant at IASO, and Carlos Linger, Director

of Krosbéy Solutions, travelled to Suriname to present IASO’s

backup solution to business circles there. Those who attended

the presentations were full of enthusiasm. “Suriname too has

proved more than ready for this product,” comments Carlos

Linger.

Online backup breaking throughPage 33 of the June issue of CRN features a brief interview with

Rob Verbeek, Managing Director of IASO Backup Technology.

According to him, the online backup service has made its

breakthrough. “Not least because of KPN’s advertising

campaign,” he says. “Many services, such as system and network

management, are not scalable. Remote/online backup services

are in a different category: because the backup process runs

almost completely automatically, human intervention is hardly

needed, and a highly profitable service can be introduced on the

market with a one-off investment in hardware and software and

limited operating costs. Experience shows that the investment

pays itself back in six to nine months, and that the margins can

quickly reach 60 to 80 percent”. Verbeek also sees advantages

in combining a system service with online backup. “Around half

of administrator activity focuses on backup and recovery. A lot

of time can be saved with online backup, and with fixed-price

contracts in particular this is highly advantageous,” he points

out.

Test: IASO Backup ApplianceThe German magazine Lanline has tested the IASO Backup

Appliance “gründlich und pünktlich”. “IASO’s Backup Appliances

use an efficient delta block technology to protect data. This

reduces the quantity of data enormously and makes it possible

to send a backup via WAN connections” (Lanline 2, 2008). A few

quotations from the article:

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Efficient delta block technology

The various tests revealed a clear data reduction. Thanks

to IASO’s data reduction technology, a mere 4.5Gb of the

400Gb needed to be backed up.

Restoring a single e-mail is very easy.

Quickly up and running.

If the backup is interrupted, for instance because the

Backup Appliance is booted, the backup automatically

carries on from where it left off.

IASO’s Backup Appliance is suitable for both large and small

For the complete article, go to www.lanline.de.

Founded in May 2002 Blaze Networks Limited provides networking systems that suit all industries. Blaze Networks unique approach to

networking delivers unmatched reliability, scalability and manageability. Blaze Networks assures that it has the right solution regarding

hardware, software, installation or maintenance. Can they assure they have the right solution regarding online backup? Yes, they can!

Ben Brassington, Director of Blaze Networks, is very enthusiastic about his online backup solution and his customers are too.

“We were looking for a while for a good online backup solution. We compared several products, like IBM and Symantec, but most of

them were ridiculously expensive and others weren’t exactly what we were looking for. At one moment I received a phone call from one

of the sales consultants of IASO and his story sounded very good. IASO’s solution was exactly what we were looking for and that is how

our cooperation with IASO started,” says Brassington.

Blaze Networks

Replacing unreliable tape backup“As a dedicated IT support company we needed to come up

with a solution that could completely replace these unreliable

tape backup solutions our customers where using. We needed

multiplatform support for a whole host of services like SQL

and exchange. It was a complicated task as most technologies

only worked with one OS and rarely supported database driven

applications. Most solutions did not notify you of backup

completion or the integrity of that backup, not to mention

the hidden costs behind the storage solutions that the end

customer could not control or understand because of no access

policies being forced on them by backup providers. We have

achieved a complete online backup solution though Blaze Vault,

all thanks to IASOs technology. Unlike most other companies

we can back up the large majority of operating systems like

Linux, MAC and all Microsoft server operating systems as well

as key database driven applications like SQL, and Exchange. We

give our customers a complete overview of the secure online

data backup and remote data storage process. This is perfect

for our customers. To convince our customers of this good

solution, we offer them a free trial and show them testimonials.

This can assure them that we produce together with IASO the

perfect backup and that it is superior to competitors,” says

Brassington.

Fully managed en cost-effectiveBrassington: “A great advantage of IASOs solution is that it is

fully managed. Besides that it’s very cost-effective and it can

easily handle large data sets over a small internet connection.

A number of customers are already using IASOs online backup

solution and they are very satisfied. By the way, we are

enthusiastic as well; IASO is a brilliant company, its model is ok,

the solution works and the cooperation with the sales team is

going smoothly. Even the salesteam can answer my technical

questions and that is really great. Most important is of course

that my customers are happy and they certainly are. I expect the

number of customers using IASOs solution to grow rapidly.”

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Storage Expo12-13 November, Utrecht19-20 November, ParisIASO will put on quite a show at the at the Storage Expo in Utrecht,

the Netherlands and Paris in France. With an eye-catching stand of

almost 60m2 you can hardly miss IASO at this trade fair. Storage Expo

is a trade fair for data storage and management that takes place on

12 and 13 November in the Jaarbeurs, the Utrecht annual trade fair.

You can register on www.storage-expo.nl for a free-of-charge visit to

Storage Expo, Infosecurity and Linuxworld.

Broadband World Forum Europe 2008, Brussel 29 September - 2 OctoberFrom 29 September to 2 October 2008 inclusive, the Brussels

Expo Centre is home to the Broadband World Forum Europe

2008. The world’s most dynamic broadband technologies,

applications, solutions and services are presented during this

event. An important element of the Broadband World Forum

is the trade fair, showcasing the most innovative and successful

technology companies from all over the world. The trade fair

offers an ideal opportunity to get to know everything about the

opportunities and advantages of IASO’s Backup solution. You

can find us in the trade fair hall, stand number 276.

European Telco Strategy Summit 17-18 NovemberThe changing market, the European legislation and the pressure of competition exert great influence on the future of Telco’s and ISPs.

Which corporate, financial and product strategies result in more profit, more success? It is the task of the strategist to anticipate these

influences, to draw the right conclusions and to implement the best solution. The European Telco Strategy Summit offers executives

the possibility of encountering the most recent strategies and methods around the following themes:

Innovative business models

New players on the market

The future of network operations

Strategy development and implementation

Financial strategies

Developments in legislation

You can receive full information about the IASO solution in one-to-one meetings.

The European Telco Strategy Summit takes place on 17 and 18 November in the Ritz Carlton Hotel Berlin. For more information

contact: Angelika Wildermann, angelika.wildermann@econique.com.

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Events Calender

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IASO Backup Technology is an innovative vendor of IP Backup solutions. Many service providers and ICT Resellers use our software to offer Backup over IP to the market. Our scalable service is suitable for SME’s and large companies and has been readily adopted by both sectors. On top of that, our channel partners can earn an attractive margin by delivering this service.

Tel: + 44 208 602 0869, info@iasobackup.com, www.iasobackup.com

Number 1 in IP Backup