INTERNAL USE ONLY
Internal Use Only

Sales Enablement

Air Gap Recover by Databarracks

Enterprise ICP

Target Persona

Enterprise — 2,000+ Employees

£500M–£5B+ revenue
$200k+/mo AWS spend
300TB–10PB+ data
Regulated industry

C-Suite

CIO, CISO, CTO

Directors

IT, Infrastructure, Security

Engineering

Head of Cloud, DevOps, Architect

Current State

AWS Backup limitsNo air-gapRansomware riskS3, RDS, EBS, EFS

Requirements

<60min RTO<15min RPOProven DRCloud-native only

Mid-Market ICP

Target Persona

Mid-Market — 200–2,000 Employees

£50M–£500M revenue
$50k+/mo AWS spend
50–300TB data
Same verticals, smaller scale

CTO / CISO

Often combined role

IT Director

Key champion

Cloud Lead

Technical evaluator

Current State

Basic AWS BackupSame-account riskSmall IT teamGrowing AWS estate

Requirements

Managed serviceFast deploymentCompliance helpPredictable cost

Buyer Personas

CIO Business Continuity
Business continuity & uptime
Cost optimization & ROI
Board-level cyber reporting
Vendor consolidation
Key Message

"70% cost reduction, board-level cyber resilience reporting, proven SLAs"

CISO Security & Compliance
Ransomware defense posture
Compliance frameworks (6+)
Audit readiness & evidence
Zero-trust architecture
Key Message

"True air-gap isolation, 6 compliance frameworks, automated audit evidence"

CTO Architecture
AWS-native integration
No agents, no overhead
IaC deployment model
Architectural elegance
Key Message

"100% AWS-native, zero agents, IaC deployment, 15-min RPO"

VP INFRA Operations
Operational burden reduction
Automation & self-service
SLA guarantees
Team capacity recovery
Key Message

"Fully managed service, zero operational overhead, continuous DR testing"

Decision Hierarchy

Decision Pyramid

BOARD Cyber risk mandate
CIO / CISO / CTO Strategic decision
IT / INFRA DIRECTORS Technical evaluation
CLOUD ENGINEERS Implementation & validation

Buying Committee

Economic Buyer CFO or CIO Budget sign-off
Technical Buyer CTO or VP Infra Architecture approval
Champion IT Director Drives evaluation
User Buyer Cloud Engineer Day-to-day validation

Buying Signals

REACTIVE TRIGGERS

Ransomware incident CRITICAL
Audit failure / findings CRITICAL
Insurance requirement HIGH
Data breach disclosure CRITICAL

PROACTIVE TRIGGERS

AWS migration project HIGH
Compliance deadline (DORA, SOC 2) HIGH
Board mandate on cyber HIGH
M&A due diligence MEDIUM

SIGNAL SOURCES

01

Job postings: hiring cloud security / DR roles

02

LinkedIn activity: engaging with ransomware content

03

Conference attendance: AWS re:Invent, security events

04

RFP / RFI published for backup or DR solutions

Discovery Questions

1

What's your current backup/DR solution?

Understand baseline and competitors
2

When did you last test a full recovery?

Exposes recovery confidence gap
3

What compliance frameworks apply to you?

Identifies compliance pressure
4

What's your monthly AWS spend?

Qualifies budget and scale
5

How much data across S3/RDS/EBS/EFS?

Sizes the opportunity
6

What's your acceptable RPO/RTO?

Validates our fit
7

Have you experienced a ransomware incident?

Identifies urgency trigger
8

Who owns the DR strategy?

Maps decision authority
9

When is your next audit?

Creates timeline urgency
10

What's your timeline for improving DR?

Qualifies buying intent

Objection Handling

01 THEY SAY

"AWS Backup is enough"

YOU SAY

Same account = same blast radius. If attackers compromise your credentials, they delete your backups too. No true air-gap, no org isolation.

02 THEY SAY

"Too expensive"

YOU SAY

70% cheaper than traditional DR. Compare £4,850 vs £14,000/mo. Factor in zero infrastructure, zero ops overhead, and ransomware risk elimination.

03 THEY SAY

"We use Veeam / Commvault"

YOU SAY

Agent-based, not cloud-native. Doesn't provide true org isolation. Complex licensing, appliance management, and network bandwidth overhead.

04 THEY SAY

"We'll build it ourselves"

YOU SAY

6–12 months build time, ongoing maintenance, no compliance framework included. Our customers tried this first — it's why they came to us.

05 THEY SAY

"Not a priority right now"

YOU SAY

94% of ransomware attacks target backups first. 57% succeed. The average demand is $2M. The question isn't if, but when. When is your next audit?

Competitive Battle Cards

VS

AWS Backup

✗ Same account, same keys
✗ No true air-gap
✗ No org isolation
✗ No compliance framework
Our Advantage

Separate AWS Org with customer KMS keys

VS

Druva

✗ SaaS intermediary
✗ Data leaves AWS
✗ Agent overhead
✗ Opaque pricing
Our Advantage

100% AWS-native, data never leaves AWS

VS

Rubrik

✗ Appliance-based
✗ Not AWS-native
✗ Expensive at scale
✗ Complex deployment
Our Advantage

Zero infrastructure, IaC deployment

VS

Veeam

✗ Agent-based
✗ Not cloud-native
✗ Complex licensing
✗ Network bandwidth
Our Advantage

Agentless, native snapshot sharing

VS

Commvault

✗ Heavy infrastructure
✗ Not AWS-native
✗ Slow recovery
✗ High TCO
Our Advantage

Sub-60min RTO, 70% lower TCO

Value Messaging by Persona

CIO
Key Message

70% cost reduction, board-level cyber resilience reporting, proven SLAs

Opening Hook

"How confident is your board that you can recover from a ransomware attack?"

CISO
Key Message

True air-gap isolation, 6 compliance frameworks, automated audit evidence

Opening Hook

"If all your AWS credentials were compromised, are your backups safe?"

CTO
Key Message

100% AWS-native, zero agents, IaC deployment, 15-min RPO

Opening Hook

"How would you rebuild your entire AWS environment in under an hour?"

VP INFRA
Key Message

Fully managed service, zero operational overhead, continuous DR testing

Opening Hook

"How much of your team's time is spent managing backups instead of strategic work?"

Marketing Collateral

01

Website

trueairgap.cloud

02

Sales Deck

Client-facing, AI narration

03

Technical Deck

Architecture deep-dive

04

Enablement

This training deck

05

Datasheet

PDF leave-behind

06

LinkedIn

6 carousels published

07

POC Program

1PB free trial

08

Press Kit

Release ready

09

Booking

Auto-scheduling

Qualification Framework

BANT — Adapted for Air Gap Recover

B
BUDGET

AWS spend >$50k/mo = budget exists

DR is 3–5% of cloud spend. $50k AWS = $1.5k–$2.5k/mo DR budget minimum.

A
AUTHORITY

CIO/CISO sign-off required

Need champion at Director+ level who can drive evaluation and access budget holder.

N
NEED

Trigger event identified

Ransomware incident, audit failure, AWS migration, compliance deadline, or board mandate.

T
TIMELINE

Compliance deadline or board mandate

Creates urgency. Without a deadline, deals stall. DORA Jan 2025, SOC 2 renewals, annual audits.

✓ Green Flags

300TB+ AWS data
CISO/CTO engaged
Failed DR test
Regulated sector
Board mandate

✗ Red Flags

<100TB AWS data
Multi-cloud primary
No compliance needs
Just exploring
On-prem only
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