Business continuity and disaster recovery (BDR) is a top priority for small and mid-sized businesses (SMBs), but most SMBs are grossly under-protected from systems failure. According to a recent Forrester Research report, SMBs are most concerned with protecting databases, safeguarding email, backing up accounting data and protecting network services.
This is a growing market, small and mid-sized businesses investment in BDR is expected to reach $25 billion by 20151, with the number of SMBs employing some type of backup service to jump from 5% to 38%2 in two short years.
Here are the three steps to convincing SMBs that they need backup and disaster recovery, and that your MSP is the vendor to provide it to them:
Launch a small, manageable number of BDR offerings to start, scope out early adopters and set firm sales objectives (leads, meetings and sales conversions)
Examine the client’s policies and standards and critically review their existing systems to map backup priorities and areas of primary business concern
Make a case for BC/DR services as a business solution, presenting the value proposition of the professional support brought by a BDR provider, and detail a service level agreement that would detail exactly how the SMB would benefit from your partnership
As more SMBs make backup and disaster recovery a priority for them, they will be looking for MSPs that are proven BDR vendors. Make sure your BDR offering is up to date and ready to sell!
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1 Allied Business Intelligence
2 Forrester, 2011
By Carlos Borges
By Ray Vrabel