Backup and disaster recovery (BDR) is a crucial service for any MSP to provide. Whether a business runs into issues stemming from severe weather or user error, you need to have it in place to keep their business up and running. For you, this isn't breaking news. However, some small and mid-sized business owners still don't fully understand the importance of having a complete and comprehensive backup and disaster recovery solution in place.
So how do you get them to see things through your lens? CompTIA offers a set of tools available for download that will help you when it comes to demonstrating the importance of BDR. Assets like these are just one of the many benefits that come along with joining CompTIA.
1) Offer a Downtime Cost Calculator
It's one thing to tell your clients that downtime will cost them money, but it's another to show them how much money. Using the Downtime Cost calculator, you can enter business data for specific clients. Using that data, the calculator will show them how much a period of downtime would cost them. Additionally, the Downtime Cost Calculator can also show whether or not the recovery time objective and the recovery point objective are met. Once a client sees just how much extended downtime can cost them, it should be an easy transition into a conversation on how to shrink those costs.
2) Provide a BDR and Business Continuity Overview
What is driving the adoption of backup and disaster recovery and business continuity? According to a recent study conducted by CompTIA, it's the importance of data plus regulatory compliance and customer expectations for performance and reliability. The report, which collected data from 257 U.S. business and IT executives without comprehensive BDR or business continuity solutions in place, also details the primary factors that are inhibiting backup and disaster recovery and business continuity efforts.
Some of these factors include...
- Not properly prioritizing data/systems to understand optimal recovery sequence
- Not testing/simulating a recovery scenario to understand gaps in strategy, process or technology
- Not fully auditing data use across business units to understand data footprint and usage
- Not familiar with latest tools/technologies for backup and disaster recovery and business continuity
- Not familiar with best practices for backup and disaster recovery and business continuity
3) Gain an Understanding of Where Your Clients/End Users Stand
In order to get your clients or prospects on board with BDR and business continuity, you first need to understand how they view such a solution. Again, although you clearly understand the importance of having a solid BDR and business continuity solution in place, it is not always so clear for the end user. Having a guide will help you gauge where these end users currently stand on the topic, dispel any incorrect beliefs that they may have about BDR and business continuity solutions and help you develop and deliver the best plan to them.
4) Show Your Clients/Prospects Their Weaknesses
What better way to show your clients or prospects the importance of BDR and business continuity than by showing them their weaknesses and highlighting the areas of their business that are exposing them to harm. Provide your end users with a brief questionnaire that asks them questions about their security practices and procedures. After the survey is completed, the data can be processed and presented in an easy-to-digest profile, showing the strengths and weaknesses of any given end user. If clients and prospects can see where there vulnerabilities are, they may be more inclined to use your services to help protect themselves from these weaknesses.
5) Know the Service Offering Inside Out
Before you bring your BDR and business continuity offering to market, make sure you know it from top to bottom. Educating yourself on the planning, development and risk aspect of the BDR and business continuity market is a MUST before you include it in your service offering. How can you attempt to sell your clients or prospects on something that even you aren't an expert on. Take the time to study up and make sure you're able to offer the best possible BDR and business continuity offering to your clients.
Getting your clients and prospects to understand the importance of BDR and business continuity is important, but understanding the offering yourself is just as crucial to your success. Tools like these are a good way to help expedite the process of implementing and ramping up your BDR and business continuity efforts. To get more great CompTIA content, make sure you check out their workshops at Navigate 2015 and get CompTIA certified!
By Meaghan Moraes
By Dave LeClair