Do you struggle with selling your backup and disaster recovery (BDR) solution? If so, you’re not alone. Selling BDR to small- and medium-sized businesses (SMBs) is a major challenge for many MSPs, especially when you’re overwhelmed with common excuses like “backup isn’t that important,” or “data loss could never happen to me!” So how can you effectively combat these misconceptions and convince potential clients that they need your managed IT services?
For most modern SMBs, data is essential to their business. Unfortunately, many businesses fail to back up that data because they don’t realize the catastrophic consequences that could result from unplanned data loss. What would happen if they lost access to a critical business file, or their employee misplaced a mobile device with confidential data on it? As a trusted advisor, it’s your job to keep your clients informed of all the threats to their IT systems. To help you get started, we’ve pulled data from Databarracks’s Data Health Check 2016 Report. Use this chart in your next sales presentation to illustrate how your BDR solution can protect potential clients against data loss and provide them with true business continuity!
See the chart below:
When presenting this chart in your BDR sales deck, use these talking points to drive home the value of your BDR offering:
- Unforeseen data loss can be caused by a multitude of factors – whether it’s an internal threat like human error or an external threat such as a cyber attack. That’s why it’s critical to have a backup solution in place that can quickly restore not only the data, but also the system on which it is stored. This can help you minimize your recovery time and enable your company to keep operating without skipping a beat.
- What would happen if your employee accidentally deleted a critical file? If you’re like many modern businesses, you rely on data for your day-to-day operations, so losing that data could mean significant productivity or financial loss for your business. You can avoid this headache by leveraging a reliable BDR solution. Automatic and continuous backups ensure that your data is always up to date, and if a file is lost, you’ll have the ability to quickly restore all the required data from your most recent backup.
- Data loss events happen more frequently than you’d like to think, and most of the time it’s out of your control. If you experience a hardware failure or cyber attack without BDR, your business will come to a complete halt until your data is restored. With BDR however, data will be quickly accessible and recoverable – allowing your business operations to continue as usual.
- Having BDR is like having life insurance for your business. You hope you'll never need it, but you’ll be relieved to have it when something unfortunate happens. A reliable and proactive BDR solution can give you peace of mind knowing that major data loss won’t cause your business to close its doors for good.
Continuum Partners: In continuing our commitment to help you accelerate sales through ongoing marketing support, we will be uploading customizable PowerPoint templates with relevant charts and data every week that you can use in your own decks. And because it's white labeled, you'll be able to add your own logo and branding to stand out against the crowd! Just keep checking back on the Partner Support Portal for files to download!
By Gretchen Hoffman
By Paula Griffin