The BDR Checklist
MSP marketing can really benefit from the presence of secure BDR (backup and disaster recovery) solutions for clients. When potential customers can see the value of your solutions, and immediately put two and two together when it comes to the best local choice, you’ll retain more conversions. So, ensure your BDR solutions are requisite to their advertising by upgrading services such that they match client-specific needs. Your services should include things like:
• Backup completion verification
• Security restricting access to data centers, and providing security support measures
• Unlimited cloud storage (if possible)
• Support options
• Continuously innovative solutions (you should have something new about every 21 months)
• Easy utility— clients shouldn’t have extreme difficulty using solutions
• Maintained reputation
• Off-site backup solutions
It’s a simple thing, right? But many MSP marketing campaigns either forget to offer this simple service or, for some reason, don’t have it. One-up them in a way that probably won’t even cost you anything when you iron out the details. If you can secure additional clients by providing more visible backup and data recovery verification, you’re going to offset costs of other operational areas which allows you further expansion potential
The total cost of ownership, or TCO, is usually a figure which will differ based on provided solutions. Sometimes, security won’t be one of the measures included in a given BDR provision program. It seems like it should be, but there are MSPs savvy enough to charge additional costs for contiguous services. You can either charge here, or give this to clients free. It all depends on what’s most successful for your MSP. That said, if you can “throw in” additional services without any apparent cost, you’ll have one more marketing standpoint from which your sales people can promote your services.
Unlimited Cloud Storage
Certain clients won’t be able to benefit from this service, as they create too much data for unlimited cloud storage parameters. But this is only going to be a minority of your clients. The vast majority will only need a few hundred gigabytes, or maybe a few dozen terabytes. So, advertise unlimited cloud storage and then, in the small print, have it say up to such-and-such amount in relevance to the upper limit defined by your target market. Certain top-tier organizations are going to have a higher upper limit than others, but generally you’ll be able to pick a number that characterizes the majority of your MSP’s clients.
You want to give your clients some choices when it comes to service delivery options. Proactive support is an excellent provision, and often characterizes the best MSPs. It could be quite worthwhile to use such a service delivery model.
New technological developments arise at predictable intervals, allowing MSPs to maximize tech investments in a balanced way. What you’ll want to do is get into a rhythm of upgrades. Consider Moore’s Law, which demonstrates technological development increases in a predictable exponential curve. That said, tech is beginning to develop even faster than Moore could’ve predicted when he penned his law, so you may have to be flexible here, opening yourself up to faster upgrades if it can be determined that they are cost-effective.
Ease of Use
The less difficult it is for clients to use your services, the more likely they’ll be to sign on with you. Computers that offer increased utility with decreased smoothness in user interface don’t often sell as much. Most people aren’t tech savvy, and so can’t recognize certain advantages because they’re unable to transcend a confusing interface. So make your services as easy to use as possible.
Maintain Your Reputation as a Trustworthy Service Provider
It’s hard to estimate the value of a good reputation, but having one is clearly going to make you more appealing to a broader variety of clients. Do everything possible to ensure clients are pleased with your services, have top-tier PR, and be visible.
Off-Site Backup Solutions
MSP marketing that can boast off-site solutions will be amenable to many clients, as there’s an additional security in understanding you’ve always got a backup, come what may. Cloud computing is making this solution commonplace, so be sure and advertise your own off-site provisions.