There are numerous challenges experienced by managed service providers when dealing with current and potential customers. One of the common difficulties faced is marketing and selling backup and disaster recovery MSP tech to end users. In general, IT experts understand the importance of this element for every business. However, these technicians lack the ability to communicate the significance of the BDR solution to regular, non-techie people.
The failure of MSPs to justify the value of disaster recovery technology to business owners can be attributed to a couple of reasons. Most MSPs employ individuals based on their technical background. Therefore, these technicians do not have the marketing skills to convince customers to acquire the tech. Also, the clients are often overwhelmed by the potential cost of BDR, especially when compared to other solutions designed to protect data.
Consider these simple outlined sales pitches to help you overcome these obstacles and demonstrate the importance of backup and recovery to your MSP clients.
Potential Cost of ‘Normal’ Disaster Recovery
When marketing your BDR solutions, you can help your customer understand by using an insurance analogy. This is a concept that most people will understand. Consequently, the executives and managers will be more open to incorporating the tech into their network. Simply speaking, the cost of BDR is like an insurance premium which is paid to protect their data in case of an unfortunate event. If a disaster does occur, they will only need ‘claim’ the stored backup data.
On the other hand, if their data is not backed up and protected, they are like people living without an insurance policy. If a disaster does strike, their files will be lost. The cost of recovering from the damaged data and rebuilding a database will be extensive. This is especially true when the expense is compared to the price of good BDR technology. With this “insurance pitch,” you can help most business owners and managers understand the importance of the MSP tech solution.
Present the BDR Technology Advantage
If you are fortunate in your marketing endeavors, you might find a company with a considerably large IT department. In some cases, the decision maker might be a technology lover with an open mind. You can convert the business into BDR customers by presenting the benefits of the solution. In general, you should explain the difference between backup and disaster recovery and other data protection methods that they are already using.
Basically, you should help the executives understand the limitations of their current methods. For example, if they are confident in their firewalls and anti-malware, you should explain that these too are limited in their function. Advanced viruses or physical disasters like storms could compromise the data. The advantage of backing up data and preparing for disaster recovery is that the tech will provide a safety net on which the company can fall if the worst does happen.
The Real Potential for Data Damage or Loss
Scare tactics are effective tools in marketing. This technique can be valuable for marketing and selling BDR solutions to businesses. Often, business owners do not understand the real threat of data loss and commercial network damage exists. It seems like a faraway problem which cannot cross to their system. By making the business executives see the reality of data damage and loss, you will help them consider the backup option more seriously.
In general, it is advisable to explain the problems that face modern IT networks in the commercial environment. For example, you can briefly cover the threat of viruses, ransomware, spyware and social engineering. Consider using examples of common attacks and other potential sources of IT problems. Then, you can ask if their business can continue running without the data on critical aspects such as clients, financial records, employees and contractors.
Finally, you should remind your clients that the BDR MSP tech will elevate their brand reputation. Customers and business partners will have more confidence in a company that takes precautions to protect their operations.