justifying the cost of backup and disaster recovery (bdr)

JUSTIFYING THE COST OF BACKUP AND DISASTER RECOVERY (BDR)

In a recent survey of Datto partners, we learned that a top pain points for

managed service providers (MSPs) is communicating the value of backup and disaster recovery (BDR) solutions to end users.

Convincing prospects/clients

that BDR solutions are worth the investment is difficult for a couple of reasons...

Most MSPs come from a technical background and lack the sales and marketing skills they need to close deals.

Reason 1

Reason 2Many clients operate on small business budgets. It is difficult for them to grasp why a BDR solution is more expensive than it has been historically or compared to other data protection options.

So how can MSPs overcome these roadblocks? It all begins with how you

approach the conversation.

To offer some ideas, we’ve asked real MSPs for their best BDR pitches.

“The Insurance Pitch

Mark LantryClient Advisor

Dynamic Business Technologies

Think of a BDR investment like an insurance

premium to protect your business data. The

cost of a single event that would typically

result in downtime will easily pay for the

years of service, if not longer.”

“The Tech Lover’s PitchWe target clients that have IT staff. Take the time

to explain the technology, because the value is

obvious to them. There’s a huge a benefit when

your prospects actually understand what

they’re investing in.” Paul Franks

CEO ThinkGard

“The Safety PitchPosition data security and data protection using

the analogy of safety equipment when performing

a dangerous activity. Ask: Would you go skydiving

without a reserve parachute?”

David Prince President & CEO

Databranch

“The Scare PitchMy top sales executive will ask, ‘Can you afford to be

without your data? How long do you think you could

continue to run your business if you lost everything?’”

Mark Lantry Client Advisor Dynamic Business Technologies

“The Reputation PitchI play towards their brand reputation and how

much that means to them. I also always do my

homework on the potential client to see what will

speak to them.”

Nick OlerudDirector of TechnologyNetrix IT

So there you have it. These sales pitches are tried-and-true for justifying the cost of BDR by some of today’s leading MSPs. Which one will you try first?

Want even more tips on growing your revenue stream? Check out the eBook, Lead Generation Made MSPeasy.

Lead GenerationMade MSPeasy

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