justifying the cost of backup and disaster recovery (bdr)
TRANSCRIPT
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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