The Business Solutions Network

An MSP saves a wealth management customer $70,000 on an IT upgrade and earns recurring revenue in the process.

After years of selling break-fix IT services, this VAR-turned-MSP figured out the secret to double-digit revenue growth and recurring revenue.

Because the majority of my conversations are with VARs and MSPs that sell BDR (backup and disaster recovery) services, I sometimes have to remind myself that not all resellers are proactively selling BDR and/or experiencing great success. A recent study conducted by cloud backup vendor Intronis in conjunction with the 2112 Group and Business Solutions magazine revealed a very different picture: 44 percent of the more than 350 channel partners recently surveyed on this topic said they are not proactively selling BDR services to their clients. Instead, they are taking a wait-and-see approach to the problem.

During a conversation I had with Bob Lawson, product director at GFI MAX, we discussed the major pitfalls MSPs run into that can sabotage their practices.

If you’re not currently selling network security and managed services to SMBs, consider this: According to the latest U.S. Census Bureau statistics, there are more than 2 million firms with 5 to 99 employees.

With due diligence and customer education, VARs and MSPs can sell BDR solutions to the underserved SMB market.

A VAR wins a mobile registration and printing deal with a large paintball facility by providing a complete solution that generates a quick ROI and additional upsell opportunities.

A managed services provider (MSP) evaluates three Backup And Disaster Recovery (BDR) solutions and shares the pros and cons of each.