Backup and disaster recovery (BDR) is a foundational solution that every IT solutions provider should prosper from its selecting and selling.
A couple of years ago The 2112 Group and Business Solutions collaborated on a survey titled 2013 State of Cloud Backup. Hundreds of managed services providers (MSPs) were asked specifically about their sales practices with regard to backup and disaster recovery (BDR). One of the most surprising findings was that 44 percent of technology firms depend on breaches, downtime, and fears of disruption to sell cloud backup services. And, while selling BDR can be a challenge, determining which type of backup solution to sell can be equally daunting. To help start the new year out right, I spoke with four industry experts to get their take on where VARs and MSPs who are not currently selling BDR should start and what pitfalls they must avoid.