From ASCII Milwaukee: Continuity Is Key To Selling Backup
By John Oncea, Editor
Datto Vice President of Business Development Rob Rae said to forget about acts of God and focus on continuity if you want channel success during his presentation at the ASCII Success Summit in Milwaukee, WI. “Backup means fires, floods, tornados, and hurricanes,” Rae said. “Most people think acts of God won’t happen to them, so stop selling backup and start selling continuity.”
Why sell continuity? Because, says Rae, “People suck. People suck bad. We’re all making money because of human error — 97 percent of our restores are a result of people making bad choices. We’re making money because of this and need to focus on it.”
Part of that focus is keeping a company up and running with no down time at all, something Rae says can be accomplished with hybrid cloud-based backup. To drive his point home, Rae recounted several stories of when he put Datto’s unique Disaster Demo to the test, setting fires to computers housing his PowerPoint presentations but seamlessly transferring to the same presentation stored in the cloud.
But again, these types of incidents – while dramatic – aren’t front of mind with customers. But human error is, as proven by the fact ransomware incidents are the number one reason Datto performs restorations. “Ransomware is growing and needs to be addressed,” Rae said, a point driven home when half the audience admitted to plugging in a thumb drive distributed prior to his presentation. “I spent $650 on a model and thumb drives,” Rae said. “Half of you used it and I’ll make $15,000 off of you. That’s a 2,307 percent ROI.”
Rae closed with one additional piece of advice involving Office365. “Everyone is selling Office365,” Rae said, “but are you offering backup or letting Microsoft do it? You want the customer calling you, not Microsoft.” Rae noted Microsoft only stores data for 30 days providing you an opportunity to do more for your customer.
The ASCII Success Summit – Milwaukee is being held April 27-28 at the Crowne Plaza Milwaukee Airport. It is one of nine solution provider-focused conferences ASCII will host in North America in 2016. For more information on ASCII, go to www.BSMinfo.com/go/InsideASCII.