Sell Business Continuity — Not Backup

By The Business Solutions Network

An MSP sees a huge uptick in monthly billable hours with a large mortgage company after replacing the client’s image backup software with a business continuity solution.

One of the most frustrating things every VAR or MSP has to deal with is clients who reject sound advice and put their businesses at risk in the process. Nowhere is this situation more serious than when it deals with backup — and more specifically with data recovery. Jacob Hiller, owner of MSP INTELITECHS, recalls a situation that occurred with a large mortgage company client a few years ago. The incident became a hard lesson for the client, but it ultimately led to a major turning point in the MSP’s relationship with them and resulted in a myriad of new business opportunities.