Solving The Enterprise Vs. SMB BDR Sales Dilemma

By The Business Solutions Network

Four BDR (backup and disaster recovery) experts weigh in on where IT solutions providers should be focusing their sales efforts.

After a few years in business, nearly all VARs and MSPs (managed services providers) run into a proverbial wall where sales start to level off, and they recognize a change is needed. A common strategy entails moving upstream into the enterprise space or downstream into the SMB mark et, depending on one’s starting point. The strategy seems logical enough; after all, by staying within the same vertical market you have the advantage of being familiar with industry rules and regulations, for starters. So how could the IT needs be that different between the two groups?

I recently spoke to BDR experts from Carbonite, MAXfocus Backup, Unitrends, and Vembu to get their input on this topic. As you’ll soon discover, they were not on the fence about this topic and had a lot of good advice to share.