Guest Column | October 2, 2014

6 Reasons You Have To Sell Backup and Disaster Recovery Software

By Frank Colletti, Vice President of Sales, SolarWinds N-able

We’ve all heard the stats:

  • 90 percent of businesses losing data from a disaster are forced to shut down within two years.
  • The survival rate for companies without a disaster recovery plan is less than 10 percent.
  • More than 50 percent of claimants never recoup the losses incurred by a disaster.   

But business owners aren’t motivated by fear and statistics alone. In fact, when it comes to selling backup and disaster recovery (BDR) services, you can’t just scare the customer into the sale. You have to make the business case. Here are six selling points that drive home the value of BDR and will likely resonate with business customers and prospects:

1. BDR Is Good Business

Making a BDR plan requires your customer to take a long, hard look at their businesses, at their processes, software, and more. If your clients want to backup their data and services and then be able to recover them quickly if there’s a disaster, they need to know where that data is, what those services are, and to be able to priori­tize them. Which data and services absolutely must be online first? How long can they really go without critical and noncritical data and services? How much does downtime really cost them?

Finding the answers to these and other related ques­tions is at the heart of a solid BDR implementation. Doing so allows your customers to figure out how to protect all their data and services and the most efficient order in which to restore them.

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