Turn A Backup Scare Into A Managed Services Sale

By The Business Solutions Network

An MSP turns a medical practice’s BDR (backup and disaster recovery) failure into a $1,500-a-month managed services deal.

Like many VARs and MSPs, Ben Pearce, president of ACP Technologies, has faced his share of sales objections over the years — sometimes even when discussing very basic concepts, such as backing up computers and servers. One way the MSP has learned to minimize objections is by offering a free network assessment and letting the results speak for themselves. This strategy came in handy recently when a medical practice manager, who had originally turned down ACP’s free assessment offer, called back looking for a second opinion.