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JUSTIFYING THE COST OF
BACKUP AND DISASTER
RECOVERY (BDR)
In a recent survey of Datto partners,
we learned that a top pain points for
managed service providers (MSPs) is
communicat...
Convincing prospects/clients
that BDR solutions are worth the
investment is difficult for a couple
of reasons...
Most MSPs come from a technical
background and lack the sales and
marketing skills they need to close deals.
Reason 1
Reason 2
Many clients operate on small business
budgets. It is difficult for them to grasp
why a BDR solution is more expe...
So how can MSPs overcome these
roadblocks? It all begins with how you
approach the conversation.
To offer some ideas, we’v...
“
The Insurance Pitch
MarkLantry
ClientAdvisor
DynamicBusiness Technologies
ThinkofaBDR investment likean insurance
premiu...
“
The Tech Lover’s Pitch
Wetargetclientsthat haveITstaff. Takethetime
toexplainthetechnology, becausethe value is
obvioust...
“
The Safety Pitch
Positiondatasecurityanddata protection using
theanalogyofsafetyequipment when performing
adangerousacti...
“
The Scare Pitch
Mytopsalesexecutive willask,‘Can youaffordto be
without yourdata?How longdo youthink youcould
continueto...
“
The Reputation Pitch
I playtowardstheir brand reputationand how
muchthat meanstothem.Ialsoalwaysdo my
homeworkonthe pote...
So there you have it. These sales
pitches are tried-and-true for
justifying the cost of BDR by some of
today’s leading MSP...
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Justifying the Cost of Backup and Disaster Recovery (BDR)

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IT provider? Justifying the cost of backup and disaster recovery to end users can be difficult. Here are some tips to help you make the sale.

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Justifying the Cost of Backup and Disaster Recovery (BDR)

  1. 1. JUSTIFYING THE COST OF BACKUP AND DISASTER RECOVERY (BDR)
  2. 2. In a recent survey of Datto partners, we learned that a top pain points for managed service providers (MSPs) is communicating the value of backup and disaster recovery (BDR) solutions to end users.
  3. 3. Convincing prospects/clients that BDR solutions are worth the investment is difficult for a couple of reasons...
  4. 4. Most MSPs come from a technical background and lack the sales and marketing skills they need to close deals. Reason 1
  5. 5. Reason 2 Many clients operate on small business budgets. It is difficult for them to grasp why a BDR solution is more expensive than it has been historically or compared to other data protection options.
  6. 6. So how can MSPs overcome these roadblocks? It all begins with how you approach the conversation. To offer some ideas, we’ve asked real MSPs for their best BDR pitches.
  7. 7. “ The Insurance Pitch MarkLantry ClientAdvisor DynamicBusiness Technologies ThinkofaBDR investment likean insurance premiumto protect your businessdata. The costofasingleeventthat wouldtypically result indowntime willeasily payforthe yearsofservice, if not longer.”
  8. 8. “ The Tech Lover’s Pitch Wetargetclientsthat haveITstaff. Takethetime toexplainthetechnology, becausethe value is obvioustothem. There’sa hugea benefit when your prospectsactually understand what they’re investing in.” PaulFranks CEO ThinkGard
  9. 9. “ The Safety Pitch Positiondatasecurityanddata protection using theanalogyofsafetyequipment when performing adangerousactivity.Ask:Would yougoskydiving withouta reserve parachute?” DavidPrince President&CEO Databranch
  10. 10. “ The Scare Pitch Mytopsalesexecutive willask,‘Can youaffordto be without yourdata?How longdo youthink youcould continueto run your business if you losteverything?’” MarkLantry ClientAdvisor DynamicBusiness Technologies
  11. 11. “ The Reputation Pitch I playtowardstheir brand reputationand how muchthat meanstothem.Ialsoalwaysdo my homeworkonthe potentialclienttosee what will speaktothem.” NickOlerud Directorof Technology NetrixIT
  12. 12. So there you have it. These sales pitches are tried-and-true for justifying the cost of BDR by some of today’s leading MSPs. Which one will you try first? Want even more tips on growing your revenue stream? Check out the eBook, Lead Generation Made MSPeasy. Lead Generation Made MSPeasy EBOOK $ $

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