The verdict is in: the one common denominator shared by the most successful MSPs is their ability to sell BCDR (business continuity and disaster recovery), according to a 2013 survey of 350 IT services industry experts, conducted by Intronis in conjunction with the 2112 Group. If that’s the case, taking control of your BCDR sales strategy should be a top priority. Neal Bradbury, Co-Founder and VP of Channel Development at Intronis recently addressed this issue in an article titled 4 Steps to a Fool-Proof Business Continuity Plan.
Here’s a short highlight of the 4 steps:
1. Assess Clients’ Systems and Regulatory Requirements. BDR/BCDR is not a one-size-fits-all solution, and you can’t just guess at what your client needs — you have to perform an assessment and really dig into their IT infrastructure and business challenges first.
2. Deliver a Complete BCDR Plan with Tech Specs and Schedules. After the assessment this is where you present your step-by-step recommendation along with the recommended timing for each step.
3. Deliver SLAs Around RTO, RPO, RGO. This step is so critical and so often overlooked that I think it deserves its own article. If you currently don’t know or don’t take into account your customers’ recovery time objective, recovery point objective, and recovery granularity objective, I’d strongly encourage you to check out Bradbury’s article to see why it’s so important.
4. Field Test and Optimize Based on Results. Just like a lot of other critical IT solutions, BCDR is not a ‘set-it-and-forget-it’ kind of solution; it needs to be updated and adjusted as your customers’ business needs evolve.
Selling BCDR can be a very lucrative opportunity for resellers, but it can also be intimidating to IT service providers who are aware of ever-changing industry regulations/mandates and personal liability. The key is to remember that there is a lot of help available from manufacturers as well as your value-added distributor partner. If you don’t have a BCDR sales strategy in place, it’s not too late to put a new resolution into effect.