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.

1. JUSTIFYING THE COST OF
BACKUP AND DISASTER
RECOVERY (BDR)

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. Convincing prospects/clients
that BDR solutions are worth the
investment is difficult for a couple
of reasons...

4. Most MSPs come from a technical
background and lack the sales and
marketing skills they need to close deals.
Reason 1

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. 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. “
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. “
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. “
The Safety Pitch
Positiondatasecurityanddata protection using
theanalogyofsafetyequipment when performing
adangerousactivity.Ask:Would yougoskydiving
withouta reserve parachute?”
DavidPrince
President&CEO
Databranch

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. “
The Reputation Pitch
I playtowardstheir brand reputationand how
muchthat meanstothem.Ialsoalwaysdo my
homeworkonthe potentialclienttosee what will
speaktothem.”
NickOlerud
Directorof Technology
NetrixIT

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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