There is no shortage of backup solutions available on the market today. There are solutions that back up only files and folders and solutions that back up full volumes. There are solutions that back up onsite to local storage devices and solutions that back up to the cloud. AES encryption, bandwidth throttling, file revisioning, data de-duplication, virtual recovery environments. The list of options and features goes on and on.
With so many backup solutions available, at a glance it could appear that there are multiple ways to solve a customer’s data backup problem. As a result, MSPs oftentimes make the mistake of giving their customers a menu of backup options from which to order, each one with a different set of features and, more importantly, a different price point.
Given this loaded backup menu filled with a bunch of foreign terminology and techno-jargon, take a guess at which option the customer goes with. Wait for it…yes, they choose the least expensive one.
Presented with a complicated mix of backup options, the client inevitably defaults to the one metric that is universally understood: The Almighty Dollar. To the client, everything else is equal. It is their assumption that since you, their trusted IT advisor, put the options in front of them, their data backup needs will be satisfied regardless of what solution they choose.
Of course, nothing could be further from the truth.
Picking a data backup solution is not a choice between less expensive and more expensive. It’s a choice between the right solution and the wrong solution.
Take for example the option to add offsite storage and retention to a backup plan. Doing so will inevitably add some cost to the overall backup solution, but if the client’s business sits squarely in the middle of a flood plain, offsite storage is a requirement, not an option. And, if in the name of saving some money, the client tells you that they will put the backups on an external drive each night and take them home in their briefcase, it is your job as their IT advisor to tell them in a very stern yet polite tone, “I’ve heard that before” and “No you won’t”.
Sometimes an MSP’s most important job is saving the client from themselves. At the end of the day, it’s all coming back to you if something goes wrong and their backups don’t work or aren’t available.
Knowing the price-conscious nature of many small business owners, having a conversation about improving or expanding their backup strategy can be uncomfortable if you don’t come to them with a well-thought-out plan.
To help you out, here are four simple suggestions that will help you more effectively sell robust and comprehensive backup solutions to even your most price-conscious clients:
Follow these simple guidelines and you will be able to sleep easy at night knowing that your clients have the backup coverage they need to ensure seamless continuity of their business in the face of a data loss event.
EDIT: As of September 2016, Gillware Online Backup has been acquired by StorageCraft. Click here to learn more about their backup solutions. Click here to learn more about becoming a StorageCraft Partner.