Two metrics to help you sell cloud backup and disaster recovery

Posted by Intronis Staff on Sep 24, 2013 11:10:00 AM

For MSPs, business continuity and disaster recovery (BCDR) is now an expected service offering critical to demonstrating providers' value to clients and the industry. But, how can MSPs stand out in an increasingly crowded field, where simply offering BCDR is no longer enough of a differentiator?

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Topics: Differentiation

What are half of MSPs missing?

Posted by Manny Veiga on Jun 27, 2013 4:19:00 PM

Reflecting on his first months as Intronis CEO, Rick Faulk says that his biggest surprise is how much potential there is in the cloud backup and discovery market. It’s estimated, he says, that less than half of all MSPs are currently selling BDR solutions and services.

Considering the fact that BDR is one of the most profitable — and helpful — services an MSP can offer its customers, this has to be one of the best kept secrets among today’s IT resellers.

In Rick’s recent article in MSPmentor, he draws from his 30-plus years of experience and offers MSPs who are not currently selling BDR solutions some timely tips for how they can start.

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Topics: Differentiation

Do you know these secrets for selling cloud services?

Posted by Manny Veiga on Jun 27, 2013 9:22:00 AM

It’s hard to deny the fact that more and more of the on-premise IT infrastructure solutions and services you’re selling your clients today will someday (read: soon) move to the cloud. Yet, many VARs and MSPs see the cloud as more of a competitor rather than a new business opportunity, and they struggle with how to make money selling cloud services. 

In his latest thought leadership article with media partner Business Solutions, Rob Merklinger, VP of Sales at Intronis, recognizes this struggle happening right now within the channel and offers five practical tips that get to the heart of this important issue, including:

  1. Find a Cloud Provider You Trust. Merklinger outlines the most important criteria to consider when choosing a data center to house your customer’s data and provides a practical litmus test to confirm your choice.
  2. Address Data Ownership Upfront. This tip is geared to any MSP that’s ever lost a deal to a “cheaper cloud alternative.” Follow Merklinger’s advice and cloud price comparisons will become of secondary importance to your clients.
  3. Don’t Take Data Encryption for Granted. With the latest research from the Ponemon Institute showing that less than one-third of organizations encrypt their sensitive data, this step is a sure way to differentiate your offering and provide your customers with the protection they need.
  4. Provide a Cloud Cost Analysis. Here’s a recipe you can follow to help your customer’s accurately compare the cost of using on-premise IT hardware and software with operating their IT in the cloud.
  5. Demonstrate Data Recoverability. Merklinger’s final tip entails showing your customers how quickly you can recover their data and using this information to further distinguish your company from “cheaper” alternatives.
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Topics: Differentiation

Two ways to differentiate your cloud backup and recovery offering

Posted by Manny Veiga on May 29, 2013 1:05:00 PM

In December, CompTIA published a report that said nearly half of all businesses in the IT channel are now offering managed services. Separately, an IDC survey found that, among popular IT workloads and functions, data backup trailed only email as the service businesses were most likely to move to the cloud. 

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Topics: Differentiation

Stand out from the data backup crowd

Posted by Manny Veiga on May 27, 2013 11:05:00 AM

While it’s true that there are significant differences among cloud backup solutions, the fact remains that IT solutions alone aren’t always what customers base their final buying decisions on. Oftentimes, it’s a nearly intangible factor that separates one competitor from another. One company comes across as a little more knowledgeable or a little easier to work with — and that’s what seals the deal.

So, what about your company; are you perceived as more of an expert than your competitors? While this might be a difficult question to answer objectively, it is important to think about. Here’s something else to consider: Beyond the narrowly focused data backup and disaster recovery questions you’re accustomed to asking customers, what else could you talk about that would be important to your customer and help set you apart from other data backup resellers?

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Topics: Differentiation

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