3 Types of SMBs that are good candidates for appliance-based backup

Posted by Kyle Marsan on Aug 24, 2016 2:26:08 PM

As an MSP, you want options. You serve a variety of customers, and they all have different needs and IT environments. You know it takes flexibility to meet those needs and keep everyone’s data protected.

The tricky part can be figuring out what type of backup solution is right for each customer. Some SMBs only have a small number of work stations and a small amount of data to protect, so the answer is pretty straightforward — cloud backup. For others, a physical or virtual backup appliance is a better fit.

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Topics: Selling Cloud Backup

Do your customers need backup or archiving?

Posted by Achmad Chadran on Apr 6, 2016 11:18:03 AM

We often hear from our MSP Partners about conversations with customers who confuse backup with archiving. It’s easy to understand the confusion. Both relate broadly to data protection, so it’s natural to assume one solution can serve both archiving and backup needs.

 In truth, however, the requirements differ in critical ways, so it’s important to understand clearly what your customers need.

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Topics: Selling Cloud Backup

Ask Intronis: How to price cloud backup services

Posted by Courtney Steinkrauss on Jun 1, 2015 9:00:00 AM

Ask Intronis is a weekly advice column answering common questions from MSPs and IT service providers. It covers topics ranging from pricing and selling to marketing and communications—and everything in between. Submit your questions by emailing [email protected].

Q: As an IT service provider, my business has always offered a handful of services to our small and medium-sized business customers, and we’ve done well. But I know we can be even more successful. Specifically, we know that offering cloud backup as part of our services allows us to earn considerably more revenue. So, I want to make sure we optimize how we’re selling cloud backup to our clients. What are the best options for pricing? We want to make sure our pricing model has good margins but is also realistic for our customers.

You’ve come to the right place. We agree that having cloud backup as a part of your managed services offering provides your MSP business with an opportunity for significant growth. In fact, we know it does. Not only does backing up your client’s data to the cloud ensure that their information is protected from the threat of data loss, but it also earns you more consistent revenue.

Last year, one of our own partners brought in about 20 percent of their gross revenue from reselling Intronis’ cloud backup. There are a few ways you can price cloud backup that can help transform your business in a similar way. Here are three options for pricing models:

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Topics: Selling Cloud Backup, Ask Intronis

Simple MSP sales tips from top strategists

Posted by Marie Rourke on May 20, 2015 10:03:00 AM

The past three weeks have been exciting and exhausting, jam-packed with a busy schedule of IT channel events. With so many events, it has been tough to take it all in, but the interesting conversations I had and lessons I learned made it worth all the planes, taxis, valets, and hotel hiccups along the way. Here are a handful of simple sales tips for MSPs I picked up from some of the industry’s best teachers, big thinkers, and talented professionals currently touring the IT circuit.  

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Topics: Business Development, Selling Cloud Backup

Cold calling tips for MSPs: Should I focus on a specific offering?

Posted by Carrie Simpson on May 13, 2015 8:30:00 AM

One of the first questions a client usually asks me is whether or not they should focus on a particular offering when they are looking for new business via cold calling. The answer is a very definitive “Sometimes!”

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Topics: Business Development, Lead Generation, Selling Cloud Backup

Ask Intronis: How to transition my SMB customers to fixed pricing

Posted by Courtney Steinkrauss on Feb 16, 2015 9:00:00 AM

Q: I want to switch my customers to a fixed price plan, but I'm not sure where to get started. They’re all used to paying per gigabyte, so I'm afraid they won't want to change. How should I set up the new pricing? When should I break the news, and what should I say? 

Be patient, and don’t rush the change. Customers get comfortable with the way things are, so it can take a little handholding to get them to embrace a new approach. You also shouldn’t feel like you have to switch every customer over to a different plan all at once. Take your time and plan out how and when you’ll approach each of your customers.

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Topics: Selling Cloud Backup, Customer Management, Ask Intronis

Identifying the right cloud application sales moment

Posted by Mike Vizard on Feb 2, 2015 4:35:00 PM

As much as IT service providers would prefer to have business just magically occur, more often than not new business opportunities are created by a specific business or IT event. When it comes to cloud computing, the challenge is identifying the types of events that are most likely to drive customers to embrace the cloud.

Speaking at a recent Oracle CloudWorld event in New York, Mike Brown, principal at Deloitte Consulting, LLP, identified 12 signals that IT services firms should be looking out for when it comes to selling ERP applications in the cloud.

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Topics: Cloud Trends, Selling Cloud Backup

Ask Intronis: How to respond to a customer asking about reliability

Posted by Courtney Steinkrauss on Feb 2, 2015 9:00:00 AM

Q: I’m getting close to closing a deal with a new customer, but they’re not that comfortable with technology and seem nervous about backing things up in the cloud. They keep asking about how reliable it really is. What can I say to reassure them and make them understand I have a backup solution they can count on?

Making the switch to cloud backup and trusting a service provider to take care of it and keep their data safe can be a big leap of faith for a small business owner. Basically, they want to know that their data won’t just disappear into thin air because it’s in the cloud.

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Topics: Cloud Backup and Recovery, Selling Cloud Backup, Ask Intronis

Ask Intronis: How to make backup mandatory for my customers

Posted by Anne Campbell on Jan 19, 2015 3:59:00 PM

Ask Intronis is a weekly advice column answering common questions from MSPs and IT service providers. It covers topics ranging from pricing and selling to marketing and communications—and everything in between. Submit your questions by emailing [email protected].

Q: I know the value of including cloud backup and recovery as part of a managed service agreement, but some of my customers just don’t get it and say they’d rather skip it. Should I make it a mandatory service for all of my customers?

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Topics: Selling Cloud Backup, Ask Intronis

New e-book: Learn 4 ways fixed price will help you survive (and thrive) during the Cloud Pricing Wars

Posted by Anne Campbell on Jan 8, 2015 3:15:00 PM

As cloud giants Amazon, Google and Microsoft continue to slash prices repeatedly in the so-called Cloud Pricing Wars, MSPs and VARs are faced with the challenge of earning a profit reselling cloud services as margins potentially get thinner and thinner.

That’s where fixed-price cloud services come in. Purchasing cloud services from a vendor at a fixed price opens up new options that make it possible to resell those services profitably.

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Topics: Selling Cloud Backup, Announcements

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