Selling Business Continuity: 5 Fundamentals of Managed Disaster Recovery

Selling Business Continuity: 5 Fundamentals of Managed Disaster Recovery

April 28

Lots of companies are “slipping” (as the kids say) in the disaster recovery department. Either they’re lacking a strategy altogether, or missing the key ingredients needed to precisely execute it. The number of organizations that are vulnerable to downtime they didn’t plan on has created a golden opportunity for capable IT companies. In order to carve out a comfortable spot in this burgeoning niche, IT vendors must honor five basic principles.

1. White Glove Service

In a managed arrangement, the service provider takes care of everything. They design the disaster recovery plan from top to bottom, handle implementation, schedule backups, guide testing – the whole nine. The vendor shoulders all the burden in their mission to improve disaster preparedness and strengthen business resiliency. In doing so, they free up precious time their clients can devote to less laborious objectives.

2. Hassle-Free Deployment

If I had to guess why so many companies slack on disaster recovery I’d probably point to complexity. Planning, implementing, and managing this sort of project in a traditional IT environment is often an irksome undertaking that requires an investment in money, staff, and time some organizations just don’t have to spare. A managed solution strives to make getting up and running with disaster recovery quick and painless. As a provider, you must keep ongoing management simple with automated processes that streamline the recovery of data and applications when disaster strikes.

3. Client Access and Control

Managed disaster recovery is the ultimate balancing act. It’s an MSP’s duty to provide a fully managed service while giving the client some control over their disaster recovery operation. The client may need access to tools that let them easily test their own DR plan, recover files and folders, or even get their systems back up and running. Despite having the white glove treatment, they still might need the ability and the know-how to perform some basic recovery options– particularly if time is a serious factor.

4. Smooth Integration With Existing Infrastructure

When it comes to managed DR, empowering the client means arming them with the proper tools. Even though they’re shouldering the burden, MSPs must supply organizations with tools that allow them to simplify the management aspects they do have their hands on. These tools should allow for the seamless consolidation of the company’s existing IT environment – preferably while integrating with the tools, processes, and personnel they already have in place.

5. Cost Efficiency

Alleviating the burden of DR management works out to a nice recurring payday. Still, the solution should be priced within the reach of its target market. The vendor is selling a solution that prevents the client from feeling like they can’t afford the infrastructure to preserve their business continuity. One way MSPs can keep managed disaster recovery both lucrative and affordable for the customer is through cloud computing. Thanks to the cloud, companies can scale up when additional resources are needed, and back down once they restore to their original site – all while only paying for what they used.

DRaaS, the fastest growing segment of the disaster recovery market, is on pace to reach a cool $5.7 billion by 2018, according to MarketsandMarkets. That news should be plenty of encouragement for IT providers looking for profitable trends to add to their roster of managed service offerings. If you’re looking to get into selling DRaaS, we have a great guide available here.

Photo Credit: Dricker94 via Flickr