Oct
23

Selling Disaster Recovery as a Service

Selling Disaster Recovery as a Service

October 23
By

If you’re not selling disaster recovery as a service (DRaaS), you could be missing out on a lot: more revenue, happier clients, and a better night’s sleep.

In our new Profit-Ability Guide aimed specifically at MSPs and VARs who sell backup and disaster recovery products, we walk through DRaaS from start to finish with the help of three StorageCraft partners who’ve found real success offering it. How do you get started? What hardware do you need? How do you convince your clients to pay you monthly? “Selling Disaster Recovery as a Service” answers all!

Check out the introduction below, or just download the whole book here:

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Selling Disaster Recovery as a Service

What would you do with some extra cash?

You could expand your business, maybe buy your own data center. You can put your kids through college. Maybe you could finally buy that nice [insert expensive thing] you’ve had your eye on.

Don’t feel guilty, we all want a little more cash. But how do you, as a managed service provider (MSP), ramp up your profits? Well, we’ve got a secret, an easy way to make more money and we can sum it up like this: DRaaS.

Disaster recovery as a service (or DRaaS) means simply taking care of all your client’s data protection and disaster recovery needs for a monthly fee. In other words, you put yourself in a position to really take care of your clients and if you do it right, you’ll find the extra money you’re after.

Don’t worry. DRaaS isn’t tough, but it may involve some rethinking about the services you’re probably already selling. So, what exactly are you selling?

The first thing you need to know is that DRaaS is not about selling simply backups. It’s not even just about selling a way to recover. It’s about selling a comprehensive service that solves downtime problems and saves money.

StorageCraft partner Jimmy Georgiou, president of Solution Start, an MSP out of North Carolina, is using disaster recovery solutions to provide services to his clients. For him, the idea of disaster recovery as a service isn’t so tricky. “It’s easy to talk about backup and disaster recovery with your clients when it’s in the proper format,” he says. But, you can’t just be in it for the cash: “I find that when somebody is trying to sell a product or just trying to make money, that’s when we run into problems.”

This advice might seem counterintuitive since the goal of this guide is to help you make more money, but Jimmy is right. You can’t just have profit in mind when you’re trying to sell backup and disaster recovery. There’s more to it. “This is all about showing value and minimizing risks,” says Jimmy.

Showing value and minimizing risk.

So you’re not selling products. Instead, you’re using your products to solve your customers’ problems and to keep their businesses safe (both of which are truly valuable to them).

So what about all that extra profit? If you keep them safe, and help them understand a few things about disaster recovery, the profit will come naturally. That means you’re going to have to teach them a few things.

Download the rest of the book above.