The ultimate guide to selling Disaster-Recovery-as-a-Service

09 May 18

Much like insurance, disaster recovery is a solution businesses know they should get, but don’t feel the urgency until they regret not having it.

This puts managed service providers (MSPs) with disaster recovery products in a position where they need to convince businesses of the value of availability and zero downtime, rather than the value of having the product.

MSPs need to focus on the value they’re bringing to the customer instead of the service, and make sure they put it in simple terms with an obvious business case that a non-technical audience can understand.

The key is being able to steer the discussion towards the business impact the lack of the service may have and work backwards to the offering.

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