{"id":5510,"date":"2019-03-29T19:30:26","date_gmt":"2019-03-29T19:30:26","guid":{"rendered":"https:\/\/www.n-able.com\/?p=5510"},"modified":"2021-04-06T19:40:24","modified_gmt":"2021-04-06T18:40:24","slug":"how-sell-backup-3-easy-steps","status":"publish","type":"post","link":"https:\/\/www.n-able.com\/es\/blog\/how-sell-backup-3-easy-steps","title":{"rendered":"How to Sell Backup in 3 Easy Steps"},"content":{"rendered":"

In the midst of the digital transformation of businesses from \u201cbrick and mortar\u201d to online just-about-anything-as-a-service, even the smallest of customers are quickly coming to the realization that they can\u2019t afford downtime, and therefore require backups. Enter the managed service provider (MSP)\u2014the trusted advisor who can help companies choose the stuff that needs backing up, back it up on-premises and\/or to the cloud, and recover it when needed.<\/p>\n

Selling Backup Isn\u2019t That Easy in the First Place<\/h3>\n

Sure, you see the value of the offering, but the customer may not. The pricing, selection of systems protected, recovery options, etc. can all cause a customer to become confused on what they\u2019re getting for their precious budget, eroding their confidence in your ability to properly protect their environment. What you need is a foolproof way of selling backup that gives the customer confidence their data is protected and can be recovered\u2014all for a reasonable cost.<\/p>\n

So, What\u2019s the Easiest Way to Sell Backup? Here Are Some Tips<\/h3>\n

I\u2019m going to cover three simple steps for you to follow\u2014some are easy and some require a bit of work. But in the end, you\u2019ll have a better game plan on exactly how you\u2019re going to get your customers to purchase backup from you.<\/p>\n

\"BusinessValue.jpg\"Step 1:\u00a0 Understand You\u2019re Not Selling Backup<\/strong><\/p>\n

Wait\u2026 What? No customer cares about having duplicate copies of their data somewhere else. They don\u2019t even care how fast the data transfer rate from a cloud-based backup is during a recovery event. What they do care about is their business staying operational. When you think about what it is you\u2019re really selling, it should become clear it\u2019s continuity, availability, uptime, and undisrupted revenue.\u00a0That\u2019s\u00a0<\/i>what you\u2019re selling.<\/p>\n

Step 2: Define the Service, Scope, SLA, and Pricing<\/strong><\/p>\n

This is a MUCH longer topic than this blog allows for\u2014pricing alone could span a series of blogs, so I need to be succinct and try to provide some high-level direction. Here\u2019s the rub: if you get any of these three parts to your offering wrong, causing the customer to become either confused or uncomfortable, they\u2019re out and you lose.\u00a0\"defineservice.jpg\"<\/p>\n

It\u2019s important to carefully define a simple offering that spells out what will be protected (data, systems, applications), how often, how quickly it will be recovered, and what it will cost.\u00a0 Pricing needs to be equally simple, demonstrating value. Some MSPs focus on per-GB-type pricing that is irrespective of the number of endpoints being protected. Others construct value-based offerings that align with system and applications tiers of criticality and price them accordingly. For example, a\u00a0server backup<\/a>\u00a0offering might include one frequency of backup, recovery SLA, and quarterly recovery testing; whereas a workstation backup may have a far less frequent backup schedule and a recovery time well beyond that of the servers.<\/p>\n

When you define the service, scope, SLA, and pricing, you\u2019re doing much more than just building out a service, you\u2019re creating something that should communicate to the customer \u201cI understand what\u2019s needed to keep your business operational.\u201d This will also establish your credibility.<\/p>\n

Step 3: Don\u2019t Sell it at All<\/strong><\/p>\n

Backup can easily be seen as an element customers may or may not truly need. As you begin to think about how you want to present this to your customers, it\u2019s definitely not a \u201cwant to back up your workstations?\u201d conversation. Instead, it\u2019s a \u201cwhat kind of impact would four hours of downtime cost your business?\u201d conversation. Let them do most of the talking about what\u2019s important to them about their business being available, and then tell them how you can meet the need.<\/p>\n

Put backups into business terms, focusing the discussion around your customers\u2019 ability to keep their business running, no matter what disaster comes their way. In many ways, the details of how and when you back up may be very much irrelevant to your customer. Provide as much technical detail as they ask to know, but definitely don\u2019t sell this as a backup service; instead, sell the end result of your customer being fully operational.<\/p>\n

As Easy as 1, 2, 3<\/h3>\n

While there\u2019s a bit more work than what can be considered \u201ceasy,\u201d adding a service\u2014any<\/em>\u00a0<\/i>service\u2014can be as simple as the three steps outlined in this blog. Focus not on the service you\u2019re providing, but the value it brings to the customer. Concentrate your efforts on keeping your offering simple and easy to comprehend for a nontechnical audience. And, finally, use a discussion around the business impact the absence of the service may have and work backwards to your offering. \u00a0\"easyas123.jpg\"<\/p>\n

Nick Cavalancia has over 20 years of enterprise IT experience and is an accomplished executive, consultant, trainer, speaker, and columnist. He has authored, co-authored, and contributed to over a dozen books on Windows\u00ae<\/sup>, Active Directory\u00ae<\/sup>, Exchange\u2122<\/sup>, and other Microsoft\u00ae<\/sup>\u00a0technologies. Nick has also held executive positions at ScriptLogic\u00ae<\/sup>, SpectorSoft\u00ae<\/sup>,\u00a0and Netwrix\u00ae<\/sup>\u00a0and now focuses on the evangelism of technology solutions.<\/em><\/p>\n

Follow Nick on Twitter\u00ae<\/sup>\u00a0at\u00a0@nickcavalancia<\/a><\/em><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Modern businesses cannot tolerate downtime, which means MSPs have an opportunity to sell their backup services if they can get their offer right.<\/p>\n","protected":false},"author":25,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-5510","post","type-post","status-publish","format-standard","hentry","topic-backup-disaster-recovery"],"acf":[],"yoast_head":"\nHow to Sell Backup in 3 Easy Steps - N-able<\/title>\n<meta name=\"description\" content=\"Modern businesses cannot tolerate downtime, which means MSPs have an opportunity to sell their backup services if they can get their offer right.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.n-able.com\/es\/blog\/how-sell-backup-3-easy-steps\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Sell Backup in 3 Easy Steps - 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