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How Managed Service Providers can sell disaster recovery services

How Managed Service Providers can sell disaster recovery services

Disaster recovery is most often seen as a “nice to have” service instead of a “must-have” service by most organizations still today. You may hear many reasons why disaster recovery is not on their radar. But the truth is far from whatever their reasons are.

reality of data breaches

Reality of cyberattacks on businesses 

Small and Medium Businesses(SMBs) usually seem satisfied with their minimal data backup. However, that is not enough. Managed Service Providers (MSPs) need to make their SMB clients understand that disaster recovery is an extra step to make the SMB applications up and running quickly after an outage has occurred.

Making clients aware of the need for disaster recovery is a challenge for MSPs and they can overcome it by making clients realize the value of their data, systems, and applications. For disaster recovery to work, there must be a platform that

  • includes latest copies of the organization’s data
  • has processing capabilities
  • delivers automated availability of most critical data, systems, and applications of the organization

MSPs can sell Disaster Recovery as a Service (DRaaS) to any business as anyone can fall prey to disasters. Industries that rely on mission-critical applications, data and regulatory compliance can be a good target market to implement a disaster recovery program.

Why organizations should invest in disaster recovery

Most organizations think that they will not encounter cyberattacks ever. MSPs need to dispel this false belief of their clients.  The focus should not be whether any outage will occur or not. Instead, be ready with disaster recovery solutions when an outage occurs.

Organizations should invest in disaster recovery because that will:

  • Minimize the impact of any disaster if occurred
  • Promote continuous employee productivity
  • Increase cost-effectiveness
  • Meet compliance and regulatory requests
  • Instant recovery
  • Reduce the operation downtime
  • Reduce financial losses
  • Lower liability obligations
  • Minimize the risk of negative exposure
  • Facilitate crisis management

MSPs should describe the different threats that can lead to outages. By explaining the internal and external threats, MSPs will be able to sell disaster recovery services to their clients.

Threats leading to outages

Threats leading to outages 

How MSPs can make revenue from DRaaS

MSPs can easily sell disaster recovery services to their existing clients.

  • DRaaS is cost-efficient and can be started immediately without having to add, learn, or manage another platform.
  • It will strengthen client relationships and increase client retention. It will give MSPs a better competitive positioning along with increased revenue.
  • Project disaster recovery as a must-have for organizations by quantifying the cost of disaster recovery against the costs of the inability to continue with daily business operations.MSPs can sell cloud disaster recovery solutions owing to the ease of use, agility, rapid recovery features of cloud computing. This will eliminate the need for additional data center or machines.
  • Another key advantage of cloud DR is that most of the expenditure is considered as operating expenses than capital expenses.

MSPs can generate additional revenue by offering additional managed services with disaster recovery like employee disaster preparation, workflow process mapping (pre, during and post), documentation. training, maintenance and upgrades, testing, reporting, audit support, and off-site desktop, call center, and emergency command center.

Image and source credits: Acronis

Also read: Managed services move towards digital transformation : State of managed services 2022 Report

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