BDR Questions With Datto CEO Austin McChord: 3 Quick Key Points

Businesses are unaware of the risks associated with losing data — McChord mentioned during his presentation that many managed services providers (MSPs) are unaware of how large the BDR market actually is in reality. Businesses are outsourcing their BDR because internal IT departments aren't worried about it. According to McChord, internal IT departments identify areas of focus by looking at help desk calls (basing their strategies on how many calls they receive on a particular issue). This strategy often excludes BDR because many employees are not worried about losing data until they actually lose it;

Keep your sales team motivated — Provide your sales team with incentives and allow them to make money. McChord reinforced his suggestion by revealing that a member in his sales team actually makes more money than he does. "Keep moving to stay motivated." Offer them prizes for their success; and

Datto is committed to the channel — Besides committing his company to our Datto BDR Infocenter and participating in our webcasts, McChord stressed that Datto's existance relies on the channel. In fact, 100 percent of Datto's sales are through MSPs. "We do not sell direct. Period," he said. He also added that Datto is expanding to Europe and will be shifting some operations to the continent.