How to Differentiate Your BDR Offering From Other MSPs'

As more MSPs implement data and backup disaster recovery (BDR) into their business models, offerings may start to look the same to customers. So how do you differentiate yourself from another MSP?

“We differentiate ourselves with our entire offering and that involves excellence in service, responsiveness and a high level of being process focused,” CCNS Consulting owner Karl Bickmore told MSPmentor.

Bickmore said having a soluton that provides you with enough confidence to go out and pitch your offering is what MSPs need to be able to sell.

“Its hard to say specifically how we differentiate on BDR alone,” he said “I can tell you that we are confident that our Datto solution is as good as any other solution if not better.”

When selling BDR to a potential customer, leveraging your solution’s support and time to recovery is where MSPs can gain a point on their competitors.

“I would say that in a selling conversation where we need to differentiate ourselves, we emphasize that our BDR backup solution is quick to recover and the support is excellent,” he said.

Another area Bickmore points out to customers is the higher level of service he can provide because he is integrating with professional services automation (PSA) solutions. In his case, he integrates his Datto solution with ConnectWise.

“A lot of IT solution providers may even be using Datto, but they have never done the work to integrate it with their ticketing system so they can’t respond predictively or as quickly when something happens,” he said.

Above all, Bickmore said it’s always important to show the value of your BDR solution “because there are a lot of jokers out there peddling far less effective backup solutions.”

Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above.