How to Sell BDR to a Molecular Diagnostics Company

Managed service providers (MSPs) can take the guesswork out of backup and disaster recovery (BDR) for businesses in a variety of industries, including the molecular diagnostics segment.

Molecular diagnostics are frequently used to diagnose and monitor disease, detect risk and determine which therapies will work best for individual patients, according to Medical Laboratory Observer.

Recent data indicates the molecular diagnostics market is expected to expand over the next few years, which could create growth opportunities for MSPs.

MarketsandMarkets estimated the global molecular diagnostics market could be worth roughly $7.96 billion by 2018.

The market research firm also said it expects this segment to expand at a compound annual growth rate (CAGR) of 9.7 percent between 2013 and 2018.

Downtime is not an option for molecular diagnostics companies

GRIP I.T., a Richmond Hill, Ontario-based IT services provider and a Datto partner, recently illustrated the value of offering BDR solutions to a molecular diagnostics company.

Downtime was not an option for this molecular diagnostics company. GRIP I.T.’s customer specialized in the development and application of functional genomics, and as a result, its data was often irreplaceable.

The molecular diagnostics company previously had used two tape libraries to perform daily and weekly backups on data, but its backup processes proved to be too costly and time-consuming.

Company officials were looking for a robust, easy-to-use BDR solution to replace their tape libraries and told GRIP I.T. that they wanted “a BDR solution that is less complicated, more cost-effective and efficient and with minimal risks.”

GRIP I.T. recommended a BDR solution that could help this molecular diagnostics company secure its data, maintain its operations and provide business continuity.

The BDR solution helped GRIP I.T.’s molecular diagnostics customer nearly eliminate backup time altogether and lower its operating costs by 60 percent.

What can MSPs learn from GRIP I.T.’s venture into the molecular diagnostics market?

MSPs can offer enterprise business continuity solutions that are available in both physical and virtual platforms for businesses of every size, and by doing so, these service providers can sell BDR solutions to companies in the molecular diagnostics segment and other rapidly growing markets.

Share your thoughts about this story in the Comments section below, via Twitter @dkobialka or email me at [email protected].