7 Tips to Boost Your Cloud BDR Revenues
Want to increase your cloud backup and disaster recovery (BDR) revenues? Here are seven tips to help cloud services providers (CSPs) boost their cloud BDR profits.
![Want to increase your cloud backup and disaster recovery BDR revenues Here are seven tips to help cloud services providers Want to increase your cloud backup and disaster recovery BDR revenues Here are seven tips to help cloud services providers](https://eu-images.contentstack.com/v3/assets/blt10e444bce2d36aa8/blt843573165ee8ed32/6524697e55d368ce7e3f146a/Cloud_BDR_0.jpg?width=700&auto=webp&quality=80&disable=upscale)
Want to increase your cloud backup and disaster recovery (BDR) revenues? Here are seven tips to help cloud services providers (CSPs) boost their cloud BDR profits consistently.
Want to increase your cloud backup and disaster recovery (BDR) revenues? Here are seven tips to help cloud services providers (CSPs) boost their cloud BDR profits.
What types of businesses should consider your cloud BDR solutions? Determine your target audience to ensure you promote the right solutions to the right customers consistently. "The art of selling BDR, much like selling anything, starts with a thorough assessment of the needs of your client-base. Of course, there's no one-size fits all strategy, but you can at least get a general outline prepared if you know your target audience," continuous data protection company R1Soft wrote in a blog post.
What do your cloud BDR solutions provide that your rivals' solutions do not? Determine what makes your offerings unique and incorporate this information into your marketing strategy. This allows you to pinpoint how your cloud BDR solutions can help resolve customers' problems and highlight these details in your marketing materials.
Honesty remains the best policy, particularly when it comes to selling cloud BDR solutions. Every customer interaction should serve as an open dialogue that enables you to highlight how your company and its cloud BDR solutions can serve a customer's needs. And if you focus on solving a customer's problems, you should be able to open the lines of communication and work with a customer to ensure its cloud BDR needs are fulfilled at all times.
Tony Cheng is the president and CEO of Washington-based Netstar. Cheng said Netstar was growing at a fast clip four years ago, so fast that it seemed good to hire a director of operations. Although Cheng carefully vetted the hire, the new employee turned out to be a disaster.
Netstar fired the hire after three months but struggled to recover from his negative impact. Cheng did find a positive alternative when his employees came to him with a request. They asked if they could form a committee representing each of the departments that would oversee day-to-day operations. Thus, Netstar found a solution to its back-office concerns.
“All this time I had the talent, and all I had to do was include them in my planning and execution,” Cheng said.
Many businesses want "complete" cloud solutions that can help them in a variety of ways. Bundling your cloud BDR solutions with other offerings, meanwhile, may allow you to build your revenues and better support your customers. "Cloud or hybrid backup solutions … can be easily bundled with security software and monitoring services to create a comprehensive disaster recovery package," John Durant, director of channel sales at cloud BDR solutions provider Carbonite (CARB), told Talkin' Cloud. "The bundling possibilities are virtually endless."
Cloud BDR solutions may seem complicated at first. But after a free trial, a customer may better understand the benefits of your offerings. Provide your customers with a complimentary trial so they can sample your cloud BDR solutions before they buy them. By doing so, you'll be able to show customers how your cloud BDR solutions work, respond to any concerns or questions they may have and ensure these customers can identify the benefits of your offerings.
Are your customers ready to make hardware or software purchases? Consider offering your cloud BDR solutions to them as well. This provides you with a great opportunity to highlight your cloud BDR offerings and their benefits to customers and gain an additional recurring revenue stream. "If you have customers that are purchasing hardware or software, consider tacking on a backup solution," Durant noted. "Not only will you be fulfilling your clients' backup needs, you’ll also be ensuring a recurring revenue stream as customers renew each year."
Are your customers ready to make hardware or software purchases? Consider offering your cloud BDR solutions to them as well. This provides you with a great opportunity to highlight your cloud BDR offerings and their benefits to customers and gain an additional recurring revenue stream. "If you have customers that are purchasing hardware or software, consider tacking on a backup solution," Durant noted. "Not only will you be fulfilling your clients' backup needs, you’ll also be ensuring a recurring revenue stream as customers renew each year."
How does your business promote its cloud BDR solutions? Share your tips in the Comments section below, via Twitter @dkobialka or email me at [email protected].
About the Author(s)
You May Also Like