7 Tips for Selling BDR Services to Your Customers
Here are seven tips to help managed service providers sell BDR services to their customers.
![7 Tips for Selling BDR Services to Your Customers 7 Tips for Selling BDR Services to Your Customers](https://eu-images.contentstack.com/v3/assets/blt10e444bce2d36aa8/blta987a3eece6f6ec3/65246b5c54b4aae88e03c17f/Backup_and_Disaster_Recovery_0.jpg?width=700&auto=webp&quality=80&disable=upscale)
Ready to provide backup and disaster recovery (BDR) services to your customers? Here are seven tips to help managed service providers sell BDR services.
Rome wasn't built in a day, and for an MSP, it is important to start small when it comes to delivering BDR services. Launching one or two BDR offerings initially enables an MSP to focus on specific customer segments and gain BDR experience. In addition, starting small allows an MSP to build its BDR reputation.
Do your customers understand your BDR services? Branding your BDR services properly is essential. An MSP that ensures its BDR offerings feature proper names that make it easy for users to identify its brand and unique value proposition can improve its chance of making a positive first impression with customers.
Establishing sales objectives allows an MSP to determine the best course of action to deliver effective BDR services. Metrics such as leads and sales conversions provide an MSP with actionable data it can use to meet its customers' needs, and ultimately, become a successful BDR services provider.
BDR performance is a contractual requirement for many businesses. An MSP should create proper service level agreements (SLAs) that list the terms under which it guarantees the restoration of data, applications and processes in the event of disruptions. These agreements should include recovery point objectives (RPOs), recovery time objectives (RTOs) and recovery granularity objectives (RGOs).
A business impact assessment (BIA) provides significant value because it enables a company to analyze its mission-critical functions as well as how the loss of these functions would impact its operations. MSPs that work with customers to develop BIAs that include areas of primary business concern and the order in which systems will be restored can help a customer evaluate its BDR needs.
Businesses typically want to learn about the value and return on investment (ROI) of an MSP's offerings. And an MSP that highlights its BDR experience, technical expertise and how it fulfills its customers' BDR needs can help a customer better understand the value of its BDR offerings.
Are customers satisfied with your BDR services? An MSP should always look to improve its BDR offerings. Collecting customer feedback via surveys and other market research empowers an MSP to enhance its BDR services regularly.
Are customers satisfied with your BDR services? An MSP should always look to improve its BDR offerings. Collecting customer feedback via surveys and other market research empowers an MSP to enhance its BDR services regularly.
What are your thoughts on the BDR services market? Share your thoughts about this story in the Comments section below, via Twitter @dkobialka or email me at [email protected].
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