Are you looking to put another present under your own tree? As a reseller or IT consultant, I’m always looking for more ways I can connect with my customers and provide an additional service that both parties can profit from. Managed services, and in particular, online backup have become a rapidly growing segment of my business for the last five years now. The best thing about selling backup is the fact that it is something that all of my customer need. The biggest hurdle is making the customer take the leap from a conventional backup solution to a managed, online service. Here are some of the selling points I use to make it a win-win scenario.
Deployment Cost of Online Backup
Initial deployment cost for an online backup solution versus regular tape backup is significantly lower. As new servers and equipment are purchased, we forgo the high cost of tape drive libraries and media, opting for a monthly recurring online backup service fee.
Ongoing Total Cost of Ownership in Online Backup
Total Cost of Ownership (TCO) is something near and dear to the hearts of small business owners. If you can present a lower TCO with some solid numbers, the sale practically makes itself. Online backup solutions have a relatively stable recurring cost, varying only slightly as the years pass. Traditional tape backup solutions require not only the initial investment, but the continual reinvestment of additional hardware (media) over the course of the implementation period. When I have customers tell me they haven’t had to purchase new tapes for years, I offer them a free test-restore of their backup. Most quickly learn that just the backup job succeeding does not always go hand-in-hand with a successful restore.
Someone has to swap those tapes. Day in and day out, the tape drive needs to be reloaded, the logs need to be checked, and the data needs to be rotated to an offsite location for safekeeping. Online backup eliminates two of those three costs of administrative overhead (labor). Even the remaining factor, reviewing the logs, becomes simpler with online backup. With a quick review of the daily log email, administrators only have to go as far as the ‘backup successful’ subject line.
Do yourself a favor this holiday season. If you’re not already selling managed services, take some down time and look into it. The best way to get started is online backup. With fully branded software, you can own your own backup business, and use the good name you have built with your customers to help them transition to the cloud.
— The Backup Master