Your business could use some additional revenue, and your clients could use some additional protection. It’s a vicious circle that only you can break. You already back up a good portion of their data, applications and systems, so what’s wrong with what you’re doing today? Is there really more to offer?
In this 8-part series, I’ll focus on 8 ways you can increase revenue, provide better service, establish more protection for your clients, and improve your ability to recover their business.
To get started, we need to define what’s wrong with your business so we can get to a place where we can fix it.
The first step is always coming to the realization that there is even a problem to begin with. In this case, it’s your lack of properly protecting your client and, simultaneously, keeping your own business from receiving the revenues it should be.
Sure, you go through the normal steps to backup servers, databases, directory services, etc., but there is so much more you could be doing.
Today, you simply backup a select number of systems, protecting the changes made today to those systems, and you probably already have a Service Level Agreement (SLA) or equivalent in place. So, what simple change can you make to provide better protection to your client’s business and bring you more revenues?
The first step in this program is to change what and how you backup and recover, by redefining what’s important to your client at a much more granular level. Your current level is sort of a flat, ”one-size-fits-all” kind of backup and recovery service. But I’m talking about taking it to the next level by introducing another tier of recovery service.
This new tier of service is based on establishing recovery time objectives (RTOs) and recovery point objectives (RPOs) for each critical application or data set. You’d need to have a discussion on a per system or application basis and decide, for example, that your Exchange server needs to be recovered to no more than an hour ago (the RPO) and the recovery process needs to take no more than 2 hours (the RTO).
Doing this for each critical data set, application, or system is not only going to better define what’s important to your client and strengthen your relationship with them, but it also provides you with a framework around which your backups will need to be redefined – you’re going to need to rethink how often backups need to be done, consider whether you need a new backup solution to meet the need, and how you are going to be able to meet the RPO/RTO combinations defined.
This simple first step will allow you to provide better service on a per backup set basis, while increasing backup space needed (resulting in more recurring revenue), and allowing for faster client business continuity.
As you go through this process, some definitions will be seemingly impossible (e.g. an RPO of 5 minutes ago and an RTO of 5 minutes from now), but, as you’ll see over the next 7 blogs in this 8-part series, there are some great recovery steps you can take that will make even the most challenging recovery demands possible.
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