1. More than one way to sell backup
First, realize there is more than one way to sell backup. You can simply take over management of whatever backup tool your customers bring to you, but this is far from ideal. Doing this can result in you having to manage 5, 10, or more different products, meaning more training and administrative time for your staff, as well as a higher likelihood of human error at recovery time. Trying to remember how to do the same tasks across a dozen different backup products adds unnecessary complexity. In addition, this option means you’re adding less value to your customer, and you’re forced to rely on whatever backup product the customer chose years ago.
A better option is to sell data protection as a service. This method puts you in control of the backup tools you use in the background, allowing you to standardize on the few products that you trust and know best. In this scenario, you are adding more value by providing recovery testing and other services, strengthening the relationship between you and your customer—not between your customer and a backup vendor.
2. Package and price your offering
Once you’ve made the mental shift to selling a service instead of a pass-through product, the question becomes one of how best to package and price it. Award-winning MSPs recommend a “few sizes fit most” approach. Rather than offering a single “all or nothing” data protection service level, or completely custom options for every customer, experts recommend packaging three levels of service. This “good, better, best” method strikes the right balance between easy manageability for you, and the right level of protection for your customers’ varying needs and budgets.
SolarWinds recently sat down with Bryan Gibson of PCnet, LLC, to discuss exactly how to make it work. To get the full story with all the winning tips and tricks, check out the on-demand webinar here: https://youtu.be/hEnVhSmm7-g.
Carrie Reber is senior product marketing manager for SolarWinds MSP.