When selling backup, it’s tempting to sell on technical specs. However, customers often buy for other reasons, like continuity, availability, operations, and ultimately, peace of mind. Find out more about what you’re actually selling when you sell backup services.
Once you know how to position backup services based on what customers actually buy, you should focus on figuring out how to scope your services. This video talks about determining what customers’ objectives are and what you need to provide to meet those objectives.
At a certain point in your backup sales process, you have to get down to brass tacks. This webcast provides some ideas on what to think about when defining both your SLAs and pricing—including what to protect, how often you’ll back up data, and how quickly you must recover that data.
At the end of the day, customers often don’t care about backup itself—they care about recoverability, business continuity, and operational uptime. This webcast covers these points and more, and was designed to help you sell more backup services.