BCDR Sales Strategies for Managed Service Providers

This guide presents ten proven strategies for managed service providers (MSPs) to effectively sell business continuity and disaster recovery (BCDR) solutions to clients. It begins by emphasizing the importance of addressing the potential risks associated with system downtime, urging MSPs to frame discussions around the impact of downtime rather than technical specifications. The document outlines various tips, including using a Downtime Cost Calculator to illustrate financial losses due to downtime, and positioning BCDR as essential insurance rather than just infrastructure. It also highlights the significance of compliance with regulations such as HIPAA and GDPR, detailing potential penalties for data loss. Additionally, the guide suggests using visuals to simplify complex information and enhance client understanding. The final recommendations encourage MSPs to incorporate BCDR into their standard offerings and share real testimonials to build trust. Overall, the guide aims to equip MSPs with the tools necessary to effectively communicate the value of BCDR solutions to their clients.