One of the best ways to introduce your MSP customers to the cloud is to implement cloud-based backup or disaster recovery infrastructure. As we have previously explained here on the blog, DR is an easy first step into the cloud and can in fact be used to migrate entire applications to cloud as the primary infrastructure.
Disaster Recovery as a Service is a solid avenue to add recurring revenue to your bottom line, then, and it also provides peace of mind for your customers, as they know their data and systems will be accessible even if their primary servers go down.
The first step to selling a disaster recovery plan is the discovery step. Use these twelve questions to learn the needs of your customers and what kind of service level they will need for their DR.
You should start by probing any current backup and/or disaster recovery plans, as well as the customer’s general attitude and expectations around DR. This can help you determine if they are a good fit or if they may be a difficult customer at a later date. It can also help you demonstrate expertise as you describe how they might be able to improve.
The key questions you should ask DRaaS providers in order to appropriately assess the services provided.
If you don’t already know much about this customer’s infrastructure, you’ll want to dig in and learn about what kind of data they are handling, what kind of applications they are using, the operating systems and virtualization platform underneath it, and any compliance mandates or other security considerations.
These questions give you a strong baseline to take to your technical team or to your service provider partner to develop a custom quote around disaster recovery for an SMB or midsize business. The key is to spark a dialogue, not just launch through your pitch deck and scare them into a solution that may be expensive and ineffective.
While DR is a great first step into the cloud, it can scare customers away from other cloud services if the value is not demonstrated. Just don’t go so far as to pull the plug on your customer’s server rack, forcing a failover.