Unlimited Plan Allows MSP Broader Backup, More Granular Recovery
Cascade Computers sees an uptick in BDR sales after partnering with Intronis and taking advantage of its flat-rate pricing plan (U2).
Cascade Computers made the strategic decision to transition from a break-fix, project-based business to a managed services provider (MSP) in the early 2000s. Unfortunately, the transition posed new challenges for the company, as customers balked at the prospect of paying for IT services they once enjoyed free of charge. Persistent sluggishness in the economy led Cascade co-owner Jackie Fynboh to take drastic measures in 2010, including cutting its workforce in half and taking on the growing workload herself. Downsizing meant that she and her business partner had no choice but to shoulder the burden, and 80-hour work weeks became commonplace.
An improving economy gave Fynboh a renewed opportunity to expand Cascade’s local data backup offering by adding a cloud backup and disaster recovery (BDR) solution to its service portfolio. After investigating several options, the MSP selected Intronis. “We originally purchased a big block of storage space in the Intronis cloud and sold it in pieces to our clients, which mainly comprise dentists’ practices and eye care facilities,” she says. “Our customers need to comply with HIPAA regulations, and Intronis meets these requirements by providing end-to-end data encryption.”
“The recovery capabilities of Intronis’ product were another bonus,” Fynboh adds. “With other cloud backup providers we evaluated, we learned that they fragmented customers’ backups across several servers, which greatly slowed down the recovery process. Intronis doesn’t store backups in a confusing manner, and they give us the option to overnight a hard drive containing a full backup if we need it.”
Intronis ECHOplatform + Flat-Rate Backup Plan Create Cloud BDR Momentum
Cascade’s cloud backup sales ramped steeply about a year later, after Intronis introduced its groundbreaking flat-rate pricing model. “It’s much simpler and easier to sell cloud backup now that we don’t have to help customers prioritize which data they should and shouldn’t put in the cloud,” says Fynboh. “With the U2 plan, we can back up all of their data at an affordable price.”
“After we introduced one of our clients to the new pricing model, and showed them how we could offer them more value for the same price, the client decided to back up all of its data, including its SQL database, payroll software, inventory management system, and human resources data,” she says.
Additionally, Cascade is able to provide more granular recovery times, too. “Prior to the U2 plan, we typically ran backups once or twice a day,” she says. “Now, we’re able to perform differential backups every hour, which allows them to maintain productivity during and following a recovery.
Customer’s Data Escapes Unscathed Following Home Office Fire
The MSP has also seen the practical benefits of U2 and granular recovery following a fire that consumed the home office of one of its customers. “We had all their accounting documents, QuickBooks files, and even their personal pictures and music files backed up to Intronis’ cloud, and they didn’t lose a single digital asset,” says Fynboh.
Using a flat-rate cloud BDR service also makes it easier for Cascade to determine its true costs and profitability. “Before, it was a challenge to determine these metrics because customers’ data usage was always in flux,” she says. “Now that we have that information, we realize we’ve undercharged for our services for a long time, and adjusted our prices a bit for new customers. We can easily justify this change, too, considering that we provide more granular recovery times, and we offer a solution that’s HIPAA-compliant and has already proven itself with other clients.” Fynboh says that with Intronis, their customers “now have full confidence that their data is safely protected by a reputable cloud provider, and they are in full compliance with industry regulations.”