Office Technology Group
A Managed Print Specialist Finds Growth in Simplification and an MSP Cloud Backup Solution
After getting burned once, a new MSP finds a reliable cloud backup and disaster recovery solution that leads to a $200,000 virtualization upsell.
When computers and servers are working properly, any backup solution seems like it will do the job. It’s when something goes wrong that a good solution shows its true merits. Such was the case with the legacy backup product The Office Technology Group (The OTG) formerly used to back up its clients’ data.
“It was after one of our customers contacted us about a server failure and they needed us to restore their data that we discovered the problem,” says Jeff Weiss, managed services engineer at The OTG. “Their backup hadn’t been working for the previous three months, and there was never any notification letting us know that it had failed.”
After investigating new BDR (backup and disaster recovery) solutions, The OTG selected Intronis. “We were attracted to the automation features built into the Intronis ECHOplatform as well as its ability to perform local and off-site backups and to back up both physical servers and virtual machines,” says Weiss. “We also liked the Intronis ECHOshare file sync-and-share product, and that Intronis integrates with ConnectWise, allowing us to automatically manage all of our customers’ work tickets from a single portal.”
Another feature that played a key role in partnering with Intronis was its pricing plan. “Having the ability to provide unlimited local and cloud storage for a flat monthly rate was something no one else offered—especially not at that price point,” says Weiss.
Intronis BDR Sale Leads to a $200,000 Virtualization Upsell
Shortly after hearing about the Intronis pricing plan, The OTG landed its first Intronis ECHOplatform sale. “A Wisconsin school district had previously been backing up its data to external hard drives and storing the drives in a bank vault each night,” says Weiss. “Recognizing that hard drives have limited and unpredictable lifespans, the school purchased a new 2TB hard drive each month, which was expensive and difficult to manage.”
The OTG showed the school district administrator how he could improve the quality of the school’s backup system while reducing the school’s total cost of ownership. “With Intronis, all the school district’s data is securely backed up to the Intronis cloud each night with no human intervention required,” says Weiss. “All backups can be monitored by us—or the school administrator—from a single, secure portal. If a backup is missed for any reason, we are both notified via text and email.”
Once they upgraded the school district’s backup, The OTG began uploading the customer’s data to the Intronis cloud. “After initially getting the client’s data to the cloud, it took less than an hour to run the nightly differential backups,” says Weiss.
The school district had preivously only performed cloud backups, but The OTG successfully made the case for local backups—only this time with Intronis. Additionally, the MSP introduced virtualization and virtual machine (VM) backups to the client. “Next month, we’ll roll out the second phase of the backup project, which will include a SAN [storage area network] that will support on-premise backups with the same automation the customer now enjoys with its MSP cloud backup,” says Weiss.
“We’re also in the process of helping them move a large portion of their IT infrastructure to the cloud and taking full advantage of virtualization services such as VDI [virtual desktop infrastructure], which will enable the school district to stretch its IT budget. The significant lengthening of the school district’s technology lifecycle will more than compensate for the $200,000 in initial project costs,” says Weiss. “It’s nice knowing that as we add new backup layers, we don’t need to introduce new backup vendors or license costs—Intronis can do it all for a small monthly flat fee.”
Using What You Sell Gives True BDR Confidence
The OTG says it’s confident that it will be able to restore the customers’ data when the time comes. “We store 90 days’ worth of backups in the Intronis cloud,” says Weiss. “Once we get the customer upgraded to VMware VM backups, we’ll be able to perform full data restores from the cloud—and locally—in less than two hours. We have full confidence in Intronis because before selling it to our customers, we bought it for our own business use, and we know that it works.”