Your BCDR Engagement Game Plan
In this in-depth industry report, The 2112 Group takes a deeper look at the data from the State of Cloud Backup survey, and teases out the disconnects keeping channel partners from leveraging backup sales to fuel their business. By fine-tuning go-to-market strategies using tactics shown in this whitepaper, partners can ensure a complete, right-sized SMB BCDR offering that maximizes profit potential and delivers superior customer service.
Focus topics in this report include:
- Developing a Game Plan
- Optimizing the BCDR Offering
- Choosing a Delivery Model
- Developing a Go-to-market Strategy
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Excerpt from the whitepaper:
Developing the Game Plan
Based on the survey results and prior research on the BCDR market opportunity for the channel, The 2112 Group recommends the following process for solution providers looking to hone backup and recovery practices, and energize BCDR sales and marketing efforts.
START WITH ASSESSMENTS
BCDR sales begin with a thorough assessment of the client’s needs and capabilities. The partner needs to know what data and which systems are most critical to the business and what kinds of continuity or recovery mechanisms are in place to safeguard the organization. The assessment phase should detail how the client has reacted to past disruptions, and how much it is able to invest in the deployment and maintenance of backup systems.
The first area to examine is the client’s internal risk management policies and standards, which are the foundation upon which all other data protection and data recovery efforts are built. This is where the trusted partner’s knowledge of client operations comes to the fore. Clients in manufacturing and retail may need BCDR plans that focus on customer and partner access and supply chain integrity, while others in tightly regulated spaces like finance, health care and government may focus on data integrity, availability and uninterrupted provisions for e-discovery.