Running a small business is hard work and, most times, very chaotic. From overseeing daily operations to building marketing plans and forging new partnerships, a small-business owner has lots of things to worry about. Backup shouldn’t be one of them.

April 11, 2016

4 Min Read
Five Ways to Sell More Cloud Backup Software to Small-Business Clients

By Carbonite Guest Blog

Running a small business is hard work and, most times, very chaotic. From overseeing daily operations to building marketing plans and forging new partnerships, a small-business owner has lots of things to worry about. Backup shouldn’t be one of them.

That’s why small businesses need automatic cloud backup software. But not all small businesses are aware of the benefits of cloud backup. It’s up to IT service and solutions providers like you to show them the light. With that in mind, here are some great talking points and tactics that are sure to help you increase sales of cloud backup software to small-business clients:

1. Explain that cloud backup is the best protection against ransomware.
Cloud backup software provides the ultimate protection against ransomware and other forms of malware. That’s a great selling point that’s worth mentioning to small-business customers. Ransomware encrypts important digital files and threatens to render them inaccessible unless a hefty ransom is paid. But with the right cloud backup solution, there’s no need to pay the ransom.

Just ask Adam Stroud, the Information and Technology Support Director at Sleep & Wellness Medical Associates in Hamilton, N.J. When a slow-moving ransomware virus infected some of the IT systems at the medical practice, Stroud fought back by deleting all of the infected files and restoring clean versions from Carbonite’s cloud backup service. The whole process was quick and painless. “I’m glad Carbonite was there,” he said.

2. Talk about the benefits of automatic cloud backup.
Lots of small businesses–especially very small businesses–are still manually backing up their computers to external hard drives. This is an OK  layer of defense, but it’s not enough. External hard drives do not protect your clients’ data from theft, computer viruses, fires, floods and other disasters. And it’s very easy to forget to do a manual backup.

The best protection is a backup system that works automatically in the background without you or your clients having to worry about it. And, by backing up to the cloud, your clients’ data will be accessible no matter what happens.

Sandler Dickson, a longtime real estate agent from Tallahassee, Fla., is very happy with Carbonite cloud backup because it continuously backs up his computer. He doesn’t even have to think about it. “Once you set up your backup, you don’t have to be concerned,” he said. “You know it’s going to be there.”

3. Explain how right backup solution supports HIPAA compliance.
Do you have clients in the medical, dental or insurance industries? If yes, you can bet that they’re concerned about complying with the Health Insurance Portability and Accountability Act (HIPAA). But be careful, because not all cloud backup providers support HIPAA compliance. Carbonite business solutions support HIPAA regulations, and Carbonite can provide a Business Associate Agreement to users who are subject to the federal law.

“Backing up your data in a safe, HIPAA-controlled environment is crucial,” said Dr. Peter Dana of Watertown Dental in Watertown, Mass. “That’s one of the reasons why I use Carbonite.”

4. Make sure you’re offering powerful backup at a great price.
Carbonite is committed to helping its partners and their clients do more for less. Carbonite Partners can set up their clients with powerful cloud or hybrid backup options that won’t break the bank.

“You can’t put a price on having your files backed up properly,” said Michael Mercurio, Vice President of Falcon Construction in Boston. But Mercurio appreciates the budget-friendly cost of Carbonite. “There are so many benefits to Carbonite. Honestly, we rely on it every day.”

5. Partner with a cloud backup provider that offers top-notch support.
Every Carbonite Partner gets a dedicated and highly trained Channel Account Manager. The account manager’s job is to support partners by providing helpful marketing materials and answers to any questions related to subscription pricing, product bundling, special promotions and more. Partners also have easy access to Carbonite’s award-winning, U.S.-based technical support team, which is available seven days per week.

ZebraHost, a Carbonite Partner based in Des Moines, Iowa, is very happy with the support it receives from Carbonite.

“ZebraHost is based on support. We’ve had many different software companies approach us about becoming a partner, but they weren’t very support-focused,” said Bryan Manning, Sales and Business Development Manager at ZebraHost. “Carbonite has given us more of a personal relationship from day one and that matches our culture.”

Jessica Couto is Vice President of U.S. Channel Sales & Marketing at Carbonite, a provider of cloud and hybrid backup and disaster recovery solutions for small-to-midsize businesses. Learn about the benefits of partnering with Carbonite and apply to become a Carbonite Partner today.

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