Selling Business Continuity to CFOs: Quick How-to Tips for MSPs

Selling business continuity (BC) to chief financial officers (CFOs) can be tricky for your sales teams, since CFOs are more than likely going to want to understand what they're getting with their money, instead of how your technology will benefit their business.

CJ Arlotta, Associate Editor

July 19, 2013

1 Min Read
Datto says MSPs should stick to selling BC and ROI when discussing BC with CFOs
Datto says MSPs should stick to selling BC and ROI when discussing BC with CFOs.

Selling business continuity (BC) solutions to chief financial officers (CFOs) may feel like unfamiliar territory to your sales teams that are accustomed to talking technology.

But there's no reason to panic, for BC was made to sell to CFOs, wrapping the conversation around BC and return of investment (ROI).

Disaster recovery (DR) and BC solutions vendor Datto has addressed this very topic in a blog post and said, "you talk benefits and what the service can do for the business, but you also talk money."

Datto said you should never beat around the bush when it comes to business continuity. It's the main purpose of backup services, so let them know straight out.

"Selling the CFO on business continuity by touting the money-saving capabilities of the business continuity solution can be an accomplished by showing how much money the information you handle actually costs," the company said.

Show the CFO that business continuity protects company investments, not just data, which is where ROI comes in.

"The truth is that the ROI of DR solutions cannot truly be assessed until after a disaster occurs," the company said. "Selling a CFO on backup solutions is about addressing the fact that the company cannot risk the lack of a disaster recovery solution in place."

Remind them that business continuity provides a high level of security for a businesses and that security outweighs costs.

About the Author(s)

CJ Arlotta

Associate Editor, Nine Lives Media, a division of Penton Media

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