Closing a BDR Deal: What MSPs Should Do
Closing a data backup and disaster recovery (BDR) deal with a potential customer isn’t an easy task, but that doesn’t mean it has to be difficult ordeal for your sales team.
One way make to make things a little easier on yourself is to understand how a customer thinks about backup. What do they assume? Do they already have a backup solution? If so, how safe do they think they are from disasters?
“Like any customer, most believe once they have made an investment in a backup solution they are safe,” TUC Managed IT Solutions Technology Vice President Shann Bosnell told MSPmentor in an interview.
“Unfortunately, time and again we see customers who, while they have invested in a solution, don’t have the processes to meet their business requirements,” he said.
Before closing the deal, TUC begins speaking with customers on what they’re doing to back up data, Bosnell said. He also tries to understand their business objectives.
Moving on from there, the conversation begins to revolve around two areas: recovery time objective (RTO) and recovery point objective (RPO). “These basic conversations allow us to determine if their needs are being met and in almost every scenario it is not,” he said.
“Not only are we removing the human equation, which accounts for the majority of failures, but also allows us to dial in both the RTO and RPO to meet or exceed the company expectations,” Bosnell said.
After a while “the light comes on,” he said. TUC also brings customers to a close by walking them through the financial impact of downtime, using a downtime calculator (Can’t find one? Datto has one available for free).
“If you have done your job right, having the insurance of a functioning business continuity solution will sell itself,” he said.
He added: “Done effectively, you will more often than not walk out with a sale.”
Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above.
