What BDR Customers Are Asking IT Admins
Finding out what BDR prospects are asking IT admins ahead of time can help you when pitching your business continuity and backup and disaster recovery (BDR) solution to customers — so what are they curious about now?
To find out what BDR prospects are asking IT admins in the field, MSPmentor reached out to Karl Bickmore, a partner at Premier IT, an MSP serving the Los Angeles, Scottsdale and Sacramento areas since 2000.
Here’s are the top three most common questions BDR customers are asking MSPs.
How secure is my data? Data security is at the top of the list. “We tend to leverage the published datacenter and security polices of our BDR vendor,” he says. “That usually creates a very professional impression.” He also points out how his provider only has data centers based in the United States and covers the benfits of encryption.
Why should I pay more for a BDR solution? “We respond to questions in this area by pointing out the RTO benefits, but really the managed services and monitoring we wrap around the product,” Bickmore says. “We also point out that the monthly is only a portion for backup and the other three components of the monthly fee are the warranty, manufacturer device support, and our solution management.”
Is this the right solution for my environment? Take a look into a prospect’s environment before promising them the world. Evaluate an environment first to validate your solution. “Prospect always want to know that the solution really is the right one for them,” he says. “Meaning, they are concerned that we are making assumptions about their environment and just trying to fit in our favorite solution without it being personalized to them.”
Bickmore’s company, formerly known as CCNS Consulting, has rebranded itself to better represent its approach to the market, he says.
“We had been operating in California as Premier IT for a long time, but in Arizona I have been continuing to operate under the original name I started in here,” Bickmore says. “We decided to put all our locations under one name.”
Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above — or if you just want to say hello.
