Why MSPs Should Leverage BDR to Win New Customers
To acquire new customers this holiday season, managed services providers (MSPs) may want to take a look at data backup and disaster recovery (BDR) as customer acquisition strategy for the small and medium-sized business (SMB) market.
MSPmentor spoke briefly with TUC Managed IT Solutions President and CEO Mark Scott today to discuss how much an MSP should focus on BDR in its overall strategy. His response was simple: It depends.
“The amount an MSP focuses on BDR depends on the market they are targeting and whether they are hunting (new) prospects or farming (existing) customers,” he said.
Scott noted that TUC has found BDR to be a “very effective new customer acquisition strategy” and suggested that MSPs should follow this approach for the following reasons:
- It’s tangible.
- Easy for the customer to understand.
- Information security and data protection is a need to have vs. nice to have.
He said added that this strategy works for TUC because the company has focused its effort on BDR through certifications, training, etc.
Scott spoke with MSPmentor last month on why MSPs should also focus on protecting data from human error, not just natural disasters.
