How to ease SMB data management fears

Posted by Manny Veiga on Aug 11, 2014 11:57:00 AM

What keeps your clients up at night?

A recent survey touched on the data security risks that IT managers fear most, finding that a big point of concern for many businesses is that they don't know where their data is being stored.

That's a key pain point that you could use to frame the conversations you have with prospective clients around data protection.

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Topics: Selling Cloud Backup

4 Steps to Business Continuity and Disaster Recovery Sales Success

Posted by Manny Veiga on Jul 30, 2014 11:18:00 AM

In our 2013 State of Cloud Backup study, we found that 56 percent of IT services providers say backup and recovery is their best-selling service offering.

But considering that a significant percentage of partners sell business continuity and disaster recovery reactively rather than proactively, it's clear many IT providers need to re-think their approach so they can experience more success selling backup.

A new Intronis-sponsored whitepaper seeks to help partners make the most of the emerging backup and recovery opportunity. In "Your Business Continuity and Disaster Recovery (BCDR) Engagement Game Plan," the experts at The 2112 Group examine the findings of our cloud backup study and offers four steps you can follow to build a profitable BCDR offering also delivers customer satisfaction.

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Topics: Selling Cloud Backup

Why it pays to make cloud backup a core service offering

Posted by Intronis Staff on Nov 26, 2013 11:10:00 AM

As MSPs gear up for 2014, they need to prepare for a shifting IT landscape, driven by a larger, better-educated cohort of buyers. However, our recently released study, "2013 State of Cloud Backup," reveals that one of the challenges in selling cloud backup is MSPs' penchant for selling "after the fact" - when a breach or disaster has already occurred, rather than proactively reaching out to clients to prevent such incidents in the first place.

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Topics: Selling Cloud Backup

VIDEO: Larry M. Walsh and Neal Bradbury on the State of Cloud Backup

Posted by Manny Veiga on Nov 21, 2013 3:30:00 PM

We recently announced the 2013 State of Cloud Backup Study, and last week’s IT Nation 2013 was a great opportunity to unveil the study’s results and get some insight from one of the analysts who helped put it together.

Larry M. Walsh, President and CEO of The 2112 Group, spoke to our own Neal Bradbury about the survey’s findings in an interview for IntronisTV, which was filmed live on the tradeshow floor in Orlando. The 2112 Group and Business Solutions Magazine provided research and analysis support for the study and Larry’s conversation with Neal reveals some of the key findings of the report.

As Larry explains, the study showed some of the strengths and weaknesses of IT managed services providers selling cloud backup in today’s market. One of those findings was that while there’s a large demand for cloud backup, and plenty of success to be enjoyed by those who sell it as a core service, not every MSP is proactively selling cloud backup.

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Topics: Selling Cloud Backup

How selling cloud backup helps MSPs overcome declining hardware sales

Posted by Intronis Staff on Sep 26, 2013 11:10:00 AM

MSPs and VARs are facing a rapidly changing marketplace, with new and fluctuating demands that require them to diversify to include key services like cloud backup and business continuity.

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Topics: Selling Cloud Backup

3 tips to ensure your cloud backup offering is ready for prime time

Posted by Intronis Staff on Sep 23, 2013 11:10:00 AM

Increasing business demand is driving cloud investments ever higher due to the technology's ability to cut data storage costs and streamline operations.

In fact, recent research from IDG found that nearly 90 percent of IT professionals and executives either consider cloud computing to be critical to growth or are investigating how it could benefit them. And as this channel gains momentum, more solution providers are moving into the cloud.

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Topics: Selling Cloud Backup

From the chief: One big tip for selling cloud backup (VIDEO)

Posted by Manny Veiga on Sep 4, 2013 3:35:00 PM

When it comes to selling cloud backup, there is no silver bullet. But as Intronis CEO Rick Faulk has learned, there is one way to dramatically improve your chances of IT channel sales success. 

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Topics: Selling Cloud Backup

MSP insights: Cloud backup enables a mutually beneficial partnership

Posted by Manny Veiga on Jul 1, 2013 11:50:00 AM

Why do MSPs and their clients enjoy the IT managed services model? Because both parties are getting something they want.

In a blog post last week, we discussed the significant market opportunity available to solution providers that become managed services providers. A new Intronis-sponsored whitepaper, called “Turn Your MSP Strategy on its Head,” cited Gartner research that said companies spent $864 billion on IT services last year.

To get a larger piece of that pie, solution providers need to do a better job leveraging the inherent “stickiness” of managed services, the paper argues. The service model is mutually beneficial - clients enjoy its focus, transparency, and fixed costs, while MSPs enjoy the ability to develop long-term partnerships with ongoing benefits.

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Topics: Selling Cloud Backup

Overcome the on-premises vs. off-premises data backup mindset

Posted by Matt Kowalski on Mar 25, 2013 1:00:00 PM

By Matt Kowalski, Senior Product Manager

If you’ve been selling data backup solutions and services for any length of time, you know that more than a few customers view backups as an “either-or” option. Either they choose to back up their data on-site, or they choose to back it up off-site. Let’s consider for a moment the benefits of each. 

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Topics: Selling Cloud Backup

Moving on up: Will your cloud backup solution fit larger SMBs?

Posted by Manny Veiga on Mar 21, 2013 11:30:00 AM

Knowing your customer is the key to success in any industry, and it’s no different for MSPs offering cloud backup solutions.

As Intronis business consultant George Crump writes in a recent guest blog post for The VAR Guy, extending cloud services upmarket from small businesses to medium and larger organizations is a challenge if MSPs don’t know what these new customers want.

George, who is also Lead Analyst for Storage Switzerland, lays out midmarket customers’ expectations with regards to platforms, applications, storage flexibility and performance management.  He touches on the importance of VMware support, data protection for back-office applications, the ability for businesses to select their own local storage options and software capabilities that help manage the backup’s performance.

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Topics: Selling Cloud Backup

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