3. Open Your Mind to New Technologies
Many customers, especially those in the SMB space, tend to think that “modern” data protection technologies, such as snapshots, replication and true continuous data protection (CDP) solutions, are just for the enterprise. They think those solutions are either too complex or too costly to deploy in their own smaller production environments. But, that’s really not the case. So, as partners and resellers, we should be sure that our customers understand data protection technologies, as well as the ways in which they can realistically be integrated into their backup plans.
4. Devise a Tiered Recovery Strategy
The operative word here is strategy. It’s important for your customer to strategically align their backup and recovery approach for a given set of data or services with the criticality of that data and/or service to the business. There is no one-size-fits-all data protection approach that works for all data. Help your customer understand that they shouldn’t rely on tape for mission-critical data they would need to recover right away, or waste resources employing frequent snapshots and replication on data that isn’t business-critical and only has to be maintained for long-term compliance reasons. Encourage them to think about how fast they will need to recover every piece of data they’re backing up, in the event of an outage or loss. It’s called backup and recovery for a reason. In fact, it probably should be called recovery and backup, because backup is a given. Recovery is where the rubber meets the road. Your customers should plan accordingly.
5. Get Your Head in the Clouds
Even if they aren’t ready for it today, encourage your customers to at least consider how cloud backup might fit into their overall data protection strategy. Some may find the cloud to be a great replacement for traditional tape backup for long-term data retention needs. Others may consider replicating data to the cloud to facilitate disaster recovery. Cloud is a key component of the modern backup strategy, and it is only going to become more prevalent in the months and years ahead. By encouraging customers to start thinking about cloud now, you’ll help them to get a jump on truly modernizing their backup strategy.
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