Tips For Driving Disaster Recovery Sales

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+ Expand on a few key technologies you may already have in your portfolio -- including remote data replication, continuous data protection and server virtualization -- and use them as part of a complete disaster recovery offering.

+ Ask your customers if they have a disaster recovery plan. Many don't, and they will be surprised at how little they'll have to pay to get to the first stage of protection.

+ Review your customer's disaster recovery plan with them or volunteer to write a plan for them. That will give you an insight into their needs. It will also give the customer an insight into its own needs.

+ Don't ignore small businesses. They know that if they lose their servers or data, they're in trouble. Show them how disaster recovery can keep that trouble to a minimum.

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+ For customers in areas where the risk of disaster is high, get their data replicated to places where risks are low. Miami? No. Milwaukee? Yes. New York? No. Cleveland? Yes.

+ Take advantage of customers' current technology. Many companies who have downsized or merged have excess servers, storage and bandwidth that can be repositioned as part of a disaster recovery program.