Five tips for marketing and selling disaster recovery and business continuity solutions
March 1st, 2010 - Posted in Solution Provider Services, Technology Trends by tim
Disaster recovery and business continuity solutions should be easy to sell. Everybody needs them, and some businesses are required by regulatory bodies to meet specific and demanding standards. They also represent a place where IT solution providers and manufacturers can distinguish themselves because DR/BC is not only a cost, but one that will show a benefit only rarely. So, a company that can shorten backup and recovery times, consume less storage space and lessen demand on datacenter staff is likely to find a willing audience.
But, there are factors that can frustrate the DR/BC sales effort. There’s plenty of competition, making it harder for our voice to be heard and causing sales fatigue to set in among CIOs and other IT decision-makers. Further, the technologies that can have the greatest impact can disrupt IT — and end-user — operations, a situation that many IT departments seek to minimize. So, what’s intuitively an easy sell can become rather complex.
Here are five ways to tip the odds in your favor:
If you aren’t thinking about cloud computing yet, it’s time for you to start. Now. Seriously. Sure, there’s been a lot of buzz around this for a while, and IT buyers are starting to buy into cloud computing services (especially in the small and medium-sized business segment). Services are popping up from some of the strongest brands in the IT industry, including 
