Magazine Article | July 17, 2014

Defeating Goliath In The Cloud BDR Arena

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By Jay McCall

An MSP’s consultative sales approach helps it unseat a multibillion-dollar competitor to win a cloud BDR (backup and disaster recovery) project worth $8,000 per month.

Some MSPs try to avoid going head to head with giant competitors at all costs. But DSM Technology Consultants (DSM), a 30-employee MSP, feels just the opposite. According to Mike McMillan, VP of technical services at DSM, some of the national IT consultants and service providers have a difficult time adapting to new technologies and business strategies, and that’s where smaller and more nimble service providers like DSM have a distinct competitive advantage.

A recent cloud BDR project with a five-location financial processing company illustrates how the age-old story of David and Goliath is still playing out in the IT service world today.