Magazine Article | June 16, 2014

Lead With BDR, Follow With Managed Services

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By Jay McCall

After winning a backup and disaster recovery (BDR) implementation, an MSP changes its hotel client’s break-fix mentality and earns a 3x upsell with monthly recurring revenue.

It’s a known fact that many small businesses take significant risks when it comes to protecting their data, rationalizing, “Everything’s working fine now; we’ll invest in backup when our equipment gets a little older or our profit margins are stronger.” This break-fix mentality is all too familiar to managed services provider Clocktower Technology Services, a service provider based in Franklin, MA, with 14 years of experience as an outsourced IT support provider to small businesses.

One of Clocktower’s newer clients, a large resort, is a good example of what it takes to change from the break-fix mindset to a business continuity mindset.

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