Magazine Article | January 14, 2014

Sell A Cloud Infrastructure With A Local BDR Safety Net

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By Jay McCall

An MSP saves a wealth management customer $70,000 on an IT upgrade and earns recurring revenue in the process.

When many VARs and MSPs talk about selling hybrid IT solutions, the vast majority of their customers’ IT infrastructures remain on-site, and a small (but significant) backup is made to the cloud for disaster recovery purposes. Managed services provider Baroan Technologies flipped this model on its head recently after it was approached by a wealth management client that was in need of an updated disaster recovery solution and an IT infrastructure overhaul. “This client has only 10 employees, but it’s a boutique wealth management company that handles tens of millions of dollars in investments,” says Guy Baroan, CEO of Baroan Technologies. “Plus, one question regulatory auditors were asking the firm was, ‘What’s your disaster recovery [DR] plan?’, and their answer wasn’t good enough.”

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