Why SMBs Could Be Your Greatest BDR Sales Opportunities
By Jay McCall
With due diligence and customer education, VARs and MSPs can sell BDR solutions to the underserved SMB market.
Despite a plethora of network breaches and industry compliance issues making news headlines, a majority of organizations are still not properly protecting their information systems. According to research from Pricewaterhouse Coopers, 96 percent of PCs are not adequately backed up. Forrester’s research further reveals that among SMBs, only 5 percent of all businesses are currently employing Backup-as-a-Service, remote backup, or online backup services from a managed services provider (MSP). “Data loss happens every day and can come in all forms, from hardware failures to user error and natural disasters,” says Neal Bradbury, cofounder and vice president of channel development for Intronis. “SMBs and IT service providers should think of cloud BDR (backup disaster recovery) services as insurance for the company’s data — no business should be without it.” To help VARs and MSPs capitalize on this opportunity, industry experts from Datto, GFI MAX, Intronis, and KineticD offer their insights into this lucrative market.