New research from Kroll Ontrack reveals an opportunity for resellers to make additional sales of services, hardware and software following data recovery engagements
MINNEAPOLIS, February 19, 2014 –Kroll Ontrack, the leading provider of data recovery and ediscovery products and services, today revealed the findings of a global research study1 that showed the majority (77 percent) of resellers see data recovery as a key driver for business growth in 2014. Nearly two-thirds (60 percent) of resellers said that they believed data migration would also fuel growth, while 27 percent thought that data erasure would drive sales.
According to the 700 resellers surveyed by Kroll Ontrack, data recovery jobs in particular provide an opportunity to offer additional products to clients, including IT services (cited by 84 percent of resellers), back-up software (78 percent), back-up hardware (75 percent) and replacement hardware (65 percent).
The majority of resellers (89 percent) say that their clients go ahead and purchase additional products as a result of working with them on data recovery projects. These additional sales boost resellers’ revenues by up to $5,000 for the majority of respondents (59 percent), between $5,001 and $10,000 for a further 19 percent, and between $10,001 and $20,000 for 7 percent. A smaller proportion (4 percent) said that they secure more than $20,000 worth of additional sales as a result of working on data recovery engagements. Only 11 percent of resellers said that they did not sell any additional products following data recovery projects.
While resellers see real benefits from providing data recovery services in terms of additional revenue and customer loyalty, they have yet to fully capitalize on newer propositions such as legacy tape services. Almost two-thirds of respondents (60 percent) said that customers have requested legacy tape services, but that they don’t currently provide them – despite the fact that companies including Kroll Ontrack can make such services readily available via its reseller program.
“It’s great to see that our reseller partners gain such value from providing our data recovery, data management and data erasure services to their clients,” said Todd Johnson, vice president of operations, Kroll Ontrack. “A key benefit beyond the ability to generate extra revenue from hardware and software is to build customer loyalty by offering a more technical data recovery service – it’s all part of creating a relationship of trust in which clients know they can turn to their IT partners for help in even the most challenging circumstances.”
“However it’s not just data recovery in a crisis that creates opportunities to broaden a commercial relationship. Kroll Ontrack is increasingly working with reseller partners who want to offer data migration and legacy tape services to their clients,” added Johnson. “The global regulatory environment has increased the need for accurate data management and retrieval to the forefront, and resellers can support their clients’ requirements to get legacy data in shape by working with Kroll Ontrack.”
About the survey
1 This online survey was carried out with 700 resellers across nine countries: Austria, France, Germany, Italy, Poland, Spain, Switzerland, UK and US.
About Kroll Ontrack Inc.
Kroll Ontrack provides technology-driven services and software to help legal, corporate and government entities as well as consumers manage, recover, search, analyze and produce data efficiently and cost-effectively. In addition to its award-winning suite of software, Kroll Ontrack provides data recovery, data destruction, electronic discovery and document review. For more information about Kroll Ontrack and its offerings please visit: www.krollontrack.com or follow @KrollOntrack on Twitter.