How MSPs Should Present Business Continuity, Part 2

When presenting business continuity solutions to small and medium-sized business (SMBs), MSPs should focus on educating these companies so they can make the best possible decisions. Explaining what business continuity is – and how it is different from and superior to backup and disaster recovery – is a good first step. But managed service providers should also emphasize the service advantages that they offer.

By offering additional services to their customers, MSPs can not only meet the needs of SMBs, but they can also create new revenue streams at the same time. If MSPs can assure businesses that these business continuity services can completely mitigate the risk of downtime, they can provide peace of mind to customers while marking up the service to obtain greater margins.

It is important that businesses understand the risks involved. While SMBs might not experience any downtime at all for several years, knowing that even one day of downtime can be costly, and the savings provided by intelligent business continuity can avoid that loss of revenue and pay for itself. A study of Datto Partners revealed that 81.2% of customers utilized a failover virtualization at one point in a three-year period in order to keep their systems running. With statistics like these and assurance that business continuity will prevent outages, MSPs can provide a valuable service and generate strong revenue at the same time.