More than 70 percent of customers that contract with MSPs use them for data backup and recovery. It is, in fact, the most widely used managed service, beating popular offerings such as security, storage, email and network monitoring, according to CompTIA’s Trends in Managed Services 2015 report.
Next to RMM and security, data backup and recovery is the most important service MSPs deliver. This explains why managed BDR (backup and disaster recover) has always been a key managed services – and an effective tool to win new business.
It seems businesses are constantly getting caught in situations in which it’s clear they don’t back up regularly. Why else would ransomware be so successful? Once ransomware encrypts a system, the owner either pays the ransom or forgoes access to their data forever. And we’re not talking about just $200 $500 anymore; a Los Angeles hospital recently had to fork over $17,000 to regain access to its data.
But backing up isn’t just about ransomware, even if it’s a darn good incentive. It’s about good business practices. A business that doesn’t back up is like a car without a spare tire or a ferry without lifeboats.
Every MSP should have a BDR offering. There’s no shortage of options in the market. Once you add the service – and if you haven’t by now, that’s kind of a major hole in your offerings – you need to consult with clients about their backup practices.
You should inquire if clients are in one of these situations:
- They don’t back up at all.
- They back up sporadically, when they remember to do it.
- They do it but keep the backup copies on premise.
- They still use tape.
Each of these scenarios presents its own set of dangers. Clearly, a business that doesn’t back up needs to change that – immediately. If they do it inconsistently, that’s only slightly better. If an outage or security breach occurs during a period in which you haven’t backed up for a while, the damage is potentially as serious as if you don’t back up at all.
Businesses that back up and keep the data on premise may survive a ransomware attack – that is if the malware doesn’t find the backup copies too – but it wouldn’t survive a natural disaster or fire. And as for tape, well, it’s so 20thCentury, isn’t it? Historically tapes have had a penchant for getting lost or malfunctioning when you need them.
The long and the short of it is a managed BDR offering with data replication off-site is the way to go. You need to impress on clients just how critical it is to back up data and have it available for recovery if ever needed.
When prospecting, you’re bound to find too many businesses still lack a BDR plan. In such cases, having a BDR offering may get you in the door. Once you turn the service on and the client sees how well it works, they’ll be more inclined to buy additional services from you.