Overcome Cloud Backup Objections
The Case for Cloud BDR
For MSPs and VARs, making the case for cloud-based BDR can be challenging. However, focusing on the following themes is an excellent way to overcome objections:
- Office 365 assumptions. In some cases, companies don’t believe they need a BDR solution because they think Microsoft is backing up their data. While Office 365 users do have some backup protection, their data isn’t held for long and service agreements generally don’t cover many data loss scenarios. Explain the specifics of the protection these clients are receiving from Microsoft, and then point out how cloud-based BDR can provide greater levels of protection that will ensure data availability no matter what happens.
- High cost concerns. Some companies are concerned about the potential for high fees or hidden costs when it comes to cloud-based services. However, cloud BDR provides access to leading-edge infrastructure at a low cost, and with no ongoing IT costs for on-premises hardware and systems. Those IT expenses can be converted from CAPEX to OPEX, offering further savings, and upgrades are part of the package. Additionally, the cost of data loss far exceeds the cost of BDR for most companies.
Security fears. Cloud-based backups are inherently secure and safe from threats both small–an employee accidentally deleting important emails–and large–a ransomware attack. However, some companies question just how secure a cloud infrastructure is, given that it’s not directly under their control. Partnering with a reliable cloud provider that follows required protocols–encryption, authentication, etc.–as well as industry standards like HIPAA, PCI and NIST CSF can create an environment where the backup is much safer than if it were managed on-site.
Additionally, cloud backup is much more efficient in that the provider typically provides 24/7 monitoring as well as management of the required certifications (thus relieving internal staff of those duties). Cloud backup is also rapidly scalable and can provide faster recovery time for smaller data sets.
Cloud BDR solutions offer companies protection through a single product with a consistent interface across all data sources. Cloud backup also offers enhanced technical support, file-based recovery and other benefits. Educate your clients about the value of BDR and the enhanced level of protection and convenience that it offers, and it will be much easier to convince them to invest.
This guest blog is part of a Channel Futures sponsorship.
Chris Crellin is Senior Director of Product Management for Barracuda MSP, a provider of security and data protection solutions for managed services providers, where he is responsible for leading product strategy and management.
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