As the BDR market grows, the calls from vendors increase. MSPs are no longer limited in their choice of vendors. Vendors need to make their sales pitches count.
Strata Information Technology President Pete Robbins says BDR vendors should focus MSP pain points.
As the backup and disaster recovery (BDR) and business continuity market grows, calls from BDR vendors continue to rise, causing headaches for managed services providers (MSPs) hoping to effectively leverage every minute of the day.
With that being said, MSPs don't have the time to deal with every BDR vendor attempting to sell its complete BDR and business continuity solution. But there's an answer for vendors: Understand what will turn MSPs away.
"The biggest problem I have with vendors pitching BDRs to me is when they use the term 'you'll make a few more margin points,'" says Pete Robbins, president of Strata Information Technology, an Encino, California-based MSP.
"What they don't recognize is the cost of moving to a new solution far outweighs the additional margined points I would make," he points out.
A better way to pitch to MSPs is to focus on pain points, Robbins says. Understand the limitations of an MSP's current BDR and business continuity solution, and sell a product that answers problems.
"I'd rather them ask if I have any problems with the current BDR before pitching a new BDR," he says.
Switching BDR vendors can have its benefits, but it also can be more of a hassle than anything else. If you make the switch, make sure your new vendor makes it a cheap and smooth transition.