Story image

How to sell disaster recovery to every customer

03 Nov 2014

Real-time demonstrations can reap benefits in securing customers, says Greg Wyman, StorageCraft Asia Pacific vice president.

Most business people know about disaster recovery, or think they do. But the scale of disaster can range from a Christchurch earthquake wipe-out, to human error and losing full production for hours, days or weeks.

When targeting a prospective sale of disaster recovery solutions, a channel salesperson should first ask the following simple questions:

In an ideal world

  • If a server crashes, how much data can you afford to lose and how much time can you invest in having your staff re-keying it? Ten minutes? Fifteen minutes?
  • If a server crashes, how quickly would you like to be back in full production – knowing that the IT team would need to restore your operating system, data and databases.  Would you like the complete server restored in 15 minutes, 30 minutes, 60 minutes?
Once you have established the customer’s recovery objectives, ask if their existing backup product can deliver their preferred recoverability levels, as discussed. In most cases the answer will be a resounding no.

A compelling pitch

Now ask the prospective customer if he/she would invest $1.67 per day per server to have three to five minute disaster recovery, and to be able to recover files, folders, databases (eg Exchange, SQL, SharePoint, Oracle) to any 15-minute point in time.

By now you would have secured their close attention, so suggest the following: “Imagine the peace of mind your technicians would feel if they were able to arrive at work in the morning, look at a single screen, and know that every virtual and physical server across all their offices, including remote sites, has had a full recovery test performed during the night – and that all data and databases are recoverable.”

Go on to explain that if a red light is showing, a problem exists with the backup on that specific server. Click on the problem, receive details about it, then remote control into that server, fix the problem and see everything go green again. It’s that simple!

It’s a compelling pitch, and of course it will vary according to which vendor’s disaster recovery solution is being discussed. So be sure to choose a vendor who is able to deliver a working solution.

From experience, I would ensure that any vendor selected is able to demonstrate (real-time demonstrations rather than PDFs, Flash or PowerPoints) near-instant recoverability of physical and virtual servers; protection of data and databases every 15 minutes; and having the ability to test fully the recoverability of every server every night without using manual intervention.

Web design programmers do an about face – again!
Google is aggressively pushing speed in the mobile environment as a critical ranking factor, and many eb design teams struggling to reach 80%+ speed scores on Google speed tests with gorgeous – but heavy - WordPress templates and themes.
Digital spending to hit US$1.2 trillion by 2022
A recent study by Zinnov shows that IoT spend reached US$201 billion in 2018 while outsourcing service providers generated $40 billion in revenue.
'Iwi Algorithm' can grow Aotearoa's mana
Ngāti Whātua Ōrākei innovation officer Te Aroha Grace says AI can help to combine the values from different cultures to help grow Aotearoa’s mana and brand – and AI is not just for commercial gain.
Dropbox brings in-country document hosting to A/NZ & Japan
Dropbox Business users in New Zealand, Australia, and Japan will be able to store their Dropbox files in-country, beginning in the second half of 2019.
Why 'right to repair' legislation could be a new lease on life for broken devices
“These companies are profiting at the expense of our environment and our pocketbooks as we become a throw-away society that discards over 6 million tonnes of electronics every year.”
Kiwis know security is important, but they're not doing much about it
Only 49% of respondents use antivirus software and even fewer – just 19% -  change their passwords regularly.
Instagram: The next big thing in online shopping?
This week Instagram announced a new feature called checkout, which allows users to buy products they find on Instagram.
Apple's AirPods now come with 'Hey Siri' functionality
The new AirPods come with a standard case or a Wireless Charging Case that holds additional charges for more than 24 hours of listening time.