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
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.