Closing a data backup and disaster recovery (BDR) deal with a potential customer isn't an easy task, but that doesn't mean it has to be difficult ordeal for your sales team.
One way make to make things a little easier on yourself is to understand how a customer thinks about backup. What do they assume? Do they already have a backup solution? If so, how safe do they think they are from disasters?
"Like any customer, most believe once they have made an investment in a backup solution they are safe," TUC Managed IT Solutions Technology Vice President Shann Bosnell told MSPmentor in an interview.