From a marketing point of view, it is much, MUCH easier to sell customers on a monthly fee than it is a big once off payment for expensive hardware and software licenses. No big tape drives or server racks consuming space on their business premises, less power consumption, no reliance on staff remembering to backup, and no wondering whether or not everything has worked properly. Not to mention that more and more insurance companies now recognise offsite backup as an extra layer of protection, and will reduce their premiums accordingly.
A simple survey, completed by the customer, will reveal just how safe their information is in the event of a disaster. Remember, if the customer tells you they’re not protected then it’s true. If YOU try and tell them they aren’t protected, they’ll just argue the point. Our most successful wholesalers integrate the software into their Best Practice methodology, then ask clients to do their own ‘audit’ by filling out a short survey. The clients who return a low score are the ones who most need immediate attention!
I hear some of you saying “Even if they need offsite backup, they still won’t pay for it!” Therefore, stay tuned for the next installment looking at the financial benefits to the end user.