Much like 2020, the year 2021 is set to be another year of unpredictability and change. However, it is also primed to be the year of the MSPs. How and why, you may ask? As an MSP, you certainly had a front-row seat to the unprecedented challenges large and small businesses faced in 2020. Organizations had to change the way they function by shifting quickly to remote work, adopting new platforms and reimagining data backup strategies. In all likelihood, you too had to change your strategies to continue providing reliable services to support them.

If you want to remain competitive and stay on top of your clients’ needs in this new era, you need to ask yourself some vital questions:

  • Do your clients have a business continuity plan in place?
  • How are they planning for the unexpected?
  • How quickly can they pivot their goals and strategies while also ensuring that their backend infrastructure can support their workforce’s needs?
  • Most importantly, how can you, as an MSP, ensure that your clients’ business runs smoothly while also keeping them secure in the event of an unexpected disaster?

Business Continuity Planning and Its Importance

The global pandemic has once again reminded organizations about the importance of business continuity planning. Business resilience and agility took center stage as companies struggled to cope with the drastic transformation and rising cyberthreats. Today, having a well-established business continuity plan is more important than ever for you and your clients in order to prepare for the unexpected.

A business continuity plan helps you take proactive measures to prepare for and respond to any natural or man-made disasters that could potentially disrupt normal business operations. A comprehensive business continuity and disaster recovery strategy helps you minimize the impact of a disaster while also enabling you to quickly get mission-critical processes up and running with minimal or no data loss.

Unitrends MSP’s Recommendations on Selling BCDR

Business continuity and disaster recovery is vital for organizations as they look to recover from the economic impact of the COVID-19 pandemic and compete in a volatile business environment. As an MSP, by adding an enterprise-class BCDR solution to your service offerings, you can not only help your clients save time, effort and cost but also ensure their dispersed remote workforces stay protected and productive.

Top Features to Look for in a BCDR Solution:

  1. Data Encryption: One of the most important features of a BCDR solution is data security. Your solution should have the ability to encrypt data (such as AES-256 encryption) to ensure your clients’ sensitive data is always protected.
  2. Ransomware-Based Protection: With cyberthreats increasing both in number and level of sophistication, advanced data security features, such as ransomware-based protection, can actively scan and detect ransomware-like behavior before they cause any damage.
  3. Recovery Assurance: To ensure your clients’ data is protected, uncorrupted and available in the event of a recovery scenario, your BCDR solution must be able to perform automatic testing of backup data, settings and applications.
  4. File Indexing for Restores: Another important feature of an effective BCDR solution is the ability to index all files present within your backups, so all you have to do is search for the file name and your file is automatically located and presented to you.

Pricing and Packaging Your BCDR Solution

In order to maximize profits and stay competitive, it is important that MSPs appropriately price and package their BCDR solutions. Here are a few tips to give your MSP a leg up in the new normal.

  • Avoid Reducing Your BCDR Price: Avoid making the mistake of dropping the price of your BCDR solution to make it affordable for your clients. This devalues your services. Before setting the price, you need to analyze your operational costs and then add the price of the services you are providing, depending on your clients’ needs.
  • Standard Markup: MSPs regard this method as one of the simplest and most popular pricing methods. In this method, a fixed percentage is added to the cost of the BCDR services. In most cases however, MSPs double the cost, thereby generating margins of up to 50 percent.
  • Bundled Pricing: Seasoned MSPs bundle different solutions or services into one package and sell it to their clients for a fixed price. This method is a win-win for both you and your clients — you decide which products or services can be bundled together and your clients get everything they require in a single purchase. Bundled pricing eliminates the hassle of billing for separate products or services.

According to Statista, over the next few years, revenue from the managed services market is set to grow to more than $300 billion. MSPs are an essential part of the business ecosystem because they not only help organizations improve operational efficiency and save time and cost, they also keep them protected against unplanned, disruptive incidents.

Although the uncertainty induced by the pandemic still remains, this is a time of immense opportunity for MSPs. To find out how you can equip your MSP and help companies adapt and thrive in this new era, download our free COVID Continuity Checklist.

To learn how to better plan for success during these challenging times, register for our upcoming webinar, The Era of the MSP: Planning for the Unplannable, on February 24.