August 13, 2020
MSP Q&A: How SaaS Backup Sells
As cloud migrations continue to rise, business-critical cloud data backup continues to be a crucial offering for managed service providers (MSPs) and their small and medium business (SMB) clients. We met with Milan Rajkovic, Managing Director at Milan Industries based in Victoria, to discuss how he uses SaaS Protection to support his clients.
Q: How long have you offered SaaS Protection, and what made you invest in cloud-to-cloud backup for your clients?
A: We have been offering SaaS Protection since it was first available in Australia, back in 2018. When we realised everyone was starting to move their services to the cloud from on-premise infrastructure, we started exploring how to provide backup for clients on their hosted services that were similar to their backup solutions for on-premise infrastructure.
Q: Do you find cloud backup easy to sell to your clients? What helps an SMB understand its value?
A: The way in which we position the product is that moving to the cloud is basically a change of the underlying infrastructure. Just because we are moving the infrastructure doesn’t mean that we shouldn’t be protecting it the same way or a similar way in which we were protecting the old infrastructure.
We reiterate that just because we are moving to the cloud, doesn’t mean that it shouldn’t be backed up. Clients seem to understand that conversation quite well when framed in a way that makes sense to them, and we have a high adoption rate for the product.
Q: Do you offer SaaS Protection as a stand-alone solution, or do you bundle it into other services?
A: Currently, we offer it as a separate service. When we have attempted to bundle services in the past, we’ve come across too many assumptions on the responsibility attributed to us as the MSP. Each service that we provide clients shows a separate line item on the invoice so that they are aware of what they are paying for, and what it incorporates.
To learn more about how you can educate your clients on the need for SaaS backup, take a look at our blog, Shared Responsibility: Why SMBs Need Third-Party SaaS Backup.