August 13, 2020
MSP Q&A: How SaaS Backup Sells
As cloud migrations continue to rise, backing up business critical cloud data continues to be a crucial offering for managed service providers (MSPs) and their small and medium sized business (SMBs) clients. We met with Chad Kempt, President at Fast Computers based in Ontario, 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 offered SaaS protection since 2016. Our clients are sensitive to data sovereignty and really appreciate the Datto investment in Canadian data centres. For us, the location of the data, on-premise or in the cloud, doesn't change the fundamentals. You can have highly available data that the public cloud provides and we previously architected on-site based on clients needs, but you still need a backup of that data. As we've seen workloads shift further with expansion of applications like SharePoint and Teams it's become a requirement.
Q: Do you find cloud backup easy to sell to your clients? What helps an SMB understand its value?
A: Cloud backup is easiest to sell in two scenarios.
- When you are migrating the client from on-premise solutions to the cloud;
- After a data-loss incident.
Ideally, we like to include SaaS Protection during the initial migration, but we have inherited clients that didn't place much of value on their cloud data initially. As clients rely more on cloud-based data, a deleted email or file becomes a catalyst to implement SaaS backup. From a selling standpoint, it's unfortunate, but sometimes loss is the best way to demonstrate value and prevent future malady.
Q: Do you offer SaaS Protection as a stand-alone solution, or do you bundle it into other services?
A: We have some legacy agreements where everything is included in a flat fee, the ‘chocolate cake method’ of pricing as some call it. Our standard practice currently is to break it out. We've been able to grow our client base faster this way as we have some clients where we don't control the tenant but we provide the backups - which wouldn't be possible with a bundling approach. We find selling business continuity solutions to be a great entry point to building a relationship with a new client and opening the door to opportunities to provide other products and services to them.
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.