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Sep 26

2014

Give Your Disaster Recovery Sales Approach a “Ready” Makeover

As we approach the last few days of September, a national month-long celebration winds down. Not sure what you should have been celebrating this month? Why, National Preparedness Month (NPM) of course. According to Ready.gov, the national public service advertising arm of FEMA, this September marks the eleventh annual NPM. After checking into it, I realized that there’s tons of useful information that VARs and MSPs could use to engage their customers about the topic of protecting their businesses from various types of “disasters.”

Not only does the site include a helpful  five-step preparedness program for SMBs, using these resources and NPM can be a great way to bring up a topic that many IT service providers tend to either shy away from out of fear of not wanting to be seen as a doomsayer.

Neal Bradbury, vice president of channel development at Intronis does a great job outlining “5 Tips for a ‘Ready’ Approach to Disaster Recovery Planning,” which summarizes Ready‘s five-step preparedness program.

Here are the five steps as well as a brief summary of how they can be applied to your clients, along with my comments on the first two steps:

Step 1 — Develop A Preparedness Policy. This step includes a litmus test that can help you determine your customer’s/prospect’s awareness and attitude toward the threat of a disaster. If they pass the test, you can then help them develop a policy defining the goals and objectives as well as determining who is responsible for keeping the policy current.

Step 2 — Planning. This entails performing a business impact analysis that spells out the financial and operational impacts resulting from a disruption to the business as well as how these threats could be minimized.

Step 3 — Implementation. 

Step 4 — Testing And Exercises.

Step 5 — Program Improvement.

If you’ve been putting off the important discussion of disaster planning, it’s still not too late to get into the spirit of NPM. And, even if you don’t get to talk to some customers until after the event is officially over, no one is going to fault you for turning NPM into a two-month celebration.