The Managed Service Provider's Guide to Backup and Disaster Recovery

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Are you looking to further expand your opportunities in the backup and disaster (BDR) market? Now, managed IT services providers have the ability to transform their businesses by evolving beyond traditional hardware-centric offsite backup solutions to offer software-defined, cloud-based business continuity and disaster recovery services. 

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Mary McCoy

Meet Mary! Mary McCoy is a Content Marketing Manager at Continuum, where she's worked for over two years. Mary primarily manages the MSP Blog and has consulted with hundreds of partners, lending website, blog and social media support. Before that, she graduated from the University of Virginia (Wahoowa!) with a BA in Economics and served as digital marketing intern for Citi Performing Arts Center (Citi Center), spearheading the nonprofit’s #GivingTuesday social media campaign. Like her school’s founder, Thomas Jefferson, Mary believes learning never ends. She considers herself a passionate, lifelong student of content creation and inbound marketing.
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Recent Posts

10 Discovery Questions to Ask When Selling BDR

Posted by Mary McCoy on Aug 25, 2016 12:00:00 PM

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Are you looking to capture additional monthly recurring revenue (MRR) by selling your backup and disaster recovery (BDR) solution to more clients? If so, you have to understand the overall sales process and particularly, the Discovery phase, which is meant to help you identify the best candidates for your BDR solution. 

To identify those small-and-medium-sized businesses (SMBs) with the highest probability of adopting your solution, begin by getting to know them. Uncover their needs by asking the following 10 questions. 

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Topics: Business & Revenue Growth, Sales & Marketing, Backup & Disaster Recovery

Why MSPs Must Regularly Test Backups

Posted by Mary McCoy on Aug 18, 2016 6:00:00 AM

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Imagine you’re a trapeze artist for the Ringling Bros. Circus. Your brilliant blue tights shimmer as you mount the fifty-foot platform and prepare to dazzle the crowd with your aerial routine. You see the swinging bar arcing back towards you like a pendulum and crouch, mentally judging the point in time you need to leap to grab hold of it. Almost there…just a little closer…NOW!

But what if you miscalculate the distance? What if your grip slips and you plummet toward the ground, a glittery blur of Spandex and Lycra? You need to know a safety net is there to catch your fall. 

Better yet, you need to know the safety net will support you should you fall. Otherwise, it’s not actually a safety net.

By offering backup and disaster recovery (BDR) as one of your managed IT services, you're selling a safety net to your end clients, but how are you proving to them that the net will actually work? Should a client experience a service disruption or hardware failure, for instance, they’ll need to be able to quickly recover data with an optimal recovery point objective (RPO), so as to restore uptime and profitability. To increase the reliability of your BDR solution, you have to routinely test your backups. 

When it comes to your BDR strategy, are you taking a leap of faith?

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Topics: Business & Revenue Growth, Managed IT Services, Backup & Disaster Recovery, Continuity247TM

Data Casualties in Healthcare Cyber Attacks [CHART]

Posted by Mary McCoy on Jul 15, 2016 6:00:00 AM

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Do you have any upcoming, in-person meetings with prospects in the healthcare vertical that you're hoping to close into clients? If so, you're probably working out your plan of attack. Distributing printed collateral is smart, but I recommend you also develop a formal, company-branded presentation that draws your audience in. In developing the content for your deck, keep it as customer-centric as possible. What's going to resonate with the audience you pitch to? What do they need to know in order to understand the value of your managed IT services?

If you plan on using the same Powerpoint for a dentist office as you do for a law firm, you need to rethink your sales strategy. Nowadays, it's all about personalization. Before any prospect meeting or call, first ask yourself what that business's pain points are, and use that to influence your formal presentation and proposal. At this stage in the MSP sales journey, you should have already identified the prospect's business challenges after asking a series of discovery questions.

So back to our example of appealing to healthcare leads - let's say you're developing a deck for a chiropractor. In your previous discussions, you've identified that the business owner doesn't have an established security policy in place, but also doesn't think they have anything to worry about. They're just a small practice in Spokane, Washington. It's not like they're Target or any other organization worth stealing from...

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Topics: Sales & Marketing, Data Protection, Information Security, Healthcare IT

HIPAA Business Associate Violation Results in $650K Fine

Posted by Mary McCoy on Jul 7, 2016 11:56:43 AM

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The HIPAA Security Rule is in full effect! The first Business Associate HIPAA penalty made news Tuesday, following a data breach incident two years prior. Who's atoning for this cardinal data sin? The Catholic Health Care Services (CHCS) of the Archdiocese of Philadelphia, a nonprofit organization now forced to pay a $650,000 fine. As a business associate legally obligated to adhere to federal regulation, CHCS is being held financially responsible for the breach of six nursing facilities, compromising 412 patients' Protected Health Information (PHI).

While many MSPs are compelled and encouraged to meet the demand for HIPAA compliance by serving the lucrative healthcare vertical, let this ruling serve as a wake-up call that there are costly consequences when MSPs themselves aren't compliant. What led to this unprecedented turn of events, and how can you prevent your MSP practice from suffering the same fate? Here's the Who, What, When, Where, Why and How, our data breach MSP debrief!

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Topics: Industry News, Information Security, Backup & Disaster Recovery, Healthcare IT, data breaches

The Top 5 MSP Blog Posts of June 2016

Posted by Mary McCoy on Jul 4, 2016 6:00:00 AM

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Happy 4th of July from all of us here at Continuum! Are you headed to the beach to soak up some sun today? As you forage for that Darth Vader towel and your star-spangled pair of flip-flops, why not print and pack June's sizzling MSP Blog posts for some light reading? This time around we're sharing preventative tips for CryptoLocker and CryptoWall, backup and disaster recovery (BDR) sales strategies, HIPAA compliance FAQs and more! 

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Topics: Business Management & Growth, Managed IT Services, MSP Best Practices

What MSPs Can Learn from the TeamViewer Breach

Posted by Mary McCoy on Jun 8, 2016 6:00:00 AM

What MSPs Can Learn from The TeamViewer Breach

Last week's unsettling discovery of the TeamViewer data breach caused widespread anxiety and public outcry about the remote access tool's network security. While the remote access software company firmly denies any allegations that they were hacked, countless users (including many in the U.K.) flocked to Reddit and other social media sites to report that their accounts had been compromised, giving hackers remote access to their desktops. Although TeamViewer has faced backlash for blaming the breach on careless user behavior, no matter who's to blame in the scenario, this attack highlights the need to teach users stronger password management policies and the importance of a BDR solution. What else can MSPs take away from the TeamViewer breach, and what do users need to know?

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Topics: Industry News, Data Protection, Information Security, Data Backup, Backup & Disaster Recovery, data breaches

The Top 5 MSP Blog Posts of May 2016

Posted by Mary McCoy on May 31, 2016 6:00:00 AM

The Top 5 MSP Blog Posts of May 2016 


Summer time and the living is easy! OK, so maybe it's not quite summer yet, but considering how you can get Leinenkugel Summer Shandy now, we're not that far off. As we commemorate May and look forward to June's arrival, we're revisiting the best MSP Blog content this month! No surprise, ransomware continues to be top-of-mind for most MSPs, as it was recently named the number one cyber threat to warn clients about. Also in this month's roundup, learn how to better sell managed IT services with tips for prospecting calls and backup and disaster recovery (BDR) sales strategies! 

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Topics: Business Management & Growth, Managed IT Services, MSP Best Practices

Why Businesses Need Backup and Disaster Recovery [SlideShare]

Posted by Mary McCoy on May 18, 2016 6:00:00 AM

Why Businesses Need Backup and Disaster Recovery [SlideShare]


Are you ready to have the backup and disaster recovery (BDR) discussion with your clients and prospects? Maybe you've already tried to win them over, but haven't had any success. Why is that? More often than not, MSPs fail to sell their BDR and business continuity services because they fail to establish the need within their prospect base. As should be the case with any solution you sell, step one involves knowing who it is you're selling to and identifying what they need to know in order to be convinced.

Does the average small- and medium-sized business (SMB) you target know what BDR is or how it differs from a local backup only solution? Are the business owners you speak to aware of all the possible threats to their company's sensitive data? Do they know what's at stake if their organization experiences data loss or a breach? Probably not, yet this information all speaks to the value of your BDR solution. So to help you out, we've created this explanatory SlideShare, sharing useful messages and statistics to leverage in your next BDR sale.

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Topics: Data Protection, Data Backup, Backup & Disaster Recovery

4 Need-to-Know Ransomware Trends & Findings

Posted by Mary McCoy on May 12, 2016 6:00:00 AM

4 Need-to-Know Ransomware Trends & Findings


Ransomware is everywhere right now. Whether it's in the news coverage of latest exploits or in that seemingly harmless attachment sitting in your inbox, malware is running rampant! But beyond the ransomware basics like "email phishing is a major threat vector" and "cybercriminals demand Bitcoin to unlock files," what else do you need to know? What malicious trends are on the rise and how do they impact the way you position your data security services to prospects and clients? We've scoured the Web (well, not the Dark Web) to deliver the latest cybersecurity and ransomware findings!

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Topics: Data Protection, Information Security, Malware, data breaches

The Top 5 MSP Blog Posts of April 2016

Posted by Mary McCoy on May 5, 2016 12:00:00 PM

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Happy Cinco de Mayo! With all of the excitement around yesterday's May the 4th, we hope you're not suffering revenge of the fifth because we've got the best MSP blog posts of April to share! Last month, it was all about the patching deadline for the Badlock security vulnerability, best practices when hiring and managing that IT talent that's so hard to come by and snackable, byte-sized segments around marketing and website optimization. 

So without further ado, here are the top 5 MSP blog posts our readers couldn’t get enough of last April!

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Topics: Business Management & Growth, Managed IT Services, MSP Best Practices

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