When disasters strike, they are not forgiving. From cyberattacks to hardware failure, a single incident can disrupt operations, compromise sensitive information, and damage reputations. For small and medium businesses, recovering from such setbacks can be overwhelming or, in some cases, impossible. This is why data protection and recovery has become non-negotiable for companies striving to truly thrive in today’s digital-first world.

For Managed Service Providers (MSPs), offering robust data protection services, such as business continuity and disaster recovery (BCDR), represents not just an opportunity to safeguard clients, but also a chance to grow profitability and improve client satisfaction. This blog explores why data protection matters, the risks of ignoring it, and, most importantly, how MSPs can successfully position and sell these services to clients.

Why Data Protection & Recovery is Essential

Data is the core of how businesses operate, and how they make informed decisions. With the threat landscape evolving, companies face severe vulnerabilities. Without comprehensive data backup and disaster recovery solutions, businesses face the following risks:

1. Financial Loss

Data loss and downtime can cripple operations. Consider this:

• 47% of US businesses reported significant revenue loss due to a data security incident (source)
• Even minor operational disruptions can lead to substantial costs, particularly for small to medium-sized businesses (SMBs) with limited resources.

2. Brand Damage and Customer Attrition

Companies suffering data loss or cyberattacks lose customers, with 29% reporting a decrease in their customer base. Once trust is eroded, recovery in terms of reputation and loyalty is an uphill battle.

3. Regulatory Consequences

Failure to comply with regulations like GDPR or HIPAA due to lost or mishandled data can lead to hefty fines and legal challenges. These repercussions can threaten business continuity and even force organizations to shut down.

For MSPs, communicating these risks to clients is crucial. Business leaders may not always recognize the severity or relevance of these threats until it’s too late. Your job is to change that narrative.

Why Even Reluctant Clients Need Data Protection

Some businesses believe they’re already protected or think they’ll “worry about it later.” These objections must be addressed clearly. Here’s why this mindset is flawed:

• Cyberattacks don’t discriminate. Organizations of all sizes are targeted, and SMBs, with fewer resources to defend themselves, are particularly vulnerable.
• Disasters have no timeline. A ransomware attack or hardware failure doesn’t come with a warning. Businesses need to be proactive, not reactive.
• Backup alone is not enough. Recovery is just as important as backup! Without disaster recovery, a business could restore its data but not resume operations anytime soon.

Help customers see the cost-effectiveness of investing in data protection now versus dealing with the fallout of a disaster later. You can compare the cost of a backup and disaster recovery subscription to potential revenue losses from an extended downtime scenario to really paint the picture.

How MSPs Can Position Data Protection Services

For MSPs, selling data protection and recovery services is not about pushing tech jargon or emphasizing backups. It’s about underscoring business continuity and peace of mind. Here’s how to position these services:

1. Shift the Conversation to Business Outcomes

Rather than focusing solely on the technical features, highlight benefits like:

• Minimizing downtime.
• Avoiding financial and reputational losses.
• Protecting client data and operations.

Explain the ROI in terms business leaders understand. For example, quantify the potential revenue saved by avoiding downtime compared to the cost of implementing disaster recovery.

2. Perform Risk Assessments

Work with clients to identify critical systems, key risks, and potential vulnerabilities. Ask thought-provoking questions like:

• “How quickly could your business recover if ransomware locked your entire database?”
• “What is your plan if your main server crashed tomorrow morning?”
• “How long could your company operate without access to critical client information?”

These questions help customers visualize the potential impact of inaction and make the need for BCDR services tangible.

3. Leverage Real-World Stories

Use real-world examples and statistics to make your case. For instance:

• "The average cost of a small business data breach in 2025 is $120,000." (source)
• “Cybercriminals send out 3.4 billion phishing emails globally every day. A staggering proportion, about 43%, of these target small businesses.” (source)

4. Handle Objections with Confidence

Prepare your team to respond effectively to common objections:

• Objection: “We already back up our data.”
  • Response: “That’s great! But does your current solution allow for rapid recovery and continuity of your operations in the event of an attack or outage?”
• Objection: “We’ll worry about this later.”
  • Response: “Disasters don’t operate on schedules. Waiting could mean downtime that costs your business more than you anticipate.”
• Objection: “It’s too expensive.”
  • Response: “Investing in data protection now prevents the significantly higher costs of downtime and reputational damage later.”

5. Focus on Simplicity and Scalability

Assure clients that BCDR solutions are easy to manage and scale as their business grows. Position yourself as the trusted partner who handles everything—from setup to monitoring—to ensure seamless performance.

Pricing Considerations for Data Protection Services

Setting the right price for data protection and recovery services can be tricky, but here are some tips:

1. Don’t Undersell the Service

Don’t base your prices solely on cost. Instead, focus on the value the service provides. When clients understand the financial impact of potential disasters, they are more likely to see the ROI of your offering.

2. Offer Flexible Pricing Models

Each client’s needs are unique, so consider:

• Per-device or per-GB/TB pricing.
• Flat monthly fees.
• Tiered bundles that combine BCDR with other IT services. These can be included within your existing managed service offerings. Ensure the prices cover costs and convey value.

3. Clearly Define Scope

Make sure clients understand what is included in the service to avoid misunderstandings. Clearly outline response SLA times, storage limits, and upgrade options.

Secure Your MSP’s Growth with Data Protection and Recovery Services

Data recovery protection is no longer a luxury. It’s a critical service that safeguards business operations, supports compliance, and ensures long-term success. For MSPs, it’s a strong value-add that enhances client trust, generates recurring revenue, and fosters sustainable growth.

Adopt a proactive approach, educate your clients, and position your offering around enabling business continuity and profitability. The result is not just satisfied clients, but also a thriving MSP business empowered to outpace competitors.

Are you ready to elevate your MSP’s offerings with scalable data protection solutions? Start implementing proven strategies today and position your MSP for unstoppable growth – contact our sales team to learn more about how LogMeIn Resolve’s Data Protection Suite powered by Acronis can help.