eBook: How to sell disaster recovery.
Think of selling disaster recovery like selling insurance. You are trying to get a customer to give you money just in case something goes wrong. It's just like car insurance, no one says to themselves, "I sure am glad I give hundreds of dollars a month to my insurance company!" That is until they get into an accident.
Likewise your customers know it's possible that data, applications, and systems can corrupt or fail, leaving their business partially or completely inoperative. They realise the need for disaster recovery.
But then comes the question of just how much to protect. You want everything protected:
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