Online Backup in a Broadband World – Rethinking Services

IT consultants can thank the big name online backup companies for their exposure of the dire need for effective backup procedures, especially for small to medium businesses.  By inundating the airwaves with thousands of commercial spots, they have managed to start convincing business owners that backup should probably be on their minds, and that online backup is a viable and safe alternative to tape.

A large number of consultants are starting to offer online backup to their clients.  By setting their customers up with services offered by the big name companies, they can reap the rewards of increased professional services hours for installation and upkeep, as well as the inevitable restores.  Savvy consultants are taking this model one step further and becoming online backup resellers.  Some online backup providers offer fully-branded reseller solutions, allowing the consultant to set charges, offerings, and even determine the look, feel and name of the client software.

Consultants can benefit by becoming an online backup reseller over simply installing a big name client in several areas.

Enhanced Credibility

A consultant’s existing professional services customers are an excellent primary market for new managed services offerings.  By offering a client a branded backup solution, the consultant removes any possibility of service confusion.  The client knows that the software will be supported by the consultant, while the consultant knows that the customer will not be calling the big name company and receiving a lower level of customer service.

Enhanced Profitability

By having the ability to set their own prices, consultants can create varying levels of value added services.  Some clients may prefer to manage all the details and settings in-house, while others may need more support.  By offering a backup solution as a reseller, the consultant can still gain recurring revenue from either type of client.

Enhanced Reach

Most online backup providers offering reseller services place no limits on markets.  A consultant is free to market their branded package in their own area and beyond.  Satisfied managed services clients will refer other business in and out of market.

All it takes for a consultant to jump from a strictly professional services model to one including managed services is a rethink of the business.  Will the business always rely strictly on in-person consulting, or will it expand to less labor-intensive sources of revenue.  The transition is becoming easier than ever before.