A short guide on how to sell Veeam Backup for Microsoft 365
Marnix Vrambout
Helping you(r business) grow - People person - Bridge builder - Early adopter - Strategist
As more businesses continue to adopt Microsoft 365 for their daily operations, the need for robust backup solutions has never been greater. Whether you're an IT professional, a managed service provider (MSP), or a sales representative, understanding how to sell backup solutions for Microsoft 365 is crucial to your success.?
In this post, we'll explore the shared responsibility model, why businesses need backup solutions for Microsoft 365, and how to effectively sell these solutions to a commercial audience.
The Shared Responsibility Model Explained
The shared responsibility model is a framework that outlines the division of responsibilities between Microsoft and its customers when it comes to data protection and security. While Microsoft is responsible for ensuring the availability, security, and infrastructure of its services, customers are responsible for managing and protecting their data within these services.
While Microsoft provides built-in backup features, such as versioning in SharePoint and OneDrive, retention policies, and litigation hold, it's ultimately the Customer's responsibility to ensure their data is adequately protected. This is where third-party backup solutions, like Veeam Backup for Microsoft 365, come into play.
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Why Do Businesses Need Backup Solutions for Microsoft 365?
Understanding the shared responsibility model helps businesses recognize the need for additional backup solutions. Microsoft 365's built-in features have limitations, such as limited retention periods, complexity in configuration and management, and inability to recover entire accounts. These limitations can leave businesses vulnerable to data loss due to accidental deletion, malware, ransomware attacks, or other disasters.
Businesses can address these limitations by implementing a third-party backup solution and ensure their data is adequately protected. Solutions like Veeam Backup for Microsoft 365 offer extended retention periods, simplified management, and enhanced security features, making them a valuable addition to any Microsoft 365 environment.
How to Sell Backup Solutions for Microsoft 365?
When selling backup solutions, it's essential to focus on the following strategies:
Emphasize the shared responsibility model:?Educate customers on the division of responsibilities between Microsoft and the Customer, highlighting the need for additional backup solutions.
Identify customer pain points:?Understand your customers' unique challenges and how a backup solution can address them.
Showcase real-life examples:?Share stories of data loss incidents and how a backup solution could have prevented or mitigated the damage.
Demonstrate the ease of use and added value: Highlight the simplicity and benefits of using a third-party backup solution.
Offer a free trial or demo:?Allow customers to experience the solution firsthand, addressing any objections or concerns they may have.
Create awareness on the shared responsibility model of almost any cloud based SAAS solution!
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Overcoming Common Objections
Customers might have objections to adopting a backup solution like Veeam Backup for Microsoft 365. Here are some common objections and how to address them:
"We don't believe an additional backup solution is necessary.":?Explain the shared responsibility model and the limitations of Microsoft 365's built-in features, emphasizing the importance of extended retention periods and enhanced security.
"We already have a competing product in place.":?Highlight Veeam's unique features and benefits, and offer a seamless onboarding process.
"Backups are too expensive.":?Discuss the cost of data loss compared to the cost of a backup solution and highlight the long-term savings and flexible pricing options.
"We have an in-house solution.":?Emphasize the time and resources spent maintaining an in-house solution and the benefits of Veeam's expertise and dedicated support.
"Our data is not that valuable.":?Explain the importance of all types of data and the potential impact of data loss on business operations and compliance.
Selling to Different Customer Scenarios
When selling backup solutions for Microsoft 365, it's important to tailor your approach based on the Customer's situation:
Existing Managed Services Customer:
Existing Customer Using a Competing Solution:
Customer Getting Services from Another Provider:
New Prospect:
By understanding the shared responsibility model and the importance of backup solutions for Microsoft 365, you'll be well-equipped to sell these solutions effectively. Remember to provide ongoing support and resources to ensure customer success and satisfaction!