Business Continuity Offers Growth Potential for Channel
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Growth Opportunity
67% of survey respondents reported an increase in demand for business-continuity solutions. -
Adoption Shortfall
73% said demand comes directly from clients, but a lack of knowledge on the topic and the need for comprehensive and affordable solutions results in slow adoption. -
Rising Demand
77% said they expect demand for business-continuity solutions to continue growing over the next three years. -
Demand Drivers
Respondents said demand is driven by customers (73%) and sales/marketing initiatives (64%). -
Worth the Investment
87% of respondents agreed that business-continuity solutions are worth the investment, but they need vendors to provide solutions that extend beyond basic services. -
Big Challenges
Four of the biggest challenges channel partners face when selling related products is a lack of customer education (45%), budget concerns (45%), misperceptions of risk (21%) and lack of comprehensive solutions (21%). -
Data Protection
The most important data that needs to be protected includes customer data (67%), financial data (63%), employee data (46%), personal identifiable information (44%) and proprietary data/assets (44%). -
Overcoming Challenges
92% of respondents want vendors to offer more information and resources about packaging products and services into comprehensive solutions. -
Top Requirements
The top three critical factors for a business-continuity solution are security (73%), affordability (55%) and power (45%). -
Educating Customers
The most effective tools and resources used to sell business-continuity services and solutions are information about data loss (51%), compliance standards/requirements (41%), security breaches/threats (39%), productivity loss (33%) and financial loss (27%).
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Why Metrics Matter to the Channel There are big revenue opportunities in business-continuity products and services for channel partners if they, along with vendors, can overcome two major challenges: client education and budget concerns, according to a new report from cloud backup specialist Carbonite. The study, "Business Continuity: A Growing Opportunity in a Digitalized World," conducted through Spiceworks Voice of IT, is based on a survey of channel partners in North America at organizations with 1,000 employees or less. The research shows that many businesses lack knowledge about what business continuity is and how critical it is to their bottom lines, which opens up opportunities for channel partners and solution providers, not only to provide products and services but also become key advisors to their clients by offering necessary education and tools. In addition, the report finds that channel partners want vendors to deliver turnkey businesses-continuity solutions that include failover, backup/data recovery, cloud storage, virtualization, the creation of a business-continuity plan and archiving. Here are 10 key findings.