Business Continuity Offers Growth Potential for Channel

Data loss worries

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%).