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Summer Journal

Volume 27, Issue 3

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Selling Backup and Recovery: Fear Vs. Comfort

During a recent presentation on the value of business continuity and data recovery services, the moderator threw the virtual floor open for questions from the audience. The solution provider crowd was an engaged and chatty bunch, but the questions stayed pretty tightly focused in two areas: How do I convince clients they need backup? And how do I dissuade customers from the free consumer storage options available?

To read the article, please click here:

http://channelnomics.com/2012/10/16/selling-backup-recovery-fear-vs-comfort/