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How to sell and implement disaster recovery solution

How to sell and implement disaster recovery solution

■ Building a business case for recovery management is a process that partners can also use to develop trust, and more importantly an ongoing relationship, with their customers.

■ Understand what your customers' drivers are behind recovery management - there are business and IT drivers. From a business perspective, time is money. They need to minimise the downtime of critical applications, and if they do go down, they will need to accelerate the time in getting them back online. On the IT side - compatibility, scalability and budget rule. Technology changes, data doesn't, and whatever the solution you recommend it should be flexible in its ability to incorporate virtualisation, new storage technologies and future growth.

■ The main consideration: Recovery Point Objective versus Recovery Time Objective (RPO v RTO). In English - when was the last good recovery point we can go back to, and how long will it take to get that application and data back online?

■ Armed with the RPO v RTO information, the customer and partner can begin to build a technology response to the business & IT needs of the applications and data within the IT environment.

■ Failover technologies, replication, continuous data protection, disk staging and tape all have their place in any good recovery management plan. It's here where the business and IT needs meet, and those mission critical applications requiring failover, which is more expensive than tape, will already have supporting business drivers as to why such a technology response is needed.


Remember the 7 rules of effective recovery management:

1. Keep multiple copies of critical data;
2. From multiple points in time;
3. On different pieces of media;
4. In different places;
5. Securely;
6. Keep track of everything;
7. And test regularly


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