If a new marketing strategy by storage management software vendor Veritas is anything to go by, the channel has a lot to learn about selling disaster recovery.
The vendor has launched a national program designed to bring resellers and customers up to speed on the basics of disaster recovery. But perhaps more importantly for resellers, the program provides them with something to take to their existing customers - as an educational - rather than a hard sell.
The program involves a step-by-step process guide to the best practices of disaster recovery including initiatives such as media rotation, disk management, remote storage of data, regular recovery practice and automating the recovery of the computing environment.
According to Veritas national distribution manager, Nick Blozan, disaster recovery goes well beyond merely having data saved on a storage device. He claims the biggest problem, and the greatest factor in downtime, is how quickly a network can be returned to its previous settings.
"I'll tell you the ability to restore the network, to get it back the way it was, is something that is a huge pain in the butt," says Blozan. "Intelligent disaster recovery allows the server to be rebooted from a floppy disk, CD or [bootable] tape."
Blozan claims the program will enable resellers to get closer to their customers by talking solutions with customers as opposed to point product sales.
"There are a number of resellers who want to get into this space, so what we're trying to do is provide the infrastructure and tools for resellers to plug into us [Veritas]," says Blozan.
The program also provides additional marketing material and price incentives for Veritas' Backup Exec product range.