How can you help your clients truly understand how downtime hurts their business? For companies today, there is only one universal standard by which they will “get it.” That standard is money.

The impact on the top and/or bottom line is often the deciding factor in any business decision, including the decision to purchase your business continuity services. As your clients’ trusted partner and managed IT services provider (MSP), you’re responsible for minimizing service disruptions and unplanned downtime. In order to do this, you first have to help your clients understand exactly what a downtime event can cost their business.

Conversations around backup and disaster recovery (BDR) are often met with skepticism because downtime is usually something a client doesn’t fully appreciate until they’ve experienced data loss or an outage.

To deflect discussions about BDR and business continuity planning, many business owners claim that they can afford to be down for an extended period, neglecting to consider consequences like reduced profitability and total business failure. Typically, this is just an assumption and those who object haven’t analyzed the business impact of an IT crisis. The best way to convince these decision makers is to do the math.

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