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ABSTRACT:

As we move into 2013, IT spending is up, and with the unsettling memory of Hurricane Sandy still lingering on decision-makers' minds, IT services firms have a tremendous opportunity to drive home backup disaster recovery (BDR) technology sales.

"We believe this could make up 30% of our revenue this year," says Alan Wittstein, president of CONNECT Computer.

But because BDR only reveals its value when things don't go as planned, it can be a tricky sell.

Read this white paper to learn Alan's four-step process for engaging clients on this topic and effectively selling them DR/BC products and services.

 

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