The Customer‑Centric Guide to Selling Backup For resellers and distributors

How to Speak to Your Customers’ Needs

Are all backup and data management needs the same? While most customers have the same top priorities — protection, simplicity and reliability — each customer has their own unique set of circumstances. How can you determine the best approach for each of your customers? Download this IDC workbook, created specifically for resellers and distributors who want to understand and address their customers’ needs, and explore:

- The most common backup pain‑points suffered by IT organizations. - How to address these pain‑points and position your solutions. - A checklist of questions to identify and qualify an opportunity.