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SaaS Protection interact with the Third-Party Tenant to obtain copies of Content that exists on the Third-Party Tenant. We will use commercially reasonable efforts to save a copy of the Content that you have designated for backup to a server operated by us. In accordance with the Order and Documentation, we will automatically poll the API of the Third-Party Tenant for changes or additions to the Content and periodically re-save a copy of a modified file or create a copy of a newly designated file. You, on behalf of Users, hereby authorize us to access and interact with the Third-Party Tenants to provide the Products.":1,"#Authentication using Oauth. If you authenticate use of a Product through an oauth technology, the Product will access your Third-Party Tenant account and use data from such account (such as User security data, file data, location data and device data) for authentication purposes.":1,"#Product Account Registration/Set up. You are required to set up each Product Account in accordance with the Product Documentation. During set up, you agree to provide accurate and complete information, and to promptly update this information should it change. All Users added to a Product Account, either manually or through an enabled automatic add feature, will automatically use an available Product License (that has already been purchased but not in use) or, if no such License is available, will automatically provision an additional Active License. You acknowledge that you are responsible for any additional Licenses or features you enable for each Product Account, including automatic License add or License cap features.":1,"#Additional Licenses. Commencing November 2025 and reflected on invoices after December 1, 2025, Licenses for SaaS Defense and SaaS Protection shall receive “<strong ljsid-1=\"\">Committed Minimum Quantity</strong>” (or “CMQ”) billing treatment, as described in the Kaseya Master Agreement. For those SaaS Protection and SaaS Defense Subscriptions that are mid-Commitment as of November 2025, the original CMQ for your Product shall be the number of Licenses reflected on your account as of November 2025. Under CMQ treatment, if in any calendar month your use of SaaS Protection or SaaS Defense exceeds your CMQ for that Product, the amount exceeding the CMQ will be invoiced as variable usage. Variable usage may change during each billing period based on actual Product usage and will not alter the CMQ. Your invoice at the end of the calendar month will include fees for variable usage at your then-current License rate, and you hereby agree to pay such amounts.":1,"#Active and Archive Licenses. There are two types of Licenses available for purchase, an Active License and an Archive License. “<strong ljsid-1=\"\">Active Licenses</strong>” are needed for Users that have an active license to the applicable Third-Party Tenant, and take backups of that User’s Content on the Third-Party Tenant. Upon termination of the User’s License to the Third-Party Tenant (for example, if the User leaves the employment of a Customer organization), SaaS Protection will automatically move that User to an “<strong ljsid-3=\"\">Archive License</strong>” and status, and if no Archive License is available for use in your Product Account, SaaS Protection will automatically add an Archive License to your Product Account. Under an Archive License, no new backups are taken, but old backups are accessible.":1,"#Product Accounts and Licenses. The term “<strong ljsid-1=\"\">Third-Party Tenant</strong>” means the third-party website or web-based application or service (such as, for example, Microsoft 365 or Google Workplace) with which the Product interacts. Each Product Account backs up data (with respect to SaaS Protection) or protects data (with respect to SaaS Defense) of individual users associated with an existing Third-Party Tenant account (each a “<strong ljsid-3=\"\">User</strong>”). A Product License is required for each User regardless of status (e.g., active, paused, archived or other specified usage) in accordance with the Documentation, provided however that SaaS Defense Licenses are not required for Users with an archived status.":1,"#Special Pricing. If you purchase a Product with special pricing that Kaseya makes available to organizations based on a certain status or eligibility (such as the CORE Program), you hereby represent that you meet such eligibility requirements. Kaseya has the right to verify your eligibility and status and you hereby agree to provide all reasonable cooperation to Kaseya with respect to such efforts. Should you fail to promptly provide such cooperation, or if the requirements are not met in Kaseya’s reasonable determination, you agree that Kaseya has the right to: (i) suspend or terminate the applicable Services; (ii) charge you for Product at the non-discounted pricing going forward, and/or: (iii) require that you promptly repay the difference between the discounted and non-discounted pricing for past Product purchases and use. Eligibility for the CORE Program is available by <a ljsid-1=\"\">clicking here</a>":1,"#Invoicing and Financial Terms. Subscription fees for Product are invoiced in advance, either monthly or annually. Overages are typically invoiced in arrears. Payments for Subscriptions will be charged to the applicable payment method indicated.":1,"#Export and Deletion of Content. At any time prior to the termination of a Product Account, you may export Backups from your Product Account via download, pursuant to the Product Documentation. An active Subscription is required for export. We reserve the right to permanently delete Content thirty (30) days after termination of a Subscription. We may delete SaaS Defense Threat Information immediately upon termination of a SaaS Defense account.":1,"#Term Length. A Product Subscription shall commence on the date the first Product License in the Subscription is provisioned for an Account or the date as set forth on the Order, whichever is sooner. A Subscription always ends on the last day of a calendar month. For invoicing and renewal purposes, a Committed Service Term will commence on the first of the month following the start of the Subscription and will remain in effect for the defined number of consecutive months.":1,"#<strong ljsid-0=\"\">Storage Entitlement For SaaS Protection</strong>. Unless another amount is set forth on your Product Order, SaaS Protection provides for an initial storage entitlement of sixty gigabytes (60GB) per License, averaged across all SaaS Protection Licenses (“<strong ljsid-2=\"\">Storage Entitlement</strong>”); if a different Storage Entitlement amount is set forth on the initial Order, then that Storage Entitlement shall apply unless later modified through another Order. The Storage Entitlement may be increased during a Committed Service Term by purchasing additional storage, which is an Add-On, and which cannot be decreased during a Committed Service Term. If your Product Account exceeds the then-current Storage Entitlement during any monthly period, you will automatically be charged and invoiced for such excess storage at the end of that monthly period at the then-current prices for such excess storage (unless another price is listed on the initial Order). For any later monthly period where storage remains below the then-current Storage Entitlement throughout the entire period, there will be no excess storage invoiced for that period.":1,"#SaaS Defense Retention. With respect to SaaS Defense, the retention period of Threat Information is set by Kaseya, and shorter than the retention period of backed up data under a SaaS Protection Retention Plan. Please consult the current SaaS Defense product documentation for the current retention period for Threat Information.":1,"#Right to Use. Subject to your compliance with the Agreement and the receipt by us of all fees applicable to a Product, we grant you a limited, revocable, non-sublicensable, non-exclusive right and license to access and use that Product in accordance with the Product Documentation for the number of licenses and the applicable data storage entitlement purchased (“<strong ljsid-1=\"\">Licenses</strong>”). Unless otherwise specified, you will receive the current standard Product features and functionality (such as number and frequency of backups) for the applicable Retention Plan and for the number of Licenses in each Product account (“<strong ljsid-3=\"\">Product Account</strong>”).":1,"#Monthly backups are kept after a year, then stored for selected retention period.":1,"#Weekly backups are kept after 90 days.":1,"#Daily backups are kept after 30 days.":1,"#Up to 3X daily backups are retained for 30 days.":1,"#SaaS Protection Retention Plan. Each SaaS Protection Service Subscription requires a particular Retention Plan. Content associated will be retained for a time period selected by you, provided that the Product Account has appropriate Licenses provisioned to it and payments are current. Backups are taken, rolled-up and pruned as follows:":1,"#Service Subscription Required. To receive Product services, Product Licenses must be included in a valid Product subscription (“<strong ljsid-1=\"\">Subscription</strong>”) for which we receive timely payment. A Subscription covers a pool of Licenses that have the same Committed Service Term and Retention Plan.":1,"#Kaseya’s Use of Malicious Code. With respect to SaaS Defense, we will compile and provide threat information regarding Malicious Code (“<strong ljsid-1=\"\">Threat Information</strong>”). We may retain a copy of the Malicious Code and use information about the Malicious Code for any purpose, including, but not limited to, the improvement of Products, research and analysis, and cooperation with others regarding Malicious Code.":1,"#Kaseya’s Use of Content. Except for the limited license granted hereunder, you, your Client or the User (as applicable) retain all of existing rights in and to Content. We will use and process the Content only as necessary to provide and support the Products or comply with Applicable Law, and will not otherwise access Content other than as permitted under the Agreement, these Terms of Use, or as authorized by you for support.":1,"#You must maintain authorization and access to the Third-Party Tenants and the Third-Party Tenant APIs so that we are able to regularly access it for purposes of providing the Product. You agree and acknowledge that Content may not be available or restorable a) if our access authority to a Third-Party Tenant is changed or otherwise restricted; b) due to unavailability of the Third-Party Tenant, or any portion thereof; c) if the Third-Party Tenant provider amends its API guidelines in such a way that affects our ability to access the Third-Party Tenant; and/or d) with respect to modifications to the Content that are not captured in the backup frequency or retention schedule for the Retention Plan chosen.":1,"#License to Content. On behalf Users, you (i) represent and warrant that you and the User have sufficient rights and all required third party consents, permissions or licenses in and to the Third-Party Tenant account and Content as may be necessary and appropriate for use to provide the Product to you; and (ii) hereby authorize us to access and interact with the Third-party Tenant to retrieve Content and, with respect to SaaS Defense, scan Content for ransomware, malware, spam, phishing, viruses and other malicious materials (“<strong ljsid-1=\"\">Malicious Code</strong>”); and (iii) hereby grant to us a limited, royalty-free, non-exclusive, assignable license to copy, reformat, disclose, transmit, scan, display and otherwise use the Content as necessary or desired, in each case solely for the purposes of providing the Product, comply with Applicable Law, or as otherwise necessary for us to exercise its rights under these Terms of Use. You and/or the applicable User is responsible for the accuracy, quality and legality of the Content, for propery securing rights in the Content that allow us to provide the Product.":1,"#These Datto SaaS Protection and Datto SaaS Defense Product Terms of Use (“<strong ljsid-1=\"\">Terms of Use</strong>”) govern your use of Datto SaaS Protection (“<strong ljsid-3=\"\">SaaS Protection</strong>”) and Datto SaaS Defense (“<strong ljsid-5=\"\">SaaS Defense</strong>”) products and services (collectively referred to herein as the “<strong ljsid-7=\"\">Products</strong>“). By purchasing or using either Product, you agree to be bound by the Kaseya Master Agreement entered into by you, Kaseya US, LLC or another Kaseya affiliate depending on your location and as described therein (“<strong ljsid-9=\"\">Kaseya</strong>,” “<strong ljsid-11=\"\">us</strong>,” or “<strong ljsid-13=\"\">we</strong>”) as well as these Terms of Use which are incorporated into the Kaseya Master Agreement (collectively, the “<strong ljsid-15=\"\">Agreement</strong>”). Capitalized terms not defined in these Terms of Use have the meaning given to them in the Agreement. The current Kaseya Master Agreement is accessible by <a ljsid-17=\"\">clicking here</a>.":1,"#Updated as of November 17, 2025":1,"#<strong ljsid-0=\"\">Contrôle d'accès : </strong>Related to privilege access, which for backup is related to administration of the product. Since the administration of backup solutions is so sensitive, protocols such as SSO, 2FA, and RBAC should be utilized.":1,"#Successful cyberattacks are responsible for more than 60% of closures of small and medium businesses (SMBs), according to a recent Vistage report¹. With attacks becoming a constant, MSPs and their SMB clients need access to solutions that alert them to the latest threats and position them to proactively fend off attackers. MSP Tech Day attendees can get a first-hand look at recently launched <a ljsid-1=\"\">Datto SaaS forsvar</a> demonstrating how it functions in unison with <a ljsid-3=\"\">Datto SaaS Protection</a> as the first and last lines of defense for SaaS applications to provide multi-layered protection. MSPs can hear from Datto’s Chief Executive Officer, Tim Weller, along with the Information Security Team, product specialists and a panel of their MSP peers, on how MSPs can protect themselves with advanced threat protection for Microsoft 365. Participants can receive expert advice on how to leverage Datto solutions to grow their business, plus get a sneak peek at exciting updates for key Datto offerings that will continue to shape the future of cybersecurity in the MSP channel.":1,"#You searched for crayon | Datto":1,"#Crafting smarter dashboards with Autotask PSA | Datto":1,"#November 18, 2025":1,"#Cyber Resilience 101":1,"#November 21, 2025, 2:00 pm ET":1,"#\"Es ermöglicht mir die Arbeit mit Remote-Kunden aus der ganzen Welt. Da ich in der Lage bin, Diagnosen zu stellen und oft Probleme zu beheben, bevor sie zu einem Problem werden - Datto RMM ist wirklich ein Grundpfeiler in meinem Geschäft.\"":1,"#With an RMM solution, you can collect information about the customers' network, hardware, and software. You can also remotely support customers, proactively monitor every endpoint, deploy patches, create alerts and tickets when issues arise, schedule maintenance jobs, and more. You can stay ahead of issues and resolve them":1,"#Remotely monitor and manage your entire user base, reduce overheads, and empower your technical team":1,"#Learn about the company and meet the leadership t":1,"#Få mere at vide om Datto RMM her":1,"#Find out more about webinars, guides and reviews.":1,"#\"We've never had a problem - we'll take care when it occurs.\"":1,"#Protection against failures:":1,"#Highlighting automation and \"hand-free\" management.":1,"#Sell BCDR: The best tips":1,"#This helps to shift the discussion of costs to value and risk avoidance.":1,"#\"I understand - but downtime can cost thousands per hour. A single ransomware attack, a single hardware outage, and you already have days of revenue losses, lost employee productivity and lost customer confidence. BCDR pays off by avoiding this risk.”":1,"#\"You're a small business - we can't justify any more costs at the moment.\"":1,"#The client’s mindset:":1,"#Fonctionnalités RMM | Surveillance et gestion à distance Datto":1,"#Propulsé par OneTrust S'ouvre dans un nouvel onglet":1,"#RETOUR":1,"#Avis sur les cookies de Kaseya, s'ouvre dans un nouvel onglet":1,"#Centre de préférences en matière de cookies":1,"#Avis d'API Google":1,"#Commutateurs gérés par le cloud":1,"#Logiciel de detation MSP":1,"#Tableau de bord des caractéristiques":1,"#Surveillance à distance":1,"#Informatique à distance":1,"#Gestion des patchs":1,"#VUE D'ENSEMBLE":1,"#Programme de développeurs":1,"#View bcdr solutions":1,"#Continuously learn about webinars, guides and reviews.":1,"#Are you ready to go one step further?":1,"#Immutable backups:":1,"#\"We've never had a problem before - we care when it occurs.\"":1,"#When providing BCDR or disaster recovery services, end users may raise certain objections. We’ve compiled a list of typical concerns and responses that can help you effectively support, train, and protect your users.":1,"#Offer a risk-free pilot project.":1,"#Highlighting automation and \"hands-off\" management.":1,"#Share case studies and social evidence.":1,"#Offer graduated protection packages (good/better/best).":1,"#Quantify the risk with downtime calculators.":1,"#Lead with business results (revenue, compliance, customer confidence).":1,"#Important concepts of the security strategy":1,"#RPO (Restoration Point Target):":1,"#RTO (restoration time target):":1,"#Failure protection:":1,"#Sell BCDR: Top tips":1,"#“Backups are only the first step. They help you recover data, but not your business operations. What happens if your server fails or gets infected with ransomware? With BCDR, we can restore your entire system instantly - not just files.\"":1,"#My answer:":1,"#\"We already back up our data, so we're covered. We don’t need anything more complicated or expensive.”":1,"#\"We already have backups - isn't that enough?\"":1,"#When deploying BCDR or disaster recovery services, end users may raise certain objections. We’ve compiled a list of typical concerns and responses that can help you effectively support, train, and protect your users.":1,"#Common objections and how to respond to it":1,"#Why Backup isn’t Enough":1,"#Backups alone are not enough. Companies at this level are still very vulnerable, as recovery is slow, incomplete, and often untested. This puts a serious risk of downtime, which can paralyze the operation and destroy the trust of customers.":1,"#REQUEST DEMO":1,"#Backup vs. Business continuity":1,"#Business Continuity and Disaster Recovery is a set of practices that bring people, technology and processes together to help a company continue or restore business operations.":1,"#Backups are a good start, but they can’t prevent downtime. Some cyberattacks even target backups directly to cause maximum damage. Knowing your RTO and RPO times is essential for all businesses.":1,"#The 3-2-1 backup rule states that you should have three copies of your data, two different backup formats, and a backup that is stored outside the company. This rule is a good basis, but there are further plans.":1,"#Backups are like a spare tire. Useful, but not very helpful if you don't know how to change it in the rain at night. Business Continuity ensures that you have the tools, knowledge, and plan to get started again quickly.":1,"#Are you ready to step up a step?":1,"#How much data can you afford to lose.":1,"#RPO (Recovery Point Goal):":1,"#How fast you need to be back online.":1,"#RTO (Restoration Time Target):":1,"#Instant switching to a standby system to minimize downtime.":1,"#Protect yourself from ransomware by making backups unchangeable.":1,"#Unchangeable backups:":1,"#“We don’t need a super-fast recovery. We can live with a certain downtime.”":1,"#\"We don't really have the time to test all these things.":1,"#\"If something goes wrong, we'll just restore the backup. We've done that before.'":1,"#\"We've never had a problem before - we care about it when it happens.\"":1,"#“We use the cloud – we’re already protected.”":1,"#“My client doesn’t have a budget for that.”":1,"#This allows me to position BCDR as a tool for uptime and continuity, not just as a storage solution.":1,"#Why this is important:":1,"#Failsafe:":1,"#From backup to business continuity and resiliency | Datto":1,"#Accelerate threat investigations with Datto EDR Smart Investigate. Get AI-powered insights in seconds, reduce workload, and strengthen security defenses.":1,"#Datto EDR Smart Investigate: AI-Powered Threat Analysis in Seconds":1,"#From break-fix to AI: Power Consulting’s evolution with Autotask":1,"#Datto is acquired by private equity firm Vista Equity Partners and merges with Autotask, adding PSA,RMM, Datto Workplace":1,"#Datto creates innovative technology that enables MSPs to protect small and medium businesses against threats and minimiz":1,"#As the leading global provider of security and cloud-based software solutions purpose-built for Managed Service Providers (MSPs), Datto":1,"#Understanding component variables in Datto RMM  | Datto":1,"#«La línea Datto SIRIS es la mejor solución BCDR del mercado. Cuando el cliente comprende el verdadero costo del tiempo de inactividad, rápidamente entiende el valor que la línea Datto SIRIS aporta a su empresa. Datto SIRIS no es una copia de seguridad, es continuidad del negocio, que es algo completamente diferente».":1,"#Elimine el estrés causado por el ransomware, la pérdida de datos y el tiempo de inactividad con una solución de respaldo diseñada específicamente para garantizar que sus datos estén siempre disponibles y seguros.":1,"#Bring Order to Chaos with Powerful Endpoint Management Tools | Datto":1,"#You searched for greenlake | Datto":1,"#in IT Glue":1,"#Verknüpfte Dokumentation":1,"#Kaseya Quote Manager-Integration":1,"#<a ljsid-0=\"\"><strong ljsid-0-0=\"\">Workflow-Regeln</strong></a> to flag out-of-warranty devices and prompt proactive refresh conversations.":1,"#Auslösebereich-Transparenz":1,"#Auslösebereich-Farbe":1,"#Auslösebereich anzeigen":1,"#Auslösebereich-Einstellungen":1,"#Ziehen Sie den blauen Bereich, um die Position des Auslösebereichs anzupassen, und ziehen Sie den oberen oder unteren Griff, um die Höhe anzupassen":1,"#Seitenleiste-Einstellungen":1,"#Alt+Shift+E":1,"#Seitenleiste schließen":1,"#Seitenleistenposition umschalten":1,"#Seitenleiste deaktivieren":1,"#Disable for all sites":1,"#Seitenleiste-Breite":1,"#Rechts":1,"#Seitenleiste-Position":1,"#Seitenleiste aktivieren":1,"#Allgemeine Seitenleiste-Einstellungen":1,"#Auslösebereich-Position":1,"#Auslösebereich-Höhe":1,"#Auslösebereich-Breite":1,"#Hide until next time":1,"#Automated Threat Response quickly isolates, kills suspicious processes, and quarantines potential cyber threats, using tailored actions based on expert":1,"#Microsoft 365 Management allows you to integrate the platforms effortlessly. With just a few clicks, get a co":1,"#Datto’s BackupIQ™ technology simplif":1,"#To make the impact more real, use tools like the <a ljsid-1=\"\">Recovery time & downtime cost calculator</a>. When you plug in a client’s actual figures, the potential losses come into sharp focus. Once clients understand that an hour of downtime could cost $10,000 or more, BCDR moves from being a ‘nice-to-have’ to a critical business investment.":1,"#How to sell BCDR: A guide for MSPs | Datto":1,"#As a result, MSPs often find themselves stuck between rising threats and clients who don’t feel at risk. Bridging this gap means helping prospects see the business impact of downtime, not just the technical features of recovery. It requires shifting the conversation toward outcomes, such as operational continuity, data integrity and customer trust, and framing BCDR as the foundation of long-term cyber resilience.":1,"#Explore how Datto can help you protect your clients, grow your recurring revenue and boost your profitability. <a ljsid-1=\"\">Become a Datto Partner today</a>.":1,"#To help close BCDR deals faster, Datto also offers the Backup Concierge Program. MSPs get direct access to a dedicated backup solution architect who helps align each client’s workloads with the right protection strategies and recovery objectives. From pre-sales support and client demos to co-branded marketing materials, this program is built to accelerate your sales process and support consistent recovery outcomes.":1,"#With instant virtualization, MSPs can recover client systems in minutes, either on robust on-site appliances or in the immutable Datto Cloud. Datto’s solution also includes automated backup verification, flexible restore options and a unified dashboard for managing backup and disaster recovery across multiple client locations. It’s designed to help MSPs deliver always-on availability and meet even the most demanding SLAs with confidence.":1,"#Every strategy in this guide becomes more impactful when paired with the right solution. <a ljsid-1=\"\">Datto BCDR</a> gives MSPs a purpose-built platform to deliver true business continuity.":1,"#Win more sales with Datto BCDR":1,"#Use simple language, real-world examples and clear ROI to make the case. Focus on their business, not the technology. Ask about their goals, concerns and what downtime would actually mean to them. Then, position BCDR as more than a safety net. It’s a way to protect revenue, build trust and stay competitive. When clients see it that way, cost becomes easier to justify.":1,"#Successful BCDR sales come from education, not pressure. Clients need to understand the risks before they act. When they do, they often sell themselves on the solution.":1,"#In summary: Sell through education, not pitches":1,"#Real stories from similar-sized businesses reinforce this point even more strongly than statistics alone.":1,"#Cybercriminals view smaller businesses as low-risk, high-reward targets due to their weaker defenses. Even if prevention fails, BCDR provides clients with a way to recover quickly and minimize the damage.":1,"#There’s also the challenge of demonstrating return on investment (ROI). Downtime is hypothetical — until it’s not. Without a recent incident or quantifiable loss, it’s difficult to create urgency or justify BCDR as a business-critical expense.":1,"#“Hackers don’t care how big you are. They care how vulnerable you are.”":1,"#Small businesses are among the most common targets of ransomware, not the least.":1,"#Objection: “We’re not a target for ransomware.”":1,"#Encourage clients to think beyond files. What happens to invoicing? Order fulfillment? Customer support? BCDR not only protects data but also ensures the business continues to run without interruption.":1,"#“Even short outages can ripple through your business. Missed deadlines, delayed responses and idle employees all cost more than you think.”":1,"#Many clients believe they can “get by” during downtime. That’s rarely true once they walk through the actual impact.":1,"#Objection: “We can manage without our data for a bit.”":1,"#If needed, offer flexible pricing or a phased rollout to get started.":1,"#Show clients the numbers. Downtime costs include lost productivity, missed revenue, recovery expenses and reputational damage. Position BCDR as business insurance that pays off the moment something goes wrong.":1,"#“BCDR isn’t a cost; rather, a protection against a much bigger one. One hour of downtime can cost more than a full year of BCDR coverage.”":1,"#Business owners, particularly in the SMB space, tend to evaluate technology investments based on past experiences. If they haven’t suffered data loss, downtime or a cyberattack recently, they may not see the urgency of preparing for one. Many fall into a false sense of security, relying on outdated systems or basic cloud storage, unaware that these tools offer limited recovery options in the event of a real crisis.":1,"#While cost is one of the most common objections, it is also often the least justified.":1,"#Objection: “We can’t afford it right now.”":1,"#Cyberthreats, such as ransomware, are becoming more frequent, sophisticated and increasingly difficult to recover from. Also, downtime isn’t always caused by cyberattacks. Accidental file deletions, hardware failure and even routine system updates can bring operations to a halt. Whether the cause is malicious or mundane, the impact is the same. Demonstrate that the risk is real, whether they’ve experienced it or not.":1,"#“Just like you don’t buy insurance after an accident, the best time to invest in continuity is before a problem occurs.”":1,"#Many businesses underestimate risk because they haven’t been hit yet. But past luck is not a security strategy.":1,"#Objection: “We’ve never had downtime before.”":1,"#Help them see the difference between having a copy of data and actually being able to use it. Talk about recovery time, not just backup frequency. If it takes three days to rebuild infrastructure and restore files, that’s not continuity — that’s disruption.":1,"#“Yes, but how long will it take to restore that data? Can your business afford to be down for hours or even days?”":1,"#Reframe the conversation:":1,"#Clients often think backups are enough. The reality is, backups only store data. They don’t ensure quick recovery or operational continuity.":1,"#This confusion stems from a common misconception that backup and business continuity are interchangeable. While a backup might eventually recover data, only BCDR ensures that business operations continue running with minimal interruption. That distinction often gets lost in client conversations, especially when cost is a top priority.":1,"#Objection: “We already have backups.”":1,"#Objections are a natural part of the sales process. The key is to address them with empathy, clarity and real-world context. Use this section as a quick-reference guide during BCDR sales conversations. Each objection is paired with messaging that reframes the conversation around business value — not just technical details.":1,"#Common objections and how to overcome them":1,"#The goal isn’t to convince everyone — it’s to convert those who already see the need.":1,"#Rather than chasing every lead, invest time in educating the right ones. Use assessments or risk audits to show where their vulnerabilities lie. Once they understand the gap, BCDR sells itself.":1,"#Look for clients in sectors that rely on operational continuity and are often bound by strict compliance standards, such as healthcare, finance, legal and retail. Such businesses have more to lose from downtime and are more likely to see the value in investing. Also, watch for signs in mindset. It’s easier to sell BCDR to clients who already see IT as a business enabler, not just a cost.":1,"#Not every client will be ready for BCDR — and that’s okay. The most successful MSPs focus on the right-fit prospects. Those are businesses that understand risk, value uptime and operate in industries where disruption isn’t an option.":1,"#Qualify and target the right clients":1,"#Clients who see BCDR as a trust-building tool are more likely to invest. It’s not just about recovery; it’s also about protecting the business’s image.":1,"#How long would it take to rebuild lost trust?":1,"#For many MSPs, selling BCDR isn’t a technical challenge, but rather a communication challenge. MSP clients often don’t understand what BCDR actually is or why it costs more than traditional backup solutions. They hear “backup” and assume their needs are already met.":1,"#Could a competitor win business while you recover?":1,"#What would clients think if your systems went down mid-service?":1,"#Ask questions that make the risk real:":1,"#BCDR protects more than data. It protects a company’s reputation. MSPs should position it as a way to ensure businesses stay responsive, compliant and credible even during a crisis.":1,"#Downtime does more than disrupt operations — it damages trust. Think about a law firm that can’t access case files or an e-commerce site that crashes during a holiday sale. These are business failures that affect customer confidence and brand perception.":1,"#Focus on brand reputation and customer trust":1,"#MSPs should also offer tiered recovery options. Not every workload needs a five-minute recovery window, but critical systems likely do. Position BCDR as a way to align recovery times with the actual risk and business priority of each system. When clients see RTO and RPO as tools to protect revenue and maintain trust, they become part of a strategic conversation — not a technical one.":1,"#Connect RTO and RPO to things that matter — lost productivity, delayed revenue, customer frustration and compliance risk. For example, a three-hour RTO might sound reasonable until you show what that three-hour outage actually costs in lost transactions or idle employee time.":1,"#What happens to your reputation if you miss service level agreements or deadlines?":1,"#How many hours of lost data would your team have to recreate?":1,"#Why MSPs struggle to sell BCDR":1,"#How long can your business afford to be offline before customers walk away?":1,"#Help clients understand that these measures are business impact indicators within the context of their operations.":1,"#RPO = How much work or data can be lost.":1,"#RTO = How long it takes to get back up.":1,"#In simple terms:":1,"#<strong ljsid-0=\"\">Recovery point objective (RPO)</strong> is the maximum amount of data a business can afford to lose, measured in time from the last backup to the point of disruption.":1,"#<strong ljsid-0=\"\">Recovery time objective (RTO)</strong> is the maximum amount of time a business can be down before operations must be restored.":1,"#To many clients, <a ljsid-1=\"\">RTO and RPO</a> sound like technical jargon. MSPs need to simplify these terms and tie them to real business impact.":1,"#Connect RTO & RPO to business outcomes":1,"#What would it cost to recover from a failed restore attempt?":1,"#This article equips MSPs with the insights, tactics and language needed to effectively sell BCDR — not as a backup tool, but as a business-critical continuity solution. We’ll break down common objections, explore what SMB clients actually care about and show how MSPs can turn BCDR into a recurring revenue driver while strengthening client trust.":1,"#How many sales or service requests would be lost?":1,"#What is their hourly rate?":1,"#How many employees would be unable to work during an outage?":1,"#Help clients think through these questions:":1,"#There are also intangible costs to consider. Reputational damage, lost customer trust and missed contractual obligations can have long-term consequences. Recovery itself is expensive, especially when environments need to be rebuilt from scratch.":1,"#Downtime doesn’t just halt operations, but also causes immediate losses in revenue and productivity. Sales are delayed, service delivery is interrupted, and internal teams sit idle. In many cases, even a brief outage can result in thousands of dollars in costs.":1,"#To sell BCDR with impact, MSPs must shift the conversation from technical specs to financial consequences. Business leaders respond to numbers, and if they can see the cost of downtime in clear terms, the value of BCDR becomes hard to ignore.":1,"#Calculate the cost of downtime":1,"#If the answer is “no” to any of these, then backup alone isn’t enough. Clients need a BCDR solution built to protect data, enable fast recovery and keep business moving.":1,"#Can you prove to auditors and cyber insurers that you can restore operations within the documented windows?":1,"#According to the <a ljsid-1=\"\">State of BCDR Report 2025</a>, nearly half of organizations are planning to replace their primary backup provider within the next year, citing inadequate disaster recovery capabilities as a key concern. So, why is selling BCDR still such a struggle for MSPs? The problem isn’t the technology; it’s in the positioning. Many MSPs struggle to communicate the value of BCDR beyond basic backup, especially to business owners who haven’t yet experienced downtime or data loss firsthand. For cost-conscious clients, spending more on BCDR than they did on traditional backup can seem unnecessary until it’s too late.":1,"#Are you comfortable with a recovery that could take weeks, risking data loss due to untested systems?":1,"#Are you willing to accept a three-day infrastructure rebuild just to restore from legacy backups?":1,"#Can you ignore a scenario where your backups are also encrypted by ransomware?":1,"#To shift the client’s mindset, ask questions that expose the gaps in legacy backup thinking:":1,"#Backup stores a copy of the data, but it’s BCDR that ensures comprehensive protection and quick recovery when it matters most. BCDR goes beyond storage to enable the rapid recovery of operations, allowing businesses to continue serving their customers, meet compliance requirements and minimize data and revenue loss. That’s the core message MSPs need to communicate.":1,"#If a backup can’t be restored quickly or completely after a disruption, its value becomes questionable. So, what happens if a backup is corrupt? What if a cyberattack, such as ransomware, encrypts both the production environment and the backup? These are all real-world scenarios that MSPs need to bring into the conversation.":1,"#Many clients believe that having their data backed up — especially in the cloud — is enough to protect their business. However, while they store a copy of data, <a ljsid-1=\"\">backups don’t guarantee full protection or continuity</a>.":1,"#Emphasize continuity over backup":1,"#To sell BCDR effectively, MSPs must shift the narrative. It’s not about selling storage — it’s about selling uptime, resilience and operational continuity. This section outlines practical strategies to move the conversation from technical specifications to business-critical outcomes.":1,"#Key strategies for selling BCDR":1,"#Small and midsize businesses (SMBs) are becoming prime targets for cybercriminals. With fewer defenses, limited in-house IT expertise and outdated backup strategies, SMBs are seen as easy entry points for ransomware and other attacks. This vulnerability creates a critical opportunity for MSPs to step in with modern business continuity and disaster recovery (BCDR) solutions. BCDR helps MSPs protect their clients’ most valuable asset — their data — while enabling uninterrupted business operations. Yet, despite its importance, many MSPs still view BCDR as a cost center instead of a service that can drive long-term growth and increase recurring revenue.":1,"#Miercom-Datto-EDR-AV-Efficacy-Report.pdf – 514.28 KB":1,"#Datto is committed to delivering":1,"#Director of Sales, Neveco":1,"#Discover the latest resources relating to Backup & Recovery. | Page 3 of 3":1,"#Backup & Recovery Resource Archive | Page 3 of 3 | Datto":1,"#Resources and Blogs related to Cybersecurity | Page 10 of 19":1,"#Cybersecurity Archives | Page 10 of 19 | Datto":1,"#SaaS Backup & Recovery | Datto SaaS Protection for M365 & Google Workspace - www.datto.com/":1,"#From Backup to Business Continuity and Resilience | Datto - www.datto.com/":1,"#Autotask es su sistema operativo empresarial todo en uno, que ofrece una visión unificada de sus operaciones de TI y la prestación de servicios. Gracias a la inteligencia artificial, transforma a su equipo en expertos que lo saben todo y lo hacen todo, adaptándose con facilidad y ofreciendo servicios de primera calidad en todo momento.":1},"version":48145}]