Singlehop Case Study
FireLogic, an MSP specializing in the SMB space, was running into numerous customers who abruptly lost their IT personnel and did not know where to turn for support.
Given the skills gap in the industry and high demand for IT professionals, this was no surprise to FireLogic – a firm that capitalizes on the shortage, serving as an outsourced “fractional” IT department. As FireLogic audited their new customers’ IT systems and reviewed immediate needs, a common trend presented itself. Back-up for the entire organization lived on a single, physical tape, oftentimes with the most recent back-up date several weeks behind. Worst yet, most customers had never even known that backup testing was a best practice. When FireLogic presented their findings to business owners, the response was utter shock.
In these situations, and in discussing these “horror” stories with existing customers, FireLogic has been successful in guiding organizations to cloud-based back-up solutions (BaaS). This MSP always recommends customers follow the 3-2-1 strategy (3 copies, 2 different mediums, 1 off-site) and asks a series of questions to quantify the actual cost a BaaS solution can provide to the organization. Because the decision maker can “see” the value, closing the sale becomes much easier.
FireLogic has closed several Singlehop BaaS deals with a number of others in the pipeline. FireLogic chooses Singlehop due to their ease of use. Singlehop works with MSPs to bill the customer directly but provides the MSP with appropriate updates and notifications so the partner can act as the outsourced IT department. With the BaaS solution, notifications are proactively sent if something “breaks” or storage is running short. Back-ups and restores can be done 24/7/365 and customers have flexibility to grow their solution as needed.
FireLogic appreciates the variety of solutions TBI offers. When they are selling other technologies or when Singlehop’s BaaS solution does not fit their customer’s needs, they know they can reach out to their dedicated TBI Channel Manager for other vendor recommendations. The quick turn around on quotes and contracts and ability to project manage orders has made TBI a valued partner for FireLogic.
Check out this quick video about selling BaaS!
