Managed Storage International (now Incentra), an international RBR provider.
The Client’s Problem
Managed Storage International had a challenging goal: they wanted to become a dominant market force in their niche in a small period of time. They had built the infrastructure necessary to provide remote backup and restoration services to a massive number of corporate customers and knew they could either build every aspect of sales internally, or outsource some, or all of it. After extensive analysis, Managed Storage International determined that Sales Partnerships’ sales outsourcing solution was more productive and more flexible for their business needs.
The market for the solution was very large. Focusing on the small and medium-sized business (SMB) marketplace, companies traditionally bought backup equipment, did their own backups, and then shipped them off-site for storage. Managed Storage International, however, presented a radically new solution: allow software to automate your backups and securely send your data off-site to hardened data centers through static Internet connection while paying only for the backup services you used. There would be no more time “flipping tapes”, no more off-site storage fees, no more internal backup hardware, and an overall reduction in cost by as much as 60%.
The Sales Partnerships Solution
Sales Partnerships helped generate enough business to move Managed Storage International into one of the top two providers in their industry. Alongside this, they were able to shift their attention toward the customers that maintained higher profit margins.
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