A meteor is streaking toward the earth at an unprecedented speed. NASA has pinpointed its trajectory, and there is a 100-percent chance that your customer’s office will be reduced to a steaming crater within 24 hours.
This is a scenario in which your client will want to have a good off-site disaster recovery plan in place. But such a scenario is not the way to sell a disaster recovery solution. Why? Because meteor strikes just don’t happen that often.
In fact, even more realistic natural disasters—from hurricanes to floods to falling trees—aren’t the most likely to hit your clients. Of course, region by region, it’s important to prepare for what’s likely to come your way. If your client is in a flood zone, by all means, plan for a flood. But as a whole, natural disasters aren’t the prime threat to your client’s data.
So the good news is, the chances of you or your client being put out of business by a world-ending event and the subsequent collapse of civil society are quite low. The less good news is that there are far more common disasters likely to wipe out business-critical data than those which Mother Nature imparts. These are the disasters your clients should be focusing on when they’re developing a disaster recovery plan.
The REAL Disasters to Watch for
Under the right circumstances, a data-loss disaster can make a business wish it had been taken out by the aforementioned meteor. Disasters like protracted power outages, or a spike to the electric system that burns out a server or causes data corruption, are the ones your client is most likely to suffer.
What It Means for a Data Recovery Plan of Attack
It’s a better use of resources to plan for the disasters that your client has a chance of experiencing and can adequately handle with the right solution in place than allowing your client to try to plan for whatever apocalyptic scenario its C-suite finds most terrifying. You’re not selling insurance for extraterrestrial invasions—you want to build a solution that is actually going to help someone.
The Real Place to Start Planning
Getting your client thinking about realistic disaster scenarios and the ways to handle them is a critical starting point. A client may think it’s well set up to deal with a prolonged power outage. But if you get up and unplug the client’s server (you’ll probably want to ask the client nicely first), you can give the client a hands-on demonstration of exactly what its prospects are. This vulnerability informs part of the backup solution by showing the importance of having a backup that will stay on when the power goes out—or when someone accidentally kicks the cord out of the server, or spills coffee on it, or any of the numerous everyday events that can take a server offline.
Common scenarios, as they say, are common. And so, preparing for inevitable occurrences like power outages is the place to start.
Moving Ahead with a Backup and Recovery Solution
Now that your client has a realistic idea of what can go wrong, you can discuss ways to make things right. What is the client’s most critical data, where is it kept, and how is it already protected? How quickly does the data need to be back online in order to keep the business going, and how long can a business afford to go between backup points?
With these questions in mind, having an easy-to-understand, business-centered conversation about the role of data, the impact of loss and the importance of prevention is the key to setting a business up with the right backup and recovery solution—one that meets real needs, not science-fiction fears.