New research from Kroll Ontrack, the data recovery and ediscovery services provider, reveals over four in five (81%) IT channel businesses see demand from their customers for third party data recovery services.
The majority of UK resellers (93%)2 say that their clients have purchased additional products/services as a result of working with them on data recovery projects. Offering data recovery services (through either in-house solutions or a third-party provider such as Kroll Ontrack) allows resellers to see thousands of pounds added to their bottom line via add-on sales of IT services, software and hardware.
Assisting customers with data loss and erasure issues also allows resellers to see benefits beyond financial gains. Over three quarters (77%) of resellers believe offering data recovery services builds customer loyalty and reduces customer churn. Through partnering with a third party provider such as Kroll Ontrack, resellers can boost this loyalty. A provider can support the reseller’s customers through supplying on call consultants to work with the partner’s customers throughout the data recovery and data management process. This not only benefits the end customer but builds loyalty between the customer and reseller.
Phil Bridge, Managing Director at Kroll Ontrack said: “It’s very positive that reseller partners can increase overall sales from providing data recovery services to their clients. Beyond this, it’s encouraging that resellers are seeing increased customer loyalty by offering a more technical data recovery service. It helps create a relationship of trust in which clients know they can turn to their IT partners for help in even the most challenging circumstances.”
Kroll Ontrack launched its new Authorised Partner Programme in October 2014 and has 10,000 partners in the UK and over 100,000 globally. The programme offers a series of benefits and discounts to help resellers extend their service and product portfolio. It offers referral fees or discounts and a trained team of Partner Services Consultants to assist the partner and their customers throughout the data recovery and data management process. The Kroll Ontrack Authorised Partner Programme has developed sales and marketing resources as well as educational material (such as this introductory data recovery ecourse) to help resellers familiarise themselves with how the products and services can help their customers while also increasing their sales. It also regularly offers promotions and giveaways to reward the partners for their participation in the programme.
Kroll Ontrack launched the new hosted erase service to help partners offer additional services and expand their offering. This simple, quick, data wiping solution offers a new revenue stream for resellers helping them provide a secure and certified erasure solution.
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