Continuum Explains Why MSPs Should Sell Backup, Security Solutions

Matthew Waters was at MSP Expo last week explaining why MSPs should sell backup/disaster recovery services. But, these are just a couple of offerings from Continuum Managed Services. The IT management platform provider also outfits MSPs with help desk and mobile device management services. And later this year, the company will add a security offering to its lineup.

Waters is vice president of North American Sales at Continuum, which sells SMB-targeted solutions through MSPs. He was a panelist on today’s “Why Backup is an Easy Revenue Opportunity for MSPs” session. This panel also featured Rob Rae, vice president of business development at Datto.

As for security, Continuum believes that’s an opportunity on which MSPs need to move, Waters said. A lot of security solutions are enterprise-grade, and not friendly to the SMB community, he added. But Continuum Security was designed with small and medium businesses in mind, he indicated.

There are two layers of this solution, which is based on Continuum’s own technology. There’s a profile and protect option, which Waters said is like a smoke detector. It tracks vulnerability and assigns scores to vulnerabilities in real time. Then there’s a full-blown solution, for which Continuum can provide proactive remediation. Both solutions leverage a combination of software and people, and are white labeled for MSP use, he said.

In other recent news from Continuum, the company has expanded its Sales Academy. That’s an effort through which Continuum provides training to its MSP channel partners.

Waters said 70 MSPs last year flew to its headquarters in Pittsburgh for a workshop on sales. This workshop offered business leaders general guidance on how to overcome prospect objections, for example. The event was such as success, he said, that Continuum is doing it again this year. Plus, the company will be staging events for sales reps throughout the year at its office.