Cloud BDR Companies: Falling In Love With VARs

Axcient, Intronis and others started in the MSP market. Now they’re showing VARs some love, too.


Cloud BDR companies like Axcient, Datto, Intronis and eFolder got their start supporting MSPs. But now, some of those cloud companies are opening their arms to VARs. Here’s what’s next for IT service providers focused on cloud backup and disaster recovery.


A lengthy list of cloud BDR (backup and disaster recovery) companies (names like Axcient, Datto, Intronis and eFolder) focuses heavily on the MSP market. But if you take a closer look, you’ll notice many of those same cloud BDR players warming up to the larger VAR and IT service provider industry — where rivals like Carbonite and EMC’s Mozy are digging in for a long battle. Here’s the proof — and some advice for VARs poking around the cloud BDR market.


The story goes something like this: MSPs (managed services providers) understand monthly recurring revenue (MRR) business models. Overall, the MSP market continues to show healthy growth (check out the MSPmentor 501 survey for stats). But some managed services (such as remote PC monitoring) are now commodity offerings. The best MSPs aren’t standing still. Instead, they are pushing into newer markets like cloud BDR.


Lots of Options

The good news: MSPs that offer cloud services like BDR are growing more than twice the industry rate, according to new research from The 2112 Group, Business Solutions and Intronis. The bad news for vendors: An incredibly long list of backup and cloud BDR companies now caters to MSPs. The options include:


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