19 February 2014

Data recovery and data migration services key drivers of business growth for resellers in 2014

New research from Kroll Ontrack reveals opportunity for resellers to make additional sales of services, hardware and software following data recovery engagements

London, 19 February, 2014 – Kroll Ontrack, the leading provider of data recovery and ediscovery products and services, today revealed the findings of a global research study1 that showed the majority (77 per cent) of resellers see data recovery as a key driver for business growth in 2014. Nearly two-thirds (60 per cent) of resellers said that they believed data migration would also fuel growth, while 27 per cent thought that data erasure would drive sales.

According to the 700 resellers surveyed by Kroll Ontrack, data recovery jobs in particular provide an opportunity to offer additional products to clients, including IT services (cited by 84 per cent of resellers), back-up software (78 per cent), back-up hardware (75 per cent) and replacement hardware (65 per cent). 

The majority of resellers (89 per cent) say that their clients go ahead and purchase additional products as a result of working with them on data recovery projects.  These additional sales boost resellers’ revenues by up to £5,000 for the majority of respondents (59 per cent), between £5,001 and £10,000 for a further 19 per cent and between £10,001 and £20,000 for 7 per cent. A smaller proportion (4 per cent) said that they secure more than £20,000 worth of additional sales as a result of working on data recovery engagements. Only 11 per cent of resellers said that they did not sell any additional products following data recovery projects.

While resellers see real benefits from providing data recovery services in terms of additional revenue and customer loyalty, they have yet to fully capitalise on newer propositions such as legacy tape services. Almost two-thirds of respondents (60 per cent) said that customers have requested legacy tape services, but that they don’t currently provide them– despite the fact that companies including Kroll Ontrack can make such services readily available via its reseller programme.

Phil Bridge, Managing Director at Kroll Ontrack said: “It’s great to see that our reseller partners gain such value from providing our data recovery, data management and data erasure services to their clients. A key benefit beyond the ability to generate extra revenue from hardware and software is to build customer loyalty by offering a more technical data recovery service – it’s all part of creating a relationship of trust in which clients know they can turn to their IT partners for help in even the most challenging circumstances.

“However it’s not just data recovery in a crisis that creates opportunities to broaden a commercial relationship, Kroll Ontrack is increasingly working with reseller partners who want to offer data migration and legacy tape services to their clients. The global regulatory environment has brought the need for accurate data management and retrieval to the fore and resellers can support their clients’ requirements to get legacy data in shape by working with Kroll Ontrack.”

About the survey

1 The online survey was carried out with 700 resellers across nine countries (Austria, France, Germany, Italy, Poland, Spain, Switzerland, UK, US)

About Kroll Ontrack Inc.

Kroll Ontrack provides technology-driven services and software to help legal, corporate and government entities as well as consumers manage, recover, search, analyse and produce data efficiently and cost-effectively. In addition to its award-winning suite of software, Kroll Ontrack is an industry-leading provider of data recovery, secure data destruction, electronic discovery and document review services. For more information about Kroll Ontrack and its data recovery services please visit: http://www.krollontrack.co.uk/data-recovery or follow @KrollOntrackUK on Twitter.


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