In today’s fast-paced digital economy, even a few minutes of downtime can grind business to a halt — disrupting productivity, damaging reputations, and draining revenue. That’s why companies are moving beyond basic backups to embrace full-scale business continuity and disaster recovery (BCDR) solutions. And for managed service providers (MSPs), this shift spells a major opportunity for growth and profitability.

The State of BCDR Report 2025, based on responses from over 3,000 IT professionals, revealed that over half of organizations are planning to switch backup providers — and the leading reason is inadequate disaster recovery capabilities. That insight is clear: businesses aren’t just looking to store data; they want to stay operational no matter what.

Why MSPs Are Shifting from Backups to Business Continuity

Basic backups aren’t enough anymore — not in an age of sophisticated ransomware attacks that often target backup files first. That’s why forward-thinking MSPs are focusing on delivering business continuity, not just data recovery. With continuity services, MSPs can:

• Strengthen client trust with faster, more reliable recovery
• Differentiate in a competitive market
• Generate stable monthly recurring revenue (MRR)

A recent State of the MSP Industry 2025 report shows that top-performing MSPs — those earning over $10 million in annual revenue — are already bundling BCDR with managed security services. In fact, 46% of MSPs now offer BCDR as a standalone offering, with many reporting it as one of their most profitable services.

Overcoming Customer Apathy and Driving Value

While businesses are willing to invest in uptime, one barrier remains: many clients underestimate the risks of downtime. MSPs need to shift the conversation from "backup" to "business resilience." That means educating clients on the financial impact of outages and the critical role of BCDR.

Tools like Datto’s Downtime Cost Calculator can help MSPs quantify potential losses and demonstrate the ROI of investing in BCDR. When positioned correctly, BCDR becomes not just a protective measure — but a revenue safeguard.

Four Ways MSPs Are Boosting Profitability with BCDR

Here’s how MSPs are structuring and scaling their BCDR offerings to maximize profits:

1. Tailor BCDR Packages to Client Needs

Not every client has the same tolerance for downtime. By offering tiered BCDR packages, MSPs can meet varying needs and budgets:

• Basic backup services suit clients with moderate uptime requirements.
• Premium disaster recovery services provide instant failover and rapid recovery for mission-critical operations.

This tailored approach boosts customer satisfaction while creating upsell opportunities.

2. Bundle BCDR with Managed Services

According to industry research, 83% of MSPs offering co-managed IT services include BCDR. It’s a natural fit alongside endpoint security, MDR, and email protection.

But there’s still white space: only 46% of MSPs offer BCDR as a standalone service. Elevating BCDR as a flagship offering helps MSPs carve out new market share and command higher margins.

3. Position BCDR as a Business Insurance Policy

The real value of BCDR is in what it prevents: lost revenue, legal risk, and reputational damage. MSPs can shift client mindset by framing BCDR as a proactive investment, not an operating cost.

Use simple formulas like:

Cost of Downtime = Lost Revenue + Lost Productivity + Recovery Expenses + Reputation Damage

Show your clients how even short outages can have long-lasting effects — and how BCDR can stop them before they start.

4. Leverage Partner Programs to Accelerate Success

MSPs don’t have to go it alone. Programs like Datto’s Backup Concierge offer free expert support to help partners:

• Price and package BCDR services
• Conduct product demos
• Close more deals

With a dedicated Datto solution architect, MSPs can speed up sales cycles and improve close rates — all without adding overhead.

Why MSPs Trust Datto for BCDR

For nearly 20 years, Datto has been the go-to BCDR vendor for MSPs, offering enterprise-grade technology that’s simple to deploy and manage. Key benefits include:

• Hybrid backup architecture: Local and cloud-based backups ensure fast, flexible recovery.
• 1-Click Disaster Recovery: Patented automation for instant failover without complexity.
• Ransomware-resistant architecture: Immutable backups, secure cloud, and hardened appliances.
• Automated backup verification: Regular, hands-off testing to prove recoverability.

With Datto, MSPs can confidently deliver continuity services that meet even the most demanding RTOs — and do so profitably.

MSP Success Stories: Real Revenue from Resilience

Scott Lennon, CEO of Total Communication, describes how framing backup as business continuity creates “a-ha” moments with clients. His team relies on Datto SIRIS to deliver all-in-one continuity.

Mark Tschetter of Kelley Connect bundles Datto SaaS Protection with BCDR. For him, price objections are rare: “It’s one of the cheapest insurance policies you’ll ever buy.”

Linda Kuppersmith of CMIT Solutions Stamford used Datto to rescue a 180-room hotel hit by ransomware — recovering operations without paying a ransom, thanks to local and cloud failovers.

Aaron Garcia of TekConcierge calls Datto BCDR “worth its weight in gold.” With Datto, they’ve scaled their MRR and minimized overhead while delivering value clients can see.

Final Thoughts

BCDR is no longer a “nice-to-have” — it’s a must-have. As businesses demand more resilience and less downtime, MSPs that deliver continuity will lead the pack in profitability and client satisfaction.

Datto makes that possible. With a proven track record, purpose-built tools, and expert support, Datto helps MSPs transform BCDR from a basic backup into a high-margin business model.

Seize the opportunity. Deliver resilience. Drive growth. Become a Datto partner today.