In today’s digital world, even a few minutes of downtime can disrupt a business — stalling productivity, damaging reputation and leading to costly losses. That’s why companies are shifting from simple backups to full-scale business continuity solutions that keep operations running no matter what. The State of BCDR Report 2025, based on a survey of over 3,000 IT professionals and decision-makers, highlights this shift, with more than half of organizations planning to switch backup providers, citing limited disaster recovery capabilities as a key concern.

This shift presents a major opportunity for MSPs looking to stay ahead of the curve. The reality is clear — traditional backups are no longer enough against today’s sophisticated cyberattacks that often target backups first. By shifting the focus from selling backups to delivering business continuity, MSPs can not only enhance client retention and satisfaction but also unlock a powerful stream of monthly recurring revenue (MRR). Businesses are willing to pay a premium for solutions that keep them operational, making business continuity and disaster recovery (BCDR) a game changer for MSP profitability.

Smart MSPs are shifting from backup to continuity. See how Xtona has been leveraging Datto BCDR to stand out, strengthen client trust and boost MRR. Watch the video.

In this article, we’ll explore why BCDR has become a must-have for MSPs, not just for protection but also for profitability. We’ll dive into real-world trends, share proven strategies and highlight success stories that showcase how MSPs are turning business continuity into a competitive advantage.

Why MSPs are betting big on BCDR: It’s more than just backing up

Businesses today are paying for uptime and resilience, and a simple backup won’t cut it. Cyberattacks like ransomware have evolved to target backups first, encrypting or corrupting them to impede a business’s ability to recover. That’s why MSPs need to move beyond basic backups and deliver full-scale business continuity solutions that ensure seamless recovery and keep operations running, no matter the disruption.

This shift is evident across the MSP ecosystem. According to the State of the MSP Industry 2025 Look Ahead: Trends, Growth and Strategies for Success report, which surveyed over 1,000 MSPs worldwide, the most profitable MSPs — those generating $10 million+ in revenue — already bundle BCDR with managed security services. Unlike break-fix work or one-off projects, monthly recurring services like BCDR create stable, predictable revenue streams for them. In fact, BCDR is quickly becoming a top standalone MSP offering, with 46% of MSPs already providing it.

Businesses will pay for solutions that guarantee uptime and protect against cyberthreats like ransomware. However, the report also highlights a major challenge: “customer apathy towards cyber-risks” remains a top barrier. MSPs must educate their clients on the risks of downtime, data loss and ransomware, and why a lack of BCDR is asking for trouble. With the right approach, MSPs aren’t just selling storage; they’re delivering business resilience and IT peace of mind.

Want to nail your BCDR pitch? Download our eBook: “Selling BCDR Made MSPeasy” for expert tips and strategies to position BCDR as a must-have solution for your clients.

How MSPs are boosting profits with BCDR: Four proven strategies for success

BCDR is a high-margin service that MSPs can leverage for long-term profitability. The key is to structure offerings to align with client needs. Let’s look at some strategies MSPs can adopt to boost their MRR.

Strategy 1: Tailored BCDR packages

No two MSP clients will have the same uptime requirements or the same budget. A law firm that primarily works during business hours may be able to tolerate a few hours of downtime, while an e-commerce company processing transactions 24/7 needs instant failover to stay operational. 

By offering tiered packages, MSPs can provide the right level of protection for every client.

• For clients who can afford brief downtime, a basic backup and restore service can secure their data off-site and restore operations in minutes to hours.
• For organizations that demand maximum uptime, MSPs can deliver a premium disaster recovery service with instant recovery on-premises or in the cloud. This lets them continue running without disruption, even during a major outage.

Strategy 2: Bundling BCDR with managed services

According to the State of the MSP Industry 2025 Look Ahead report, 83% of MSPs offering co-managed IT services have BCDR embedded in their offerings because of its critical role. MSPs can follow this proven model by bundling BCDR with other managed security services, such as endpoint detection and response (EDR), managed detection and response (MDR) and email security.

However, there’s also an untapped opportunity. Less than 1 in 2 MSPs (46%) currently offer BCDR as a standalone service. Prioritizing business continuity and resilience as a key offering — rather than just an add-on — can be a major differentiator that sets MSPs apart in a competitive market.

Strategy 3: Positioning BCDR as a revenue protection tool

Instead of positioning BCDR as an expense, MSPs should help clients understand that a small investment in business continuity can prevent massive financial losses caused by downtime and compliance failures.

A simple way to drive this point home is by breaking down the true cost of downtime.

Cost of downtime = Lost revenue + lost productivity + recovery expenses + cost of intangibles (e.g., reputational damage)

Want to show your clients the real cost of downtime? Use Datto’s Recovery Time & Downtime Cost Calculator to uncover the financial impact of an outage and make a compelling case for BCDR investment. Try it now.

Strategy 4: Leveraging unique MSP programs for maximum profitability

To truly optimize profitability from BCDR, MSPs should look for specialized programs designed to help them sell, price and package their offerings effectively. Datto’s Backup Concierge Program is a prime example of this.

This FREE program provides every Datto backup partner with a dedicated backup solution architect who acts as an extension of their team. From assisting with pricing and packaging to supporting demos and client discussions, this expert resource helps MSPs close more deals and increase profitability.

Why MSPs trust Datto BCDR: Built for guaranteed continuity and resilience

For almost two decades, Datto has set the gold standard in BCDR for MSPs, delivering reliable, enterprise-grade solutions designed for seamless management and profitability. With Datto, MSPs can manage all clients’ backup and disaster recovery from a single, intuitive portal. 

Here’s why Datto BCDR stands out:

• The best of both worlds: Datto BCDR combines local backups for fast recovery with automated, hourly replication to the immutable Datto Cloud. This hybrid model gives businesses the flexibility to failover locally for quick restores while maintaining cloud-based protection for large-scale disasters.
• Instant recovery with 1-Click Disaster Recovery: Datto’s patented 1-Click Disaster Recovery (1-Click DR) eliminates the complexity of failovers. It’s as simple as reordering from your favorite fast-food app. MSPs can instantly replicate previously successful DR tests, including VM configurations, networking configurations and more, with a single click, avoiding human error and reducing downtime. This automation-driven recovery helps MSPs effortlessly meet even the most demanding recovery time objectives (RTOs).
• Ransomware-proof backups and immutable cloud protection: Datto SIRIS backup appliances run on a hardened Linux-based OS with role-based access controls (RBAC) to minimize attack surfaces. Meanwhile, the Datto Cloud is purpose-built for secure backup and disaster recovery, with multiple layers of protection. Features like Cloud Deletion Defense™, enterprise-grade encryption (AES-256), two-factor authentication (2FA) and immutable storage ensure that backups remain protected against even the most advanced cyberthreats.
• Automated backup verification: Datto’s automated backup verification ensures backups are tested, validated and recoverable without adding manual overhead. MSPs can prove backup integrity to clients, reinforcing trust and demonstrating true business continuity.

How MSPs are winning with BCDR: Real-world success powered by Datto

You don’t have to take our word for it. Hear from these IT leaders as they share how Datto has been helping them deliver real business resilience while driving profitability.

• Creating the a-ha moment: Helping clients see the true value of BCDR – Scott Lennon, CEO of Total Communication.

“When you start talking about backups and then expand that into business continuity, they often say, ‘Wow! We haven’t really thought about this – how will we outfit our people when disaster strikes?’” states Lennon. A Datto partner for over a decade, Lennon describes Datto SIRIS as “a magical IT box,” praising its flexibility, integrated secure cloud and all-in-one capabilities.

• The no-brainer sell: How SaaS protection sells itself – Mark Tschetter, Director of IT Services at Kelley Connect

Tschetter emphasizes how bundling Datto SaaS Protection into their BCDR strategy helps them differentiate their BCDR offering. He notes that while client education is key, pricing is rarely an obstacle, “I rarely see an objection when it comes to price. It’s so affordable, and we think of it as one of the cheapest insurance policies you’ll ever buy. It’s really a no-brainer.”

• Winning against ransomware: Restoring businesses without paying ransom – Linda Kuppersmith, CEO of CMIT Solutions Stamford

When cybercriminals locked down a 180-room luxury hotel with ransomware, Kuppersmith stepped in with Datto’s instant virtualization. Nine out of ten servers and 30 workstations were infected, and the client feared paying a hefty ransom was the only way out. Instead, the CMIT and Datto teams leveraged Datto’s cloud and local failover capabilities to rapidly restore critical systems. “The client was skeptical that recovery could be achieved without paying the ransom. We stated we were confident it would take nowhere near that time,” says Kuppersmith.

• The power of recurring revenue: How MSPs grow with Datto BCDR – Aaron Garcia, Director of Operations at TekConcierge

For Garcia and TekConcierge, Datto BCDR is more than just a BCDR solution; it’s the foundation of their business model. “Datto BCDR has been worth its weight in gold for our business,” states Garcia. He further adds, “Datto’s BCDR solutions bring us value in MRR, reducing the cost of management, recognizing revenue and spending more time delivering value to our clients. Datto’s support has been key to our long-standing partnership.”

Final thoughts

For years, many assumed BCDR to be another cost center. However, as the demand for business continuity and rapid recovery rises, that mindset is swiftly changing. MSPs are now recognizing BCDR as a powerful revenue driver — one that boosts MRR, reduces churn and strengthens their competitive position in the market.

With Datto, the most trusted MSP vendor, MSPs like you can deliver high-margin continuity services that are scalable, reliable and built for profitability. Stay ahead in the MSP game. Become a Datto Partner today and seize the BCDR opportunity.