Objection Handling
A prospect says, "We already have a backup solution."
"That's great. Many of our customers did as well before evaluating N-able. Can I ask how quickly you can recover after ransomware and how often recovery is tested?"
A prospect says they haven't experienced a major outage. What would you ask?
"What would the business impact be if your most critical systems were unavailable for 24 hours?"
What does Cove Data Protection help organizations do?
Protect data, recover quickly from disruptions, and improve business resilience through cloud-first backup and disaster recovery.
What does MDR stand for?
Managed Detection and Response.
What does RMM stand for?
Remote Monitoring and Management.
A prospect says, "We're not looking at this right now."
"I understand. Many MSPs weren't actively evaluating resilience solutions until a customer outage or security incident highlighted a gap. Would it make sense to explore your current strategy so you're prepared when priorities shift?"
A prospect says, "Microsoft stores our data already." What discovery question would you ask?
"How would you recover deleted mailboxes, Teams content, or SharePoint data if it was permanently lost or impacted by ransomware?"
Is Cove an on-premises solution or a cloud-first solution?
Cove is a cloud-first, SaaS-based data protection platform
What is the primary goal of MDR?
Antivirus focuses on prevention, while MDR provides ongoing monitoring, threat investigation, and response capabilities.
What business problem does an RMM solve?
It helps IT teams and MSPs monitor, manage, automate, and support devices remotely from a central platform.
A prospect says: "We already have EDR."
That's great. How does your team handle alert investigation and response when suspicious activity is detected?"
An MSP says they use Microsoft 365 backup and are fully covered. What discovery question would you ask next?
Can you walk me through how you would recover a user's mailbox, OneDrive files, or Teams data after a ransomware attack?"
What workloads can Cove protect?
Servers, workstations, Microsoft 365 data, physical environments, virtual environments, and cloud-hosted workloads.
True or False: MDR only generates alerts and leaves response up to the customer.
False. MDR includes human expertise to investigate and help respond to threats.
Why is proactive monitoring valuable?
It helps identify and address issues before they become outages or support tickets.
A prospect says, "We already have an RMM."
"That's great. How satisfied are you with its automation, reporting, and ease of management?"
What question would you ask to uncover recovery requirements?
"How long could your business operate if critical systems or data were unavailable?"
True or False: Local storage is required to use Cove.
False. Local storage is optional because backups can be sent directly to the cloud.
A prospect says: "Our IT team handles security."
"Many teams do. How do they manage security monitoring after-hours, weekends, and holidays?"
What is one benefit of remote access capabilities within an RMM?
echnicians can troubleshoot devices without needing to be physically onsite.
A prospect says, "Our technicians manage everything manually."
"How much technician time could be reclaimed if routine maintenance and monitoring tasks were automated?"
What discovery question would you ask to uncover security monitoring gaps?
What happens when a critical security alert occurs after business hours?"
Name three reasons an MSP would choose Cove over a traditional backup platform.
Complete this statement:
"EDR gives visibility. MDR delivers ______."
Investigation and response.
Name three outcomes MSPs want from an RMM.