For our higher end clients with higher end needs (so we're mostly talking healthcare and accounting)...we push our highest backup services....DattoBackup.
2x parts to this backup strategy....local backup with near immediate virtualized server recovery, and offsite backup. But you can lead the sales pitch by first discussing "What would happen if your server caught fire/blew up?"
Have them think about that first...and lay out the realistic steps to getting a new server, and having their network back up and running.
*Their server has some big problem..they call you
*You arrive onsite within a few hours
*You spend at least another hour troubleshooting...(now we're into early/mid afternoon...so one day is shot for them)
*You've determined that their server is really shot...need to order a new one. Procure money, get a new server configured...and place the order.....wait...at least several days for one.
*New server arrives...that day you rush onsite....build it, install the OS, and then spent time running "restores" from their "hopefully" good backup. There goes another day.
*Incremental backups in the mix? Yuck....hope the entire chain is good.
(I never do incremental backups on traditional removable media backup with any clients....it's always a full daily backup..always. Been through the nightmare of piecing together a restore from an incremental backup)
Let me illustrate newer backup methods...especially good for clients that need fast D/R (Disaster Recovery). There are other brands of backup services that do this, I chose DattoBackup because they're local (based in my same state..Connecticut)...and I'm a firm believer in in keeping business local when I can. Their support is excellent...I've had issues where I'll place a troubleticket..and within an hour or two one of their tech guys will have remoted into the appliance at my clients site and fixed the issue. And...even though prices will initially seem high to those not familiar with this type of high end backup, their prices are actually good compared to others.
*Now...for the first part..their "Siris" product. A local appliance is placed next to your clients servers...on the network. Basically a NAS. The size/capacity/power of it (and price) is based on how many servers you need to back up....and disk space needed. They range from a small form factor single core processor 250 gig appliance..to 1U rack mount servers with multi cores and RAID...to 4U rack mount servers with multiple sockets, tons of RAM, and huge disk arrays in RAID. It runs on a customized *nix distro. On each server you will back up, you install a special version of StorageCraft ShadowSnap software they had custom made for them. You run a checkdisk and defrag on each server to prepare them...and then you do your first backup...which is a full image based backup. From then on...each server does a fancy equivalent of an incremental backup..and it tracks the changes and is able to keep separate full backup images based on that. You can set your backup intervals...daily, hourly, etc.....you can get crazy granular and customize to your hearts content. The backups are kept in VMDK file format..which is what VMWare uses. A virtual image file.
**The appliance will test each days backup by booting up the backup file of each server...taking a screen shot of the login screen, and e-mailing it to you. This appliance will keep approx 30x days of backups...depending on what size you bought..disk space wise.
***If your clients server(s) fail...you can remote into the Siris appliance (web interface)..."boot up" the server(s) in the virtual environment, set the servers virtual network card...and make it "Live" on the network. In about 15 minutes.
Lets back up and think about that last point for a minute. "Clients server fails...there's no way you're going to fix that server in one days time"....and..."I can have your services back up on your network in about 15 minutes!"
****The Offsite part....the Siris appliance synchs the backup data to two offsite locations, one on the east coast of the US, the second on the west coast of the US. It is initially seeded with a "roundtrip device" to copy that initial huge chunk of data to the cloud...in case clients internet connection isn't crazy fast with upload. By default it will keep up to 365 days worth of backup...you can purchase additional time retention. Now comes the cool part about this...for D/R. Lets say your clients business has a catastrophic disaster...flood, fire...something that basically destroys their office...network, computers, server(s)..even the local Siris backup appliance. No problem. The Datto tech guys will "mount" your cloud backups of the server(s)...boot them up in their data center, and have them available to you via either VPN or RDP...within about 2 hours. How cool is that?
Think about that for a minute....such a huge disaster as your clients building being leveled, and you can provide your client access to his/her server(s) and data in about 2 hours, from wherever they are as long as they can get to the internet.
Expensive? Well...initially, it can seem expensive. Initial purchase of the local Siris appliance...price varies based on which model they get naturally. And the monthly recurring subscription price...(part of which is profit for your pocket each month). But I recently brought this service to an accounting firm client of mine who is very tight with his wallet. His servers tape drive died. Price of a replacement tape drive, plus new tapes, plus my time of replacing the tape drive...was about equal to 9 months worth of this backup service. And he doesn't have to purchase new tapes each year...so there's 1x month subscription paid for each year. And he doesn't have to worry about backup status (gets e-mailed report). Doesn't have to worry about having tapes brought offsite by staff, lost tapes, etc. Satisfies his long retention, each months end backup, year end backup.
The Siris appliance can push restore an image to "new/different hardware"...it will probe the server you will restore the image to, detect it's brand/model....go out and download drives, inject those drivers into the image..and then push restore the image...making your restore to a new replacement server easier and quicker.
...gotta get more coffee...