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Why: Why the interest in backup
Who: Company, industry, person’s role details
How are they using the SaaS solution: e.g. SF as CRM vs SF for MC/Pardot
- Are we a fit? Based on Budget, Authority, Need and Time
- How complex is the environment
- How serious are they about backing up the solution
Setting expectations: Expand on the Cycle, pricing, and next steps. List Item
Understand competitors: Ask about the other solutions they are evaluatung
Cadence of follow-up: Call after. Post 5-7 days send an email, email, a call, OR call, call, email

How would it affect business if you lost Microsoft/Google/Salesforce data?

What would your process look like if your provider’s servers were down?

Have you experienced data loss or had to quickly recover records?

What would happen if you couldn’t recover the data?

Do you worry about data residency or where your backup data is stored?

Do you partner with or serve businesses outside of the United States?

Are you subject to CCPA, GDPR, HIPAA, SOX, GLBA, or other data privacy and retention laws?

What is your / your company’s view on storing backups in the same cloud as the application itself? Ie: backing up M365 in Microsoft Azure.