Vertical specialization can be a big benefit to IT managed services providers, but you need the right products and services to make big revenue gains. A partnership with Intronis Cloud Backup and Recovery helped healthcare IT solutions provider Untangled Solutions drive triple-digit revenue growth. www.intronis.com blog.intronis.com

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cloud backup + recovery
Specialization Leads
to Triple Digit Growth
Selling cloud backup and other IT services exclusively to healthcare
clients results in record growth for MSP Untangled Solutions.
C
hris Johnson’s decision to specialize and focus his company’s IT
services exclusively on the business needs of healthcare providers was
a defining moment for Untangled Solutions, an MSP located in Santa
Monica, CA. “We had customers across multiple vertical markets and simply
weren’t able to provide the type of specialized solutions and services they
needed,” explained Johnson. “I needed to take a step back and really evaluate
the landscape. Once I did, I saw the opportunity for Untangled Solutions to
specialize its business and that’s the moment everything changed.”
Untangled Solutions made the decision to specialize in Health IT in
2010. Within months of realigning its focus, the MSP noted a marked
increase in customer satisfaction and today customer referrals are the
company’s biggest lead generation tool. “We never cold call anymore. Our
reputation as a highly specialized Health IT service provider is making it
easier for us to win new business, and our market insight is building great
loyalty with our customers,” says Johnson.
Take a No Compromise Approach to BDR
One of the reasons Untangled Solutions has been so successful in servicing
the needs of dental offices and private physician practices is its comprehensive and uncompromising approach to IT-as-a-Service. “We provide a complete, turnkey service with great reporting that covers everything from EMR
software, to infrastructure and cloud backup,” says Johnson. “And if a client
doesn’t want to pay a small monthly fee to have their data encrypted and
stored in a cloud data center that meets the industry’s highest standards for
security, then we walk away from the business.”
Untangled Solutions’ hardline approach to backup and disaster recovery
(BDR) is also one of the biggest differentiators for the company. “We’ve seen
firsthand what happens when customers take shortcuts with their backups
and gamble that their data will always be recoverable,” he says. “When a
client is using our BDR solution, which is powered by Intronis, we know we’ll
never need to worry about corrupted data files, accidentally deleted files, or
even natural disasters.”
The level of service confidence Untangled Solutions is able to deliver using
Intronis goes unrivaled says Johnson. The MSP had sold BDR systems prior
sales@intronis.com 800-569-0155 www.intronis.com @intronisinc
STATS
Company Name: Untangled Solutions
Year Founded: 2008 (as an LLC)
Headquarters: Santa Monica, CA
Vertical: Healthcare
URL: www.untangledsolutions.com
Projected revenue growth
for 2013 over 2012: 130%-plus
Chris Johnson’s take on:
Strategy
I needed to take a step back and
really evaluate the landscape.
Once I did, I saw the opportunity
for Untangled Solutions to specialize its business and that’s the
moment everything changed.
BDR
We’ve seen firsthand what happens when customers take
shortcuts with their backups and
gamble that their data will always
be recoverable.
Intronis
Intronis is also one of the few
channel vendors that signs a
HIPAA Business Associate Agreement with its reseller partners,
which means that they share in the
liability of ensuring our customers’
data remains protected at all times.

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to Intronis, but noted many were simply insufficient in several areas and especially for the
needs of Health IT. “Many healthcare practices use laptops as a regular part of their businesses, and their devices aren’t always connected to the network so that was always an
issue,” says Johnson. “Another was that SQL databases require secondary backups beyond
what an image-based backup system offers and most of the image-based systems we were
using didn’t have any way to verify that backups were being performed successfully.” This
inefficiency and uncertainty around BDR was instantly resolved when Untangled Solutions
made the switch to Intronis.
Leverage Peer Groups, Industry Orgs to Find the Right Backup Solution
“We came to know Intronis through our affiliations with channel organizations such as the
ASCII Group and CompTIA,” explains Johnson who reached out to several peers and
evaluated multiple backup vendors before selecting Intronis. After seeing the technology in
action and witnessing Intronis’ commitment to partners, Untangled Solutions standardized
on Intronis.
“It was easy to see that the Intronis team has a passion for their product and partners,”
says Johnson. “They also have a shared focus on the Healthcare market, and understood
the industry regulations and business needs our customers were facing.”
Another key factor that set Intronis apart was the simple fact that Untangled Solutions
could brand the BDR technology as its own. “Intronis allows us to white label their product so that we can provide IT solutions with our company’s logos and branding on them,
which helps us stay top of mind with our customers,” says Johnson. “Intronis is also one
of the few channel vendors that signs a HIPAA Business Associate Agreement with its reseller partners, which means that they share in the liability of ensuring our customers’ data
remains protected at all times.”
Untangled Solutions’ decisions to focus exclusively on healthcare and partner with Intronis
have yielded impressive results. Not only has the MSP’s customer satisfaction ratings improved
dramatically, its revenues have followed suit, too. This year, Untangled Solutions is on track to
outperform last year’s revenue by more than 130%.
About Intronis
Intronis Cloud Backup and Recovery is a world-class cloud backup solution for the IT channel. Intronis provides
the industry’s easiest-to-use secure data solution for offsite and local backup, which generates a monthly recurring revenue stream for your business. Intronis offers the best Exchange and SQL backup on the market, supports
virtualized environments with native VMware backup, and is integrated with major solutions in the MSP ecosystem.
Partners receive expert customer support from Intronis’ U.S.-based team. The solution has been field tested by
thousands of MSPs, and the company has been named Best Revenue Generator seven times and Best Customer
Support three times by members of ASCII. Learn more at www.intronis.com or on Twitter at twitter.com/IntronisInc.
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sales@intronis.com 800-569-0155 www.intronis.com @intronisinc