Value-added resellers (VAR) can find marketing opportunities with disaster recovery products. Many customers associate hierarchical storage management (HSM) and backup technologies with disaster recovery. Many companies are initially interested in HSM, but end up purchasing backup and disaster recovery systems. VARs need to develop a complete disaster recovery solution, adding value to the products and increasing their profits in the process. The Highly publicized disasters, such as earthquakes, hurricanes, floods and bombings, have many companies concerned with protecting their data. However, these companies should be more concerned with local disasters, such as fires, power interruptions and chemical spills that can shut down operations. Ninety-three percent of the companies that did not have their data backed up properly when a disaster struck went out of business.