In talking to customers about managed services, we�re finding they are sometimes procrastinating in making a decision � we�re not getting a no but we�re not getting a yes yet either.� Proactive support and maintenance doesn�t seem to have enough urgency on it for people to make a decision quickly.� So, we thought we�d put our thinking caps on to see what kind of incentives we could offer for people to sign up, as a promotion we could then market.
I�ve picked up a great book called �Stop bitching, start pitching� by Marty Kellard & Ian Elliot.� It�s forced me to really stop and think about how we pitch our managed service product, B.E.S.T.� They claim it�s not enough to have the best solution and the best sales message for it.� Instead you really have to do your homework and analyse the wants & needs (written and unwritten) of your customer and the key decision makers and influencers, then ensure that you are addressing those.� Especially for new business, a customer needs to be able to picture you working with them to solve their business problems, and taking it much further than just replacing the current IT guy that they are unhappy with.
There�s a new phrase slowly rumbling through the computer support industry in Australia � managed services.� It�s being helped along by companies like Kaseya, who are trying to convince every one-man-band computer guy that they can earn truckloads by using the Kaseya product.� Problem is, your technology tool of choice is only one small piece of the puzzle to make you a successful managed service provider (MSP).� So, we now have another �book & webinar� spawning industry, trying to each people the secrets of being an MSP, structuring contracts, pitching to customers etc etc.