Technological advancements that the world has seen in the last few decades have revolutionized the way organizations conduct their businesses. Innovations in the tech field have made it possible for small businesses to get a level playground by using everything from servers and digital marketing tools. However, the unprecedented pace of change in IT has also introduced quite a few new challenges. The Managed IT Services needs are not limited to a single computer running a list of approved applications.
The introduction of cloud computing into the business space has opened many opportunities while at the same time created a hodgepodge of interconnected platforms, devices, and applications. A strong IT department team is required to ensure all of this is working flawlessly. This is where the problem lies. Not all businesses are capable enough to handle the financial burden of hiring a full-fledged IT team. So, what is the solution?
IT Managed Services
The term “Managed services” has very vague implications. It is the practice of outsourcing the burden of managerial responsibilities to the field experts in exchange for subscription-based fees. If we talk specifically, Managed IT Services providers (also known as MSPs) are third-party organizations that take responsibility for managing a portion or entirety of a business’s IT needs. Depending upon client requirements they can provide 24*7 monitoring, reporting, issue resolution, and other related services. Using cloud computing as a tool, MSPs can successfully operate remotely without any regional or border limitations.
Some examples of Managed IT services that most MSPs offer are mentioned below.
Your important and valuable data is duplicated and stored in an off-site server to work as an emergency backup in case of a disaster. The backup frequency can be adjusted and will depend on the recovery plan that you have opted for.
2. Desktop as a Service (DaaS)
It is a cloud-based virtual desktop infrastructure that can be easily accessed online by software. Also, VDI adds an extra layer of security to protect sensitive company data.
3. Infrastructure and networking
MSPs provide virtual offsite servers and conduct regular backups. Some of them also host servers their servers and then rent them out. The size of your organization and the amount of data that you want to store are some of the major deciding factors to make a well-informed choice.
4. Managed packages
They are a collection of services and managed solutions that act as an in-house IT department. They contain all sorts of service aspects like security, monitoring, backup, and full support services.
Till now we have discussed “managed services” from a client perspective. We discussed different types of services and their benefits. Let’s now explore this topic from an MSP’s perspective.
Like any other business, MSPs also need a robust sales operation campaign to become stable in the industry. They must know how to engage with clients and brief them about the available services
Let’s discuss some of the practices that you must keep in mind while dealing with clients.
1. Have a Helping Attitude
You need to have a helping attitude to establish strong long-term relations with your clients. While profitability is a major factor in a business-client relationship, you should focus more on solving the pain points and adding value to your client’s life. During your interaction, you must try to be as transparent as possible. There is no need to overstate some features of your managed services.
Use every opportunity to impart a sense of confidence in the client’s mind. Show them your previous records of satisfied clients.
2. Make your Services Easy to Understand
As a customer executive on an MSP, you know all the technical jargon about the managed services that you are selling. However, most clients are not familiar with these technicalities. Some clients may have a very simplistic understanding of the term “disaster recovery” and assume that it is only applicable in the case of some kind of natural disaster. Thus, it is better not to assume that your client even has a basic understanding of your product.
Be prepared and design your presentation in an easily understandable manner.
3. Sell Value
A client will come to you because of your service quality but he will stay only because of the value that you impart in his business. You should try to convince the client to make a purchase decision based on the service value instead of the technology. In most cases, the customer is only concerned about the problem being solved and not about the technology used in doing so.
4. Appropriate Pricing
You must do proper market research on your end before deciding the pricing structure for selling IT managed services. Once you have fixed a price, avoid the temptation to negotiate and undercut the competition. Know your worth and adhere to your statement, negotiating might increase your sales figure for some time but it will reduce your profitability in the long run.
5. Be Available
Improve your digital presence to ensure that prospects can find you on the internet. All the essential details about Managed IT services that you are selling should be easily available on your website. Along with this, a convenient way to contact you should also be available on all your social media handles.
When you are trying to sell managed services, your main aim should be to earn their loyalty by adding value to their business. Each and everything, from the way you approach your clients to the way you frame your offering should reflect the real value and capabilities of your MSP. Other than this, keep things simple and you will surely find success in this very competitive industry.