E-Safe Technologies (E-Safe) is a $9 million MSP (managed services provider)/ IT solutions provider that not only recognized that virtualized IT environments were going to become a huge opportunity, but it acted on that knowledge by implementing a strategic process to market, sell, and support virtualized solutions and IT services to SMBs.
I recently spoke with Bruce Thompson, vice president of E-Safe, and he shared with me the following key ingredient to E-Safe's success, which is translating to a projected increase in revenue of $1.5 million this year: Establish and conduct a virtualization health check.
The goal of E-Safe’s virtualization health check is to ensure each customer has an optimized and secure IT environment that’s suitable for virtualization and will provide the cost savings customers want without compromises in computing performance. Beginning with a pre-sales consultation, the virtualization practice manager works with the E-Safe salesperson to set up an introductory alignment call with the client to discuss the client’s business needs, technology environment, compliance/mandate issues, and short- and long-term requirements.
Next, the E-Safe rep schedules a follow-up meeting to review the proposed assessment plan and to discuss the scope of work, which includes providing a clear understanding of services to be performed and the requirements for all parties involved. “Our virtualization health check includes a 25-point check, covering areas such as network infrastructure, storage, software licensing [e.g. VMware and Citrix], and business applications,” says Thompson. “The assessment includes 4 hours on-site, plus a couple of hours developing the follow-up report and recommendation. We charge $3,000 for the assessment, and since launching this practice last year, we’ve averaged one per month. We found the sweet spot for virtualization among SMBs is with companies that have between 60 and 300 users.”
Find out three additional tips for virtualization sales success by checking out my complete interview with Bruce Thompson, here: 4 Steps To Becoming A Trusted Virtualization Advisor.