Lead With A Free Assessment. IT services providers can leverage a sophisticated yet non-invasive network assessments as a powerful bargaining token to open a dialog with a new company. Assessment results are often jaw-dropping for the end-user, even if the system in question does not exhibit a major failing. Reports typically spotlight pages worth of inefficiencies that, once addressed, can ratchet-up security, fine-tune access policies, and enhance productivity. For example, general network assessments frequently reveal caveats including users who are no longer on the system yet still have access (e.g., former employees); computers with fragmented hard drives or saturated memory; and conflicting user policies. Similarly, a security assessment can scan tens of thousands of ports across a client’s IP address range and identify specific points of entry that are vulnerable to hacking. With the right tools, comprehensive data can be generated in an afternoon’s visit.Uncovering the key findings mentioned above is an essential part of having a consultative discussion, which is another critical component to selling managed and cloud services. Without having a good understanding of prospects' business pain points, you really don't know what their business needs are. Without an assessment, you're relegated to guessing what prospects need and that game plan is a risk you and they can't afford to make.
A Surefire Way to Kill Your Managed Services Profit Margins
Most IT service providers -- whether they're just starting to sell cloud and managed services or far down that path -- would agree that increasing recurring revenue sales is a top priority. Recurring revenue allows an IT service provider to run a more stable business.. Continue