Selling managed services

Why to sell managed IT services? What is the process of selling managed services? How do companies sell services? The managed services market is growing rapidly.

However, many organizations remain unfamiliar with the concept of managed services and are therefore unsure of whether they should work with a managed services provider (MSP). The buyer for technology is typically the IT department, which is usually governed by the Procurement organization. You are essentially entering into a business partnership with your customer, which requires emotional intelligence and understanding of the business outcomes they’re trying to achieve. People are looking into and forming opinions about your managed IT services company before ever speaking with one of your sales representatives.

Will they like what they see? On a sales call, you can control the conversation. This course explains the multi-faceted characteristics of small- to medium-sized businesses (SMBs) and describes the critical role of technology in the SMB market. You will uncover the value you can bring to clients, learn how to win their business, and understand how to manage accounts after the sale. Today, this method does not work nearly as well as it did.

As part of that, companies should take on a trusted advisor role with their clients, selling not just products and services , but IT guidance. Those who fail to realize they’re in desperate need of a managed solution. The ideal customer desires more than just another service. They don’t merely want to take a load off. Fully Define Your Service Scope.

One critical aspect of negotiating a managed services agreement is ensuring that. Commitment Must Come From the Top Down. When negotiating a managed service deal, it’s critical to convey your. At ConnectWise, we understand the challenges of transitioning your business to managed services —and how scary it might seem. Cave in to the threat of commoditization Today’s new and larger competitors know their biggest advantage is price.

Matt sold managed services since before the industry had a name for it! Now he is sharing all his secrets to selling managed services ! As an MCSE and sales professional Matt unveils his tools, tips, and strategies for sales success. Matt continues to sell managed services and IT service contracts to small and medium business. When approaching a small business, it’s important to keep in mind they may not have the technology budget that gets us that $0check every month.

But let me tell you something about SPA based selling : it never works! In my plus years of working in sales and the IT industry, I can’t tell you how many sales people I’ve encountered that continue to try to make this method work. A lost managed services deal is equivalent to $70going down the drain. Unless you're building a managed services practice from scratch, the first leads your new sales.

Overcoming Objections. Telecom Service Providers or better known as telcos, are making use of their existing scale and IT savviness to shift beyond data services and voice to selling managed offerings. They already work on the subscription model and hence, know a lot about it.

Managed Services - Qualification is Very Important.