Technologies like virtualization, hyperconvergence and the software-defined data center are focused less on vendor-specific hardware requirements and more on offering managed services. Learn about 5 steps you can take to selling managed services in the data center.
Transform how you sell services
Selling managed services requires a consultative mindset focused on durable, strategic relationships with executives. To be the solution provider of the future, you need to take the following 5 steps to be a true consultative, problem-solving partner.
- Understand your managed services offerings inside and out: Thoroughly understand your managed services offerings so you can best position them to address your customers’ needs. “No one solution addresses every customer need,” says Nick Vermiglio, Ingram Micro technology consultant.
- Get to know your customers: Position yourself as the trusted advisor. “You need to understand everything about your customers, like their data center costs around cooling, floor space and capacities. And you have to understand your customers’ economic and business climates,” says Vermiglio.
- Start the managed services conversations with your customers’ goals in mind: “The method of selling is turned upside down,” says Bernie Franczak, Ingram Micro technology consultant. “Start the conversation by asking your customers about the outcomes they’re looking for.”
- Don’t be afraid to ask the hard questions: Vermiglio admits that these are sometimes hard conversations to have with executives, particularly when they want to protect the status quo. “Sometimes, you need to have the guts to look across the table and tell them that the status quo is going out of business. This is not a time for politics,” says Vermiglio. “Remember that the hard questions demonstrate that you care, you’re protecting them, and that you’re in it for the long haul with them.”
- Focus on your services value: Focus your messaging on how your managed services help your customers’ businesses. Show them how your managed services can help them handle things more proactively like managed-services productivity gains. Focus your messaging on value instead of technology, like IT systems management and how it impacts user productivity, decreases risk and controls costs with a higher level of performance, utilization and employee productivity.
How to structure your managed services pricing model
You can structure your managed services offerings on one or more of the following pricing models:
- Value-based pricing illustrates how much your customers are losing without your services.
- Per-device pricing offers a flat rate on how much it costs your customers to support each device supported in their environments.
- Tiered pricing is based on bundled service packages.
- Hourly call-out basis is an hourly rate charged for your work.
- Monthly basis is a monthly rate to perform your work.
- Remotely managed pricing focuses on offering 24/7 monitoring of your customers’ networks.
Read a few related articles focused on ways you can transform your data center practice.