Here’s another example of losing big, this time on scheduling with managed services or staffing. The client asks to have someone on site full time. This is a great deal as it represents recurring revenue. They can’t afford a full time IT person (or perhaps project team member), so they contract with you to have […]
Every technology company should be building and selling managed service offerings – this is the foundation of financial stability (whether traditional management, SaaS, Cloud, etc. ). It’s the equivalent of software license renewal. If you are in sales, and your company is smart, you are being asked to sell these services. If you are hitting […]
How are resellers showing an ROI on managed services deals in order to sell them? (If you are in channels, I’d be interested in hearing what you are seeing from your partners as well). Here are some observations along with a White Paper I have written on using assessments to accelerate sales cycles by providing […]
Whether it\’s LPI, Zenith, Nable, or one of the many platforms available out there, it\’s really your technical knowhow and your ability to lower the impact and likelihood issues your client may face. Yesterday was just one more example of total incompetence with the big players. Heading out on a four day trip, I opened […]
Managed services is a misunderstood term with too many disparate definitions; at the same time, it’s an essential part of financial stability. I was speaking with one of my coaching clients yesterday who, two years ago had zero dollars in recurring revenue, and now has about 2 million annually with a 40% margin. Try to […]
High Tech Business Growth 