Losing Big on Managed Services and Staffing

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 […]

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Managed Services Is Security!

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 […]

Making Managed Services Work

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 […]