When it comes time to evolve from a break/fix (B/F) pricing model to a managed services (MS) recurring revenue model, make sure you have your ducks in a row. One of the first things you need to determine is if your hourly rate is the right one for your business. So, let’s do some math. In this example, we are using one technician and 250 desktops. The variables of this calculation are the same, but values can vary widely by company. Confirm your values with your accountant. The variables and calculation in this table are for a single billable technician who will play a key role in helping you move from B/F pricing to MS.
Disaster recovery planning is integral for every business. However, what can a company do to prepare for a disaster when they don’t control the IT configuration? This is becoming a common problem as cloud solutions become more popular. Having a technically advanced cloud infrastructure setup isn’t enough, you need a vendor partnership with a vendor that is committed to excellence while offering flexibility and open lines of communication. Developing trust through a collaboration-driven relationship backed by industry certifications that verify resiliency is a good place to start.
Cloud security firm Netskope, through a Ponemon Institute commissioned study, has released the results of its survey of over 1,000 IT professionals in Europe, and the findings portray some sobering news for proponents of public cloud computing. The survey results cover views on securing cloud based applications and how secure those applications and the data really are. The summary for MSPs is that European IT professionals do not believe public cloud is secure enough for their needs.
As the owner of an IT Solution Provider or Managed Service Provider (MSP) business, have you ever felt anxious about delivering a proposal or sales pitch to a client, squirming because you “just knew” that they’d find it too expensive? It’s not that the solution you’re presenting in your proposal isn’t the one the client needs – you’re sharing with them *exactly* what they need. Nor is it that you’ve added a large margin to the proposal to boost your profits. In reality, worried about the cost of the proposal you’ve probably reduced your margin to make the whole job more palatable to the client.
IT is a critical component of any company’s success. Why? Because companies rely on IT to help them remain competitive. As a result, IT spending is on the rise. According to Gartner , worldwide IT spending will reach $3.8 trillion in 2014. To maintain a competitive edge, information technology service providers (ITSPs), managed services providers (MSPs) and other IT businesses must strike a balance when it comes to cost.
Now that Joe Rourke, Director of Product Management at Autotask, has covered the “art side” of a good sale , let’s talk about the science of making a sale. Taking a scientific approach means you base your decisions on facts. To get the facts, you need a process. Same goes for successful sales organizations. They know that a good sales process is crucial to be effective and achieve consistent sales success. Autotask’s Sales Process tool allows a sales organization to follow a clearly defined process.
MSP Business Management’s own Scott Calonico wrote an insightful blog post entitled “MSP’s: What do you need to know about Chrome Desktop” a few weeks back. In the article, he looked at the withdrawal of the LogMeIn Free service that many MSP’s used for client PC remote access, and how those same MSP’s were now considering using the free Chrome Remote Desktop tool instead. Although Chrome Desktop is a fit for some scenarios (the odd home PC, etc), Scott summed up the situation by stating “professional MSPs really do need something a little more ‘business grade.’”