Managed Services: Ignore The Little Voice Telling You "You Can't"

By The Business Solutions Network

If you’re still on the fence about diving head first into services or making it a bigger part of your business, you’ve probably got a handful of concerns that are causing you to hesitate. In a recent survey of some of our readers, we asked them to share what challenges they had to overcome in the first six months of offering managed services. I want to share these with you so you realize that you aren’t unique. If you read our managed services articles and think, “that might work for him, but we’re different,” you’re flat out wrong. Common initial obstacles shared by respondents include:

• Lacking strong internal conviction in offering managed services.
• Converting customers from break-fix to managed services.
• Cash flow challenges.
• Difficulty in finding and selecting the right tools for managed services.
• Lack of sales and marketing expertise.
• Lack of understanding about pricing and bundling.

If you’re a leader in your business, you must have conviction about the switch to services and be able to get employees on board. If you and your sales people don’t believe in what you’re doing, it’s going to come across to customers.

Also, understand that you don’t have to offer managed services to all customers. Maybe an easier path would be to offer them only to new customers.

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