Peer-To-Peer: Make Changes To Increase Managed Services Sales
By Bernadette Wilson, associate editor, Business Solutions magazine
In addition to an interview for the Business Solutions magazine article, “Keep Your Managed Services Customers From Reverting To Break-Fix,” Sean Vojtasko, executive VP, BlueWave Computing, also shared internal sales process changes that BlueWave Computing instituted to increase managed services sales.
Vojtasko explains that BlueWave’s sales training stresses that employees focus on the business value for the customer — like reducing spending or generating ROI. “We work very closely with our customer on transformational services — like moving them to higher-valued services like cloud computing. We take a business approach to IT, asking questions like, ‘How can we help you grow your business?’”
Vojtasko says approximately 70 percent of BlueWave’s revenue comes from expanding services with existing customers. Often, the company’s managed services sales are based on relationship and trust with account managers and managing engineers that interact with customers. Vojtasko says, “We hire business-savvy account managers and managing engineers who think like CIOs and CTOs — focusing on both business and technology.”
Does this approach work? In 2012, BlueWave Computing’s sales increased by 40 percent, and the projected growth rate for this year is 35 percent.