You're Ready To Transition To Managed Services — Are Your Clients?

By Kelly O’Bray, Community Manager for MAXfocus at LogicNow

Making a successful transition from a break-fix to a managed services business model requires more than just internal changes. Of course you will need to change processes and technologies around managing your client’s environment and educate your technicians, sales, and finance staff. However, that on its own is not enough to make your transition successful.

Your new business will not be successful unless you can attract a good number of your existing clients and new prospects.

Up to this point, you have built your company based on providing great response to events that are affecting your clients right now. They call when there is a problem, and you quickly and efficiently fix the issue and then bill the client for your effort. Now you are going to those same clients and saying: “Hey, I have a great new way of doing business and I want you to pay me a fixed amount each month, and I will fix your problems when they come up.”

This is a pretty easy conversation to have with clients that may have had a major outage recently; especially if they have just received a large bill for your time. But what about that client that has gone 30, 60, or even 90 days without getting a bill from you?

To convince your existing clients to move to your managed services offering, you will need to educate them to the benefits of the managed services model.

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