Comments on: Five Ways MSPs Can Engage Customers During Transition Periods http://www.mspmentor.net/2009/06/30/five-ways-msps-can-engage-customers-during-transition-periods/ Managed Services & Cloud Services Blog for VARs & MSPs Wed, 15 Feb 2012 00:09:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Joe Panettieri http://www.mspmentor.net/2009/06/30/five-ways-msps-can-engage-customers-during-transition-periods/comment-page-1/#comment-48803 Joe Panettieri Wed, 01 Jul 2009 21:46:34 +0000 http://www.mspmentor.net/?p=2981#comment-48803 Ben: Bingo. Generally speaking, MSPmentor declines to work with developers, designers and service providers that don't understand our business and our goals. We've got a close relationship with one development team, in particular, because they PRO ACTIVELY suggest site enhancements to us. And generally speaking, the suggestions are great and on target with our business goals. Don't sell me a hosting service. DO sell me innovations that enhance our business. Ben: Bingo. Generally speaking, MSPmentor declines to work with developers, designers and service providers that don’t understand our business and our goals. We’ve got a close relationship with one development team, in particular, because they PRO ACTIVELY suggest site enhancements to us. And generally speaking, the suggestions are great and on target with our business goals.

Don’t sell me a hosting service. DO sell me innovations that enhance our business.

]]> By: Ben Berghoff http://www.mspmentor.net/2009/06/30/five-ways-msps-can-engage-customers-during-transition-periods/comment-page-1/#comment-48762 Ben Berghoff Tue, 30 Jun 2009 23:22:13 +0000 http://www.mspmentor.net/?p=2981#comment-48762 I'd like to comment on #1 in the 5 step process. The last point there of understanding your customer's "underlying business needs" is oh so important. We are seeing more and more MSP's becoming more and more successful when they assume more of a business advisor role rather than strictly focusing on being their IT expert. When MSPs understand their client's business pains, it makes speaking with them so much easier rather than trying to justify another IT expense. With a focus on solving the business pains and adding to their bottom line, clients suddenly become sticky and recognize the value you bring to their business. I’d like to comment on #1 in the 5 step process.

The last point there of understanding your customer’s “underlying business needs” is oh so important. We are seeing more and more MSP’s becoming more and more successful when they assume more of a business advisor role rather than strictly focusing on being their IT expert.

When MSPs understand their client’s business pains, it makes speaking with them so much easier rather than trying to justify another IT expense. With a focus on solving the business pains and adding to their bottom line, clients suddenly become sticky and recognize the value you bring to their business.

]]>