7 Habits of Highly Successful MSPs: Habit #4
Excerpt from an article commissioned by Intermedia and written by MSP Mentor, “Seven Habits of Highly Successful MSPs,” available now on Intermedia web site.
Habit #4: Leverage hosted Exchange sales
As we’ve hinted, services like such as hosted Exchange and hosted SharePoint address specific customer pain points and can help MSPs get the proverbial foot in the door.
Nearly 70% of the world’s top MSPs offer hosted/SaaS email solutions. And 36% offer hosted SharePoint, according to the MSPmentor 100 survey results.
Opportunities in both areas continue to grow. Plus, promoting hosted Exchange typically opens up additional recurring revenue opportunities. “The customer may have a particular need to solve a messaging and collaboration problem,” Brimhall said. “Once you fix that for them you can position yourself as the trusted advisor.”
Similarly, Mark said a successful hosting engagement enables MSPs to build brand awareness with customers.“They will know your brand and when they look for other services, they are going to come to you,” he added.
When that happens, an MSP can begin to wrap additional services around the initial sale. Just ask Intellitech Solutions. In addition to offering hosted Exchange, the Philadelphia-based solutions provider promotes asset management services and WAN management services.
Moreover, Intellitech is organized into three groups: Managed services, infrastructure and cabling solutions and creative solutions. When the managed services team scores a customer win, there’s a natural opportunity to up-sell the customer to infrastructure and/or creative solutions like web site design or e-commerce integration.
Similarly, Azul Services followed that cross-selling approach with a construction company customer. The customer had just captured a large contract and was setting up a temporary office to manage the project.
Not by coincidence, the construction firm needed to quickly assemble the infrastructure for messaging and collaboration. Brimhall said Azul Services got the customer set up with hosted Exchange and SharePoint via Intermedia.
The hosting gig helped Azul Services to provide related offerings such as SharePoint training and development. The deal also enabled Azul Services to move into areas beyond the immediate hosting assignment.
For Aspiring MSPs: Treat hosted Exchange as a beginning, not an end. Offer professional services applicable to Exchange and keep an ear to the ground for follow-on projects. Make sure the hosted Exchange offering you choose allows you to rebrand the service as your own.
For Advanced MSPs: Explore customers’ compliance and security issues. Then, connect the dots between hosted Exchange and secure archiving solutions that comply with corporate and government mandates. Also, promote unified communication opportunities to organizations that want to step beyond legacy phone systems.
Download the rest of the article here: Seven Habits of Highly Successful MSPs.