Ask Intronis: How do I transition my SMB customers to fixed pricing?

Posted by Courtney Steinkrauss on Feb 16, 2015 9:00:00 AM

Q: I want to switch my customers to a fixed price plan, but I'm not sure where to get started. They’re all used to paying per gigabyte, so I'm afraid they won't want to change. How should I set up the new pricing? When should I break the news, and what should I say? 

Be patient, and don’t rush the change. Customers get comfortable with the way things are, so it can take a little handholding to get them to embrace a new approach. You also shouldn’t feel like you have to switch every customer over to a different plan all at once. Take your time and plan out how and when you’ll approach each of your customers.

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Topics: Selling Cloud Backup, Customer Management, Ask Intronis

MSPs Beware: Do your research before signing that new prospect

Posted by Stuart Crawford on Feb 4, 2015 9:00:00 AM

Who is your ideal client? As an MSP, you probably have some standards about the kind of companies you want to work with—say, SMBs with 50+ users, from one of four or five industries, in a period of growth, etc., etc. Most MSPs won’t turn away business that doesn’t match their ideal, but that doesn’t mean you should work with everyone who comes knocking at your door.

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Topics: Buyer Targeting, Customer Management

Tame BYOD with MDM, VMI, and file sync and share

Posted by Alan Earls on Oct 16, 2014 9:00:00 AM

BYOD – the bring-your-own-device revolution that has exploded the traditional world of IT – is not going away…For better or worse, top management and business owners love their iPhones, iPads, and Android devices and insist that regardless of issues of complexity and security, they should be able to use them as their front-end to all the goodies in the corporate store.

That means IT has got to follow their lead and just make it work. Fortunately, there are some helpful technologies emerging into widespread use.

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Topics: Cloud Trends, Customer Management

Zenith Infotech planned operations shutdown

Posted by Alan Earls on Oct 6, 2014 3:32:32 PM

A report from Channelnomics states that venerable cloud infrastructure and backup service provider Zenith Infotech is planning a rapid shutdown of operations, as soon as Oct. 15.  The information is not posted on the Zenith Infotech web site but the “contact us” page is no longer functional – never a good sign.

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Topics: Business Development, Customer Management

Why 'upsell' doesn't have to be a dirty word

Posted by Manny Veiga on Aug 21, 2014 11:59:00 AM

Upselling is a fairly common strategy many sales teams use to extend and enhance their relationships with current customers. But lots of businesses - including many MSPs - avoid upselling because it's developed an unfortunate stigma.

Just the word "upsell" can draw negative connotations - think the sleazy used car salesman who wants to push you toward the flashy package you probably don't need. And while that's probably an unfair slight on all the hard-working used car salemen out there, the simple fact is that customers don't want to feel pressured to buy "add-ons". 

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Topics: Customer Management

Dance with the one who brought you: The power of existing relationships

Posted by 2112Group Reports on Apr 2, 2014 11:05:00 AM

We’ve long held to the premise that, in addition to adding new accounts, the success of services businesses is predicated on the uninterrupted stream of recurring revenue from existing accounts. In the services model, the only way recurring revenue flows in a positive direction is through the management of account attrition volume and a focus on horizontal sales.

That concept got some additional support recently from the savvy business minds at Gartner, who are encouraging B2B technology service providers to focus less on net-new account acquisitions and more on the predictable and higher-margin exercise of renewals and additional sales to the existing client base.

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Topics: Customer Management

Don’t let today’s tech dream be tomorrow’s security nightmare

Posted by 2112Group Reports on Mar 12, 2014 11:05:00 AM

It’s hard to find a disparaging word for business technologies like cloud computing and mobility that promise better functionality, improved productivity and lower costs. However, the benefits of cloud and BYOD initiatives come with security and compliance challenges that need to be addressed before implementation can be successful.

Unfortunately, due diligence doesn’t always come bundled with irrational exuberance. New research shows businesses are diving headlong into cloud and mobility while ignoring risks and leaving themselves open to fraud, theft and privacy breaches.

That’s a problem and an opportunity for partners with an interest in the adoption of trending technology sets and a responsibility to upsell clients on the appropriate measures to safeguard their wares and capabilities.

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Topics: Customer Management

MSPs: Don't let churn sneak up on you

Posted by Manny Veiga on Oct 11, 2013 11:10:00 AM

"Churn" is one of the nasty words MSPs and VARs don't like to hear. Through thick and thin, and as industry and technology changes, channel partners like to keep their clients happy and committed to a long-term relationship. However, this isn't always simple. 

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Topics: Customer Management

Take an active role in your customers’ transition to the cloud

Posted by Rob Merklinger on May 16, 2013 11:15:00 AM

Three years ago only 2 percent of cloud sales went through the channel, according to Gartner’s research. But, today, that percentage is more than 20 percent, and it’s growing. The cloud is not a technology for MSPs to fear, but to embrace.

The reality is: Your customers are eventually going to move to the cloud — with or without you. By playing an active role in that process, you can not only maintain and develop your status as a trusted business advisor, but you can add significant value to your clients and actually expand your services. Here a couple examples:

  1. First, you can prevent customers from making the cardinal cloud mistake, which is moving their business data to a consumer cloud offering. The consumer cloud has its advantages, but it certainly not for everything and shouldn’t be a decision that businesses take lightly.  You need to ensure your client understands what is “cloud-ready” and “cloud-friendly” and what isn’t. For more information about this topic, check out Regional Sales Director Scott Bennett’s recent article, “Never Lose a Sale to a Free Cloud Backup Offering Again.
  2. A second reason to get actively involved in your customer’s transition to the cloud is because you can then influence the decision and ultimately select a cloud provider that sees the value of your services. In other words, find a cloud backup provider that not only has a state-of-the-art SSAE 16-certified facility and offers the data redundancy and uptime guarantee your clients' needs, but also understands your role as the IT managed services partner.
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Topics: Customer Management


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