I was recently invited to speak at a channel conference where one of my sessions was centered around selling Managed Services on value. Utorrent 2 2 1 Portable Gas. Utilizing the techniques and process we developed as an MSP, I demonstrated, and how to use it to evaluate a prospect's true cost of maintaining their infrastructure the way they currently do it today – managing their own vendors and performing internal 'light-weight' IT maintenance themselves to try to address issues without calling in their existing IT provider, who will bill them for the service call. I illustrated a typical scenario utilizing our Managed Services Pricing/ROI Calculator where I was able to monetize these internal costs, as well as the true cost of downtime for the prospect – both in lost productivity and in lost opportunity, and was able to show the attendees how they can price their services on the value of the cost savings the prospect may realize from retaining their services; rather than from a per-device, per-user or tiered pricing model, allowing them the ability to quote the prospect much higher than they would normally.

In this scenario, we were able to achieve a savings of 50% to the prospect while increasing the flat monthly fee by nearly $1,500 over the attendee's average quote for a like environment. This is the exact technique that allowed us to become so successful as an MSP before launching MSP University. Some of you might remember the original spreadsheet we utilized back then, which is included as a download in '. We've taken that and created a lightweight Flash-based calculator from it, which is visually appealing and allows easy modification to the input data to achieve the results that will compel a prospect to engage with you for services. Daemon Tools 64 Bit Download Windows 7 on this page. After my presentation, I received an email from one of the attendees appreciating the session and especially my impersonation of a traditional IT provider and how they price services 'let's see, you've got 20 pc's and one server, I can maintain your network for $3,000', and how that creates the perception that they are only concerned with their own bottom line. With the cost-savings analysis approach, it's immediately evident that we are concerned with the prospect's bottom line – which makes this sales approach so effective, as we are speaking to one of the 3 ways we can help our clients increase profits: • Reduce costs • Increase sales • Raise prices or rates In his email, the attendee went on to identify that they utilize the first approach, and had heard of our methodology for cost savings and selling on value before, but had been skeptical of this technique, as they did not believe it would 'work' on them.

Why is it so hard for IT providers to sell on value?

0$ 500,000$ 1,000,000$ 1,500,000$ 2,000,000$ 2,500,000$ 3,000,000$ 3,500,0000. Year 1Year 2Year 3Year 4Year 5. Graph shows cumulative costs. Please Note: This tool is provided for illustrative and information purposes only. The results of this tool should not be construed as an offer for a product or service.Missing.