The small- and medium-sized business (SMB) clients you serve today are placing a high priority on technology. Actually, two-thirds of SMBs indicate technology is a primary factor in pursuing their business objectives for the year ahead. They’re looking to move beyond simply managing and maintaining their infrastructure to utilizing technology to solve their business’ top problems. Many SMBs are wanting to increase their investment in technology and IT expertise, but some barriers still exist.
As your prospects try to find the right service provider, they’re carefully thinking about how they can focus on core business objectives without worrying about their IT needs. But did they know that in outsourcing to an MSP like you, they can experience more growth with your proactive, predictable and preventative IT services?
To successfully close deals and win new business, you need to properly communicate the value of your IT services to prospects. By leveraging an MSP like you, your clients will enjoy a more efficient and proactive approach to IT that aligns with their business priorities and allows them to focus on what matters most – growing their business. So, how can they be convinced? In this chart, we gathered data from CompTIA’s The Business Relevance of IT in the SMB Market report that you can use in combination with the talking points below to help persuade SMB decision makers to adopt your managed IT services this year.
See the chart below:
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When presenting this chart in your next proposal, use these talking points to convince clients and prospects how your managed services are perfectly aligned with their top business priorites:
For most firms, business priorities almost always start with the customer – and you are no exception. Today, customer engagement typically spans multiple devices, operating systems, privacy requirements and more – all of which you need to ensure work seamlessly. However, managing this ecosystem, along with the wealth of data generated from your numerous interactions, is a heavy lift. If maintaining customer accounts is a key priority for you this year, then imagine what would happen if you didn’t have access to customer data. How would that affect your relationships or your ability to properly provide them with your services? Accidental data loss can happen at any time and can have a lasting negative impact for any business. To safeguard against this, you need strong business continuity and disaster recovery plans to ensure downtime is minimized should a data loss incident occur. By partnering with a managed services provider, you will ensure that your essential customer data is always protected and easily accessible.
Are you looking to implement new technology or systems to enhance efficiencies? Oftentimes this requires upgrades to your computers, software, automation, etc. As an SMB, however, you might only have a few in-house resources available to support this. If you want to experience better, more efficient processes, consider partnering with an MSP so you can have a team of engineers ready to respond to your service requests. Outsourcing your basic IT functions to an MSP helps ensure that your systems run smoothly and efficiently at all times, so you can focus on your core business operations. Additionally, you’ll be free to allocate your internal staff resources to focus on strategic projects and business activities that will help grow your business.
Innovation is a key component to your business’ success. You understand that embracing new technologies can help you propel your business, yet the realities of actually running your business can stand in the way. Also, as the role of technology continues to expand, so do the decision-factors related to how it is managed. While you’d like to have a deep bench of highly skilled IT professionals, the reality is that you’re just not in the position to support that. But partnering with an MSP that has the right mix of technology, business, and sector-specific expertise is a key component to driving your strategic goals. Not only will you have access to the latest technology and business-grade solutions that maintain uptime and profitability, you’ll also be able to tap into new IT talent as an extension of your team so that your current employees’ time and responsibilities are optimized for your growth.
Continuum Partners: In continuing our commitment to help you accelerate sales through ongoing marketing support, every week we will be uploading customizable PowerPoint templates with relevant charts and data that you can use in your own decks. And because it's white labeled, you'll be able to add your own logo and branding to stand out against the crowd! Just keep checking back on the Partner Support Portal for files to download!
By Paula Griffin
By Meaghan Moraes