You officially closed a sale on a new managed services customer - Congratulations! The hard part is done, right? Wrong! Now, you have the next 36 months to prove to your new managed services customer why they signed and outsourced their technology to you.
Since you are all expert sales people and sold the managed services customer the correct solution that met all of their business technology needs, you have an even tougher job ahead of you. Your customer’s network will begin running so smooth that in a few short months they will begin to wonder, “What am I paying my service provider for each month again?” Don’t fall behind and proactively address this before it becomes a thought! You can provide ongoing value to your managed services customers as their trusted technology advisor by performing quarterly business reviews (QBRs). During these QBR meetings include these 3 steps:
These QBRs give you an opportunity to provide ongoing value to your managed services customers as their trusted technology advisor. You are an extension of their business, and should provide input at all levels when it comes to recommendations for anything related to technology. For more information on how to present a QBR review download our Quarterly Business Review Template for best practices.
Hannah Erb, an Account Manager for Collabrance, is responsible for sharing best practices, coaching and training partners to help them achieve Managed IT success faster. Hannah started at Collabrance in 2013 and developed her role from scratch. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.