Chicago Office Technology Group (COTG) is a copier dealership who was looking to create an additional revenue stream with managed services. If done right, they understood all the opportunity managed services could provide their company and customers.
They had tried it in the past but were unsuccessful, so this time they were going to get it right by:
On COTG’s first day back to Chicago, IL from their training with Collabrance and CharTec, they scheduled a first appointment with a medical customer who was struggling with their current IT support. COTG went to this appointment with their CharTec book handy, and the trainings with Collabrance fresh in mind. After understanding the customer’s current situation and pain points - it was time to close on the network assessment.
CharTec encourages solution providers to charge for network assessments. They help you deliver the value of the network assessment to your prospect so they understand that you are charging a fee so you can both be confident a thorough network assessment is completed on their technology environment. The assessment fee ensures the proposed network solution and technology roadmap is able to meet all of their requirements and needs.
When COTG tried to sell managed services before partnering with Collabrance and attending CharTec, they did not charge for network assessments. Following the first appointment process from the training, COTG was confidently able to close their first assessment for $2,500.
Several solution providers struggle to charge for a network assessment, and for a larger sum which results in a loss of time and money. Solution providers should be charging for network assessments and be able to easily justify the cost based on the amount of work you should be doing to provide customers with a proper proposal that supports their needs. COTG is now gaining more revenue from assessment fees in addition to MRR with their new managed services offering thanks to Collabrance and attending the CharTec Sales Simplicity Seminar Training.
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.