PERRY proTECH Case Study

Be Different. Deliver Excellence.

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CHARGING FOR NETWORK ASSESSMENTS

Additional Managed IT Services Revenue Opportunity for Service Providers


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When you have the ability to sell an assessment based on the value of the discovery, here are the results you can obtain if you choose to start charging a fee.

Some Service Providers hesitate to charge a prospect for a Network Assessment, fearing that the cost won’t allow them to get their foot-in-the-door, and close the sale. This is a missed opportunity for Service Providers to maximize their revenue, and overall success in Managed IT Services.

PERRY proTECH made a decision to start charging for Network Assessments that resulted in generating more revenue, as well as improving other business challenges they were facing.

CHALLENGES IN A MANAGED IT SALE:

      1. Unpaid labor time
      2. Little sense of urgency
      3. Unqualified leads
      4. Objections gathering information
      5. Decision maker not participating

SOLUTION

PERRY proTECH felt CHARGING FOR NETWORK ASSESSMENTS would help identify a true prospect, allow more time for lead tracking, and contribute to the bottom line.

Talk tracks to positioning the fee to prospects
PERRY proTECH explains to their prospects that they care about their business, and are not just trying to sell them something. The Network Assessment is an investment to fully understand the prospect’s current technology environment, and accurately determine an effective solution. This includes dedicated time and resources to evaluate the prospect's current state of network, security needs, and performance issues.

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RESULTS

PERRY proTECH experienced immediate *results after charging prospects for their network assessments!

Here are a few of the benefits:

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2.5X's MORE SALES

Better leads improves close ratio.

Standard:
  • 15 Assessments
  • 2 Closed Deal
PERRY proTECH:
  • 15 Assessments
  • 5 Closed Deals

  • More Sales = 5 Closed Deals (Assessment fee) / 2 Closed Deals (no fee) = 2.5 More Deals
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$2000 ADDITIONAL REVENUE

Cost avoidance and revenue opportunity.

  • Average size of environment = 20 users
  • Average costs of network assessment = 8 hours of labor = $1,000
  • Average costs of network assessment with a fee = $2,000 ($100 per user)
  • Extra Profit = $1,000+ per assessment
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33% FASTER SALES CYCLE

Stronger sense of urgency.

  • Average time to close a sale: 3 weeks
  • Average time to close a sale with assessment fee: 2 weeks
  • Time Savings = 3 weeks - 2 weeks = 1 week per deal

How can this help you?


“Revenue has gone up since charging for network assessments.
We have gained time and revenue, by identifying quality clients who
see the value in paying for our Network Assessment fee, and the solution we provide.”

– Chris McVety, PERRY proTECH


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Contact your Collabrance Strategic Business Advisor to properly price your Network Assessment fee(s) and how to position the value of them to prospects.

*Results calculated on an average monthly basis.