Case Study

PERRY proTECH qualifies better leads and closes 2.5x's more sales when charging for Network Assessments

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 services.

PERRY proTECH, a strong employee-owned Service Provider, has been growing and building their company since 1965 in Ohio, Indiana, and Michigan. As a leading Service Provider, they made a decision to start charging for their Network Assessments to help identify true prospects, allow more time for lead tracking, and contribute to the bottom line. PERRY proTECH experienced immediate results like generating more revenue, as well as improving other business challenges they were facing.

---

---

Overcoming MSP Challenges by Charging for Network Assessments

PERRY proTECH helps customers understand the value of their Network Assessment which justifies the upfront costs associated with it. The Network Assessment is an investment to fully understand the customer's current technology environment, and accurately determine an effective solution. This includes dedicated time and resources to evaluate the customer's current network state, security needs, and performance issues.

---

Get Sales by Charging for Network Assessments

• Identify Qualified Managed Service Prospects

  PERRY proTECH can determine if a prospect is interested in their solution offering, instead of wondering if someone is just using them to compare services, or negotiate a lower payment with their current provider. PERRY proTECH now spends time closing the sale with qualified leads, instead of providing valuable information to unqualified prospects.

• Higher Close Ratio on Potential MSP Clients

  PERRY proTECH discovered that prospects who make the investment in paying for a Network Assessment, are more likely to see the value in paying for their solution resulting in more closed sales.

• Grow Your MSP Profits

  Charging for assessments helped PERRY proTECH capture revenue for services they were already doing. It offset their bottom line costs, and turned into an additional profit line.

• Shorten Your MSPs Sales Cycle

  When a prospect invests money in a Network Assessment, it becomes a higher priority to them and to you, creating urgency to stay on top of the sale. With more qualified prospects, PERRY proTECH uses their time more efficiently on better leads which shortens the sales cycle.

• Easily Obtain More Information on Your MSP Clients

  Charging for assessments helped PERRY proTECH get time with decision makers. As an investment, prospects were more open to have conversations and share the information needed for cost justification.

For more best practices on managed services, subscribe to our blog!

---