Interfacing With The Customer
Working with the customer is where the proverbial rubber meets the road. Although managed services continue to gain momentum, particularly in the small to medium-size business space, customers still have a lot of questions that need knowledgeable answers before they will be willing to move forward. MSPs need to go to great lengths to ensure that they understand not only the services that they offer but also how those services will impact the particular vertical market in which the prospect competes. Doing one's homework can go a long way toward solidifying the deal, as well as establishing trusted adviser status that can help secure future renewals.