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7 Ways To Build A ‘Sticky’ Managed Services Practice

Joseph F. Kovar

‘Sooner or later, [a customer is] going to replace a switch. They’re going to upgrade a firewall. They’re going to have 30 users go home and have to work from home for the next six months, a year, a year and a half. Then they’re going to need help setting that up. So you can jump in there and be their savior,’ says David Cox, director of operations at G6 Communications.

Reach Higher In The Customer Organization Chart

Hunter said reaching up into the customer’s organization to upper-level executives is a winning strategy.

“Who is it I do not want in there?” he said. “System administrators. The guys, the ladies working for that IT director. You’ve got to convince them that you’re there to make them successful. And that’s the truth. It‘s all about that. [Tell them] ‘I want you to focus on your business being successful and being the heroes for the users that you support. We’ll sit behind the scenes, not seen, and make sure you don’t have to deal with reactionary work with the servers and networks.’”

 
Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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