To avoid having to re-invent your Managed Service business model every time a new competitor enters the arena, here are a few 'tips & tricks' on avoiding the '
Commoditization Trap'. Remember, when you’re competitors are also claiming to be 'best-of-class MSP professional' delivering the same 'top-shelf' managed services, the differentiating factor is no longer 'what' you do, but more importantly, how you do it.
Managed Service Providers (MSP's) are offering their clients all kinds of 'high value - top shelf' Managed service solutions but in the end, the clients don't see the value. Its critically important to remember that what we do attracts clients to us, but it's the personal-emotional connection that keeps them coming back.
Here are some simple tips you can execute on that will help you avoid the Commoditization Trap:
· Narrow your target focus, this will allow you to;
· Become the authority & industry/vertical specific expert
· Build into your Managed Services more regular onsite CIO level consulting
· Educate your customers & talk to their business needs, rather than their technical issues
· Personalize your Services & create industry/vertical specific marketing materials & collaterals
· Know your client’s business
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