Build this type of support into your managed service, so that clients know they won’t be left on their own as they adjust to a new platform.Ĭhoose a Microsoft 365 Subscription Plan to Offer Change management: Change management involves helping people adjust to new tools and processes.Many customers will upgrade to a built-in support plan after experimenting with this option. Occasionally, price-sensitive customers may wish to opt-out of technical support in order to save money if you run into this situation, consider selling the customer support time in the form of a “bank” of hours. Offering technical support: Technical support is a basic component of almost any managed-service offering, and you should provide it as part of your package.Development services: If you have the resources, offer development services to allow clients to customize their Microsoft 365 experience and integrations.Providing insightful analytics: Offer analytics services by providing reports that will help customers understand how their employees are using Microsoft 365 and find opportunities to maximize productivity on the platform.Microsoft provides some basic training programs that you can use as a basis for a more sophisticated offering.įurther reading End-User Training Guide for MSPs Training and mentoring: Offer training and support services to help clients get the most out of Microsoft 365.Migration: Include support for migrating customer data from other productivity suites into Microsoft 365. Implementation: The solution should be very easy to set up from the user’s standpoint.Add Value to Your ProductĪ successful Microsoft 365 managed-service offering must also provide value that goes above and beyond what customers can obtain by purchasing from Microsoft directly - or, for that matter, from other MSPs who offer Microsoft 365.įor that reason, be sure that your Microsoft 365 managed service adds value from the customer’s perspective in all of the following ways: Using Microsoft’s CSP makes most sense if you only plan to offer Microsoft products however, a third-party solution gives you more flexibility and breadth of coverage if you are considering building managed services around non-Microsoft products as well.ĭownload a set of free white-label templates designed to help MSPs sell Microsoft 365 as a managed service. Other options include Pax8, AppRiver, Sherweb. In this way, it streamlines your offering, making it easier to protect your margins in order to sell the service at a competitive price, while still turning a profit. A CSP allows you to sell cloud-based software owned by other vendors while retaining full control over customer relationships, billing and profit margins. Toward this end, participating in a Cloud Solution Provider, or CSP, program is a good first step in constructing a viable Microsoft 365 managed-service offering. Join a Cloud Solution Provider (CSP) Program In order to sell Microsoft 365, MSPs must first make sure that their managed service offering represents demonstrable value beyond what customers could obtain by purchasing it directly from Microsoft. How to Add Microsoft 365 to Your MSP Services Keep reading for tips on how MSPs can optimize their sales strategy around Microsoft 365. You must, therefore, overcome this sales objection by making clear to clients the extra value they will get by purchasing Microsoft 365 from you as a managed service. Most customers know that they can obtain the platform directly from Microsoft if they wish. However, convincing clients to purchase Microsoft 365 from you as a managed service can also be challenging. And even if they don’t, Microsoft 365 can be a very profitable managed service on its own. It can be a way to get your foot in the door in order to offer managed cloud services, leading customers to consume other solutions from you, such as VoIP, cloud backup, and cloud CRM. How to Sell Microsoft 365 as a Managed Serviceįor MSPs, there is a lot of value in selling Microsoft 365 (formerly called Office 365) as a managed service.
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