MANAGED
SERVICES
H toow
Make
the
Sale
The road to a successful
managed services sale
need not be fraught with
peril. Here’s your guide.
By Hailey Lynn McKeefry
MANAGED SERVICES HAS BECOME
THE BAT TLE CRY of solution providers who want to take their businesses in new directions and reap
the rewards of recurring revenues.
But success with managed services means embracing an entirely different way of selling. New managed
service providers (MSPs) must be creative in their efforts to find customers, and need to work through a
carefully planned sales process to bring in additional
revenue streams.
A big part of sales success is finding the right
salesperson or teaching existing salespeople a differ-
‘T‘he critical piece
is aligning solution
provider profitability
with end-user profitability.
‘DAN‘ WENSLEY,
VP PARTNER DEVELOPMENT
LPI LEVEL PLATFORMS INC.
