Providing More Value to Your Customers over Time
reasonable and achievable, given your current capabilities. That will help you maintain profitability and set client expectations in a way that won’t lead to disappointment. As your services and capabilities evolve, revisit those agreements and update them.
- Empower and reward your staff.
Your team is interacting with customers and deploying your technology service offerings every day. Make sure there are clear, open processes in place so that they can contribute new ideas to improve operations, create new service packages and identify emerging customer needs that you can potentially address.
When you’ve identified new services or solutions, adjust your compensation approach to help encourage your team to promote and sell those services actively. Changing compensation can help accelerate the transition from older products or business models to newer ones.
By regularly evaluating your processes and services, and leveraging reporting that keeps clients updated and your staff actively engaged in improving the business, you can continually increase the value you provide your customers. This not only helps maintain your current business, but also puts you in a much better position to attract new clients.
Neal Bradbury is Vice President, MSP Strategic Partnerships, for Barracuda MSP, a provider of security and data protection solutions for managed services providers, where he is responsible for generating greater business value for the company’s MSP partner community and alliance partners.
This guest blog is part of a Channel Futures sponsorship.
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