Extending a managed service offering to include the Cloud is a logical step for resellers. You may want to simply provide basic cloud support or make a bigger investment with a full-service practice, offering everything from assessments to advanced security solutions. But how do you sell it…?
Service reviews come in all shapes and sizes. From the non-existent to the quarterly extravaganzas. Finding the right balance of accountability and detail along with the right audience so you can get things done, is the key to customer success.
Customers change. What you knew about them yesterday may not be true today. We’ve all spent time mapping the organisation and key decision makers, at all levels of the organisation. We’ve built rapport with our contacts and understand that getting to know them at a personal level can be beneficial to a good relationship. But how much do we really know about the way their business operates now and what they will need next, without asking them directly and looking pushy?