When we market our services to computer business owners we have found it very beneficial to ask one probing question that will reveal which contacts might be a good match for our telemarketing service. The question that we ask is whether their business has too much business to grow or if they are looking to expand. Surprisingly this question has turned up far more managed services that are too busy and not looking to grow their businesses. What is even more interesting is that the technology providers that indicated they did want to expand were shocked that anyone would say they didn’t want to grow. What’s causing so many MSP to stop trying to expand their client base with IT marketing?
We have uncovered the answers by asking some auxiliary question to the MSP that weren’t looking to grow. Invariable we end up getting feedback with the same reasoning over and over again. Essentially they say that bandwidth is the main reason as it too difficult for them to ramp up for growth. In other words it’s nearly impossible to time to growth from new clients by hiring the ‘right’ technicians. They will either have too many workers or they won’t have enough labor when the new customers sign up.
The solution that will allow you to grow, even with limited resources, would be to utilize an outsourcing partner that can augment your staff. This way you can leverage their bandwidth and always have the perfect amount of NOC Engineers along with Tier 3 help desk technicians whether you undergo a rapid expansion or need to downsize quickly. The only problem with this solutions is that like all remedies it has a bad taste or is very had to swallow. The reasons for this are legion, but mostly boil down to a fear of losing control or the concern over quality of service.
However, just consider the opportunity cost of not growing and the possibility that there might be a good Outsourced MSP help desk solution like GMS Live Expert or Live Virtual Help Desk that could satisfy all your concerns. Then you could just turn a switch and have enough bandwidth to take your business to the next level.
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them make more IT sales.