I have noticed that many managed services providers are beginning to adopt cloud computing. However, they are still focusing their selling on the old tried and true managed services model.
This is when the quote about not serving two masters dawn on me and so I am asking if these companies can really achieve success using this dual selling strategy?
Don’t Create Confusion
The overall problem with this strategy goes all the way back to the old days when it was hip for computer consultants to have the gold, silver and platinum levels of their IT support plans.
This technique when done right just pushing people to the higher price like the price of a soft drink at a movie theater. When you ask for a medium drink they tell you that it’s only 50 cents more for the Large. All these greedy theaters have done is over price the small and medium drinks so that the Large appears to be a value.
In the end all this strategy does when applied to a technology proposal is confuse prospects with too many options. This is exactly what’s going to happen when you show up for sales appointments and offer an on premise support plan along with your cloud services offer.
Keep in mind that in your heart you will probably ‘love’ one of the offerings or the other and this will become visible to your prospects during your presentation. Which ever model you favor will probably be the service that you continue selling…
Tell Me What You Really Think
The second problem that will crept up when you make a dual presentations for two services that are polar opposites is create a gap in trust.
After all if you really believe that your cloud computing offer is secure and fast then why in the world would you still be in the on premise support business. In reality you’re signally to your prospect that you really don’t trust your cloud offer or at least you don’t believe it’s a good value.
Either way the problem is going to remain that if you’re not confident in what your selling neither will the prospect!
Your Wish Might Come True
The worst possible thing that could happen is that you actually start selling some cloud accounts and continue to add to your managed services business at the same time.
This would mean that you wouldn’t be able to dramatically reduce the number of onsite engineers because you will always have an every expanding base of managed services clients that need those emergency onsite visits.
Whereas your competitor down the street that does eliminate their old managed customers will jettison those expensive employees and become more profitable and perhaps even more competitive!
In conclusion, it’s very important that you have overwhelming confidence in your new cloud computing offer, so that you can successfully sell lots of new cloud customers.
This means you should decide to serve only one master, cloud services and completely stop selling managed services!
Not only will you sell more cloud accounts this way but your business will be more profitable as you streamline your operations and reduce expensive onsite engineers from your payroll.
Happy hunting and may the cloud be every in your favor!