When it comes to an MSP business offering vCIO services, many organizations paint the ideal client as a business with between 50 and 150 employees. If you are marketing toward such a business, you need to put certain strategies into practice in order to convert the most clients. These include:
- Demonstrating Value Numerically
- Building a Profile on Clients
- Standardizing Virtual Ecosystems
- Demonstrating Value Numerically
You also need to illustrate the value of a vCIO directly. Do not give possibilities or what-ifs. Give your prospective clients concrete numbers. At the 50 to 150–employee range, a business is successful and looking for ways to expand in a sustainable way such that competition is overcome and operations maintain profitability. They are trying to get the snowball rolling down the hill and growing continuously, and you are providing them the momentum. So get the numbers, and demonstrate your savings. Some points you can hit might include the reduction of cost from on-site CIOs. A virtual Chief Information Officer can orchestrate operations provided they are properly set up for it with the same primary effectiveness as a traditional CIO. Most of the work involves upgrades, maintenance, patches, and troubleshooting. Most issues are remotely resolvable.
Transitioning from an on-site CIO to a vCIO makes sense. For the company that is yet to hire a CIO, going the vCIO route saves substantially. The average salary of a CIO is between $100k and $300k annually, depending on the size of the business and its needs. However, it turns out, in many scenarios, a business is savvy enough to maintain their current investment in internal IT personnel, and augment operations with vCIO services. At a certain point, a business’s expansion predicates increased internal tech personnel naturally. Getting a vCIO in place can help offset that time. The existing CIO can focus on core operations, and the vCIO can focus on troubleshooting, patching, upgrades, security, system monitoring, etc. This way, the on-site CIO can help internally prepare a business. Who needs such an individual for effective scalability, and nobody’s job is threatened.
Often when you are going to sell your MSP business to a prospective client, if they have an internal CIO, that individual will feel as though his or her job is threatened, and so do what is in his or her power to work against you. If you can cover this problem beforehand, you will likely sell the client. However, that is going to require the use of numbers. Expansion of CIO duties and internal tech will have its costs, but if growth can be sustained with it, everybody wins.
Still, at a minimum, businesses in this range are likely to save around $50k from vCIO services and could save $250,000 or more. In addition, some collateral advantages are considerable.
Building a Profile on Prospective Clients
In order to determine the way you should approach selling vCIO services, you must know your clients. Do they have a CIO, or not? That will meter the kind of pitch you present. You will really knock it out of the park if you tell them their budget before they tell you. That is doable with a calculator and Google. Search the company, figure out their net worth, figure out how long they have been around, and what kind of minimum computer systems are necessary to sustain such an operation. Then build a projection within a range, and present that. From there, you can show exactly how much you’ll be able to save them, and you can even ask their actual earnings afterward. Tangible advantage educates clients into making a purchase.
Standardizing Virtual Ecosystems
Part of your client profiling must include determining whether they have standardized systems. If not, you need to factor in that kind of cost. They need to have things standardized for the most effective vCIO solutions.
Expanding Your Clientele Base
If your MSP business can maximize its selling strategy pertaining to vCIO services, you can drastically expand clientele, and ergo profitability. So be careful about how you market to clients and give them the information they need to choose your business’s vCIO solutions.