Are you ready to offer telecom services to your clients but not sure which steps to take next? Is your business having a tough time gaining traction with your current clients? Do you want to expand your product offering, but just don't have the time or staff to commit? Take a few minutes and review some of our MSP success stories...
A Signature Deal
I worked with an MSP who expressed an interest in offering telecom services to their clients. Not interested in immediately investing in full-time staff, we agreed to opportunistically identify customer needs and quote them through a Master Agent who could assist them through the launch process. The initial opportunity was to price out a $12k MPLS network. I coached the master agent to ask a few probing questions and he soon discovered the opportunity was actually an international network worth about $90k/month.
In 6 weeks, the deal was signed. Once installed, the MSP earned $12k in monthly revenues or $144k in annual profits – with NO additional cost!
Let's effectively approach that signature client, who can help fund a formal practice within your firm.
An MSP with a small telecom practice was having a hard time gaining traction with customers. They had signed a few direct agreements with carriers, missed their commitments and didn’t receive the support they needed to take the new business to the next level.
After working with The VAR Advisor, they established a strategic relationship with a master agency,providing the level of support they required in their local area.
Carrier agreements were rolled under the master agent agreement, when possible, to simplify support, commissions, and reporting.
The MSP was able to focus on selling and supporting their core products, as well as building a cloud and telecom practice.
As a result of this new master agency relationship,
Growing the Client Base
An MSPt was considering the expansion of their product offering to telecom (data & voice) and cloud services. The MSP was reluctant to make a huge commitment to the effort. My initial meeting with the client started with his arms crossed and the question “I’m not even sure why we’re here?". In the second meeting the MSP realized that he recently lost a $75k/month deal that he could have won - now we're seeing the opportunity.
The transition process has taken time to align compensation plans, key partnerships, internal advocacy, executive endorsement, etc.
Now, the MSP has completely embraced the business model with a full launch focused on reaching existing customers.
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