I do a lot of work with security integrators that are used to selling large systems, but they could improve in selling their managed services and growing their recurring revenue. This topic causes many debates about the strategies behind selling managed services. I often hear comments like: “It’s all about the benefits to the customer”, “Once you show them the true ROI it’s a no-brainer”, and “All you’ve got to do is incentivize your sales people and they’ll sell it.” All of these statements have some merit, but they’re not absolute truths. In fact, there is one concept you must understand; one strategy you must employ in order to get your customers to even consider your managed services. If you don’t understand this concept and don’t implement the steps to make it happen, it doesn’t matter how great the ROI or benefits are – you won’t be successful. In order to sell managed security services to a traditional customer, you have to do this one thing…
You’ve got to manage change. Your customers are used to doing all of these things on their own or getting along without some of the services. Now, you’re suggesting that they pay your company to do these things. Even if your point of contact loves the idea, she has a half dozen other people within the organization to convince in order to move forward. You’ve got to understand and appreciate the change that your managed services would be adding to your customers’ processes. Appreciate the fear you’re bringing to some of the departments because you’ll be shifting some of their duties. While your services might be a no-brainer and make all the sense in the world, you’re disrupting a process. Whether it’s a good process or not, it’s a known and comfortable process. Changing it is very uncomfortable.
How? Well, I can’t answer that completely in one blog post. In fact, we have an entire program devoted to helping security integrators with this challenge – it’s more than a simple answer. However, I can offer this: the best strategy you can have to manage the change is to understand that it doesn’t happen after just one presentation. If you want to be successful selling managed services to your customers in the future, start the discussion now. Managing this change is a process, not an event. Don’t wait for an opportunity to arise – begin to teach your customers now about your services. It won’t be pretty at first, but you’ll get the ball rolling and be in a much better position in the near future.
If you’re interested in how we can help your group increase your managed services business, please click here.
