Whether you are using your remote monitoring and management (RMM) software or more enhanced tools such as Scalepad to track client asset lifecycles, you should be discussing aging infrastructure and warranties with your customers. Failing to do so is putting them at risk and costing you additional revenue.
You may already be conducting quarterly technology business reviews, sending monthly reports, or scheduling check-in conversations, but you should also be planning at least an annual full technology business review to discuss inventory and forecast future needs. The best time to do this is when companies are planning their budgets for the upcoming year.
Delivering the Tech Plan
During the tech review, you should pull an inventory of all of their assets and provide a technology plan for replacing or retiring inventory that’s aging out, reaching the end of life, or needs upgrading to meet future business needs. For example, if a server is more than 4 years old, it’s time to start working on a timeline with your customers for replacement or moving to the cloud.
Discussing Cloud Adoption
You should always be talking about migrating servers and data to the cloud. Cloud migration provides strong benefits for customers and can provide recurring revenue for you. The conversation about cloud adoption is growing easier every day as more than 80% of businesses say cloud-based development and deployment has been their top IT priority for 2021.
While you may get some resistance based on monthly prices, clients may be reacting to seeing pricing from large enterprises like Azure or AWS. Working with dedicated entities like CPU can provide significantly better pricing along with great support. This provides options to get current customers to move to the cloud.
Even if your customers would prefer an on-premises solution, you would be doing a disservice to your customers not to discuss cloud migration. When your RMM shows aging servers that need replacement, it’s the perfect time to present cloud options. It may also be the perfect wedge issue to displace someone’s legacy MSP that is not talking about their customer’s inventory or planning on replacing their servers.
Using Inventory Management Reports to Make the Case
Tools like your RMM or other third-party apps present a customized inventory management plan in an easy-to-understand manner. Among other things, RMM reports will list assets and sort them by aging and usage. Tapping into the robust reporting helps you make the case for replacements, upgrades, or cloud migration.
Inventory and network topology maps can help you talk about capacity planning and the need for security and traffic shaping. Don’t forget about software inventory and license management for on-prem resources.
Most companies fail to accurately assess the lifecycle of their IT equipment. They keep devices in service longer than they really should or fail to upgrade even when it can save them money or make them more productive. Show your clients the cost-savings of the total cost of ownership (TCO) when discussing legacy device replacement or cloud adoption.
Become a Consultant, Not Tech Support
This approach positions you as their company technology consultant — rather than reactive help desk support. The information from your RMM helps you provide an in-depth analysis of their IT infrastructure with an eye toward their future.
This also helps you be seen as an important advisor rather than a salesperson.
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