Building Blocks TM to Managed Services Overview

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Overview

GFI’s Building Blocks Program is all about making Managed Services a practical reality for IT support companies.

A recent survey found that fifty-one percent of IT Support Companies had difficulty showing the value of managed service to potential customers. Furthermore, over 40% believed that implementing a managed service was too difficult and too time-consuming.1_{We think there’s a better way.}

Building BlocksTM_{is all about making Managed Services easy, practical and fast. We don’t believe}

implementing and selling managed services should involve lengthy and time-consuming training, or complex business models and complex software to implement.

We do believe it can be easy. With Building BlocksTM_{, you’re able to get going today. Best of all,}

Building BlocksTM_{provides a way for you to market services that your customers can:}

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Easily understand

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Easily grasp the benefits of

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Easily buy

There are two approaches to selling Managed Services and building profitable, recurring revenues:

1. The Home Run Approach - Propose an all-encompassing Managed Service agreement that sees

you completely change the way you do business with your customer, introducing wide-ranging proactive services and flat monthly fees. Sure, it works sometimes and when it does, it’s great. However, there are some big barriers you have to overcome if you’re to make the sale: your customer may not be ready to place themselves completely in your hands, you need to cost the service accurately, and your customer may be scared off by high monthly charges. The odds of hitting this particular ball out of the park on a regular basis are slim.

2. The ‘Base Hit’ Approach – Under this approach, you warm up your break/fix customer to the idea of flat-fee service contracts – and you build a degree of trust – one step at a time. Rather than trying to knock the ball out of the park on the first at-bat, you sell them a small, low-priced service that helps them see the benefits of on-going monthly services, generates good profits for you, ties the

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customer to you so you can build trust, and forms the foundation for sales of progressively more complex and lucrative managed services.

Building Blocks takes the second approach. At GFI MAX, we believe in easy and affordable and we extend this philosophy to managed services selling. After all, it’s a lot easier to sell a low-priced service, get your foot in the door, and then work your way around the bases from there.

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All the Materials You Need Building Blocks provide everything you need to attract new prospects and migrate them through progressively more complex and lucrative managed services, including:

 Sample sales collateral  Costing & pricing calculators  Implementation guides  Sample legal agreements  Sample website text  And much more

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Attract new prospects by selling low-cost, easily-explained propositions like the Daily Safety or Pro-active Workstation Maintenance These are great propositions that:

 You can explain on a postcard2

 Don’t require customer’s to replace any existing service provider they use at the moment  Helps you build trust

 You can implement in minutes and helps you generate break/fix income and spot opportunities for upsells

 And generates great profits

For break/fix customers, get on base with the easy-to-sell services like Daily Safety and Pro-active workstation maintenance, put down a solid foundation, and then migrate them towards more complex – and lucrative – Building Block services Server & Network Management.

For contracted customers, use Building Blocks to sell additional services. You may be providing contracted managed services for servers and networks, but maybe not for workstations. Building Blocks can help you cost, price, sell and implement additional managed services that help you grow revenues.

Note that if you have customers taking server and / or desktop support now, MAX is an extremely useful system to help you drive down costs while driving up customer service. For example, proactive monitoring shows the exact cause of the problem so that you can fix issues faster, and automated tasks allow you to automate routine maintenance functions – so you can do more with less. At the same time, customer service is enhanced with proactive monitoring (fix issues before they cause downtime) and full-color graphical reports (illustrate the effective job you’re doing – and sell more upgrades). For thousands of IT Support Companies worldwide, MAX is bundled into their current offering to help cut the cost of servicing customers – and boost their service levels at the same time.

2_{Here’s how: “For 50 cents per day – far less than the price of a cup of coffee – we’ll check your two most critical and}

error-prone systems: your backup and your AV. We’ll send you a daily report showing their status. If there’s any problem, you can ask us to fix it (at a small extra charge) or you can fix it yourself. Don’t leave your business at risk. Try our free Daily Health Check service free for 30 days.”