During an economic downturn − whether caused by a global pandemic, stock market crash, or a natural disaster − IT services providers must overcome a great deal of adversity. MSPs are currently experiencing issues such as delayed payments, requests for contract renegotiations, and even client business closures, just to name a few of the many problems. With all that happening, the question on everyone’s mind is, how can you grow your business amidst all this chaos and uncertainty? The answer is more straightforward than you’d think: embrace those companies that already rely on your support.
With the insecurity of what the future holds, IT services business owners need to ensure their clients are well supported and, of course, satisfied with what their team brings to the table. It’s an excellent time to expand and reinforce those relationships
Right now, growing client wallet share and improving retention is job number one for MSPs. How can those objectives be attained in such uncertain times? Start by offering high value, cost-effective services to those clients that have been negatively affected by the pandemic. Because of the vast WFH (Work from Home) migration, it is essential to focus on increasing capabilities and functionality for those somewhat isolated employees.
When your team is effectively addressing the issues currently facing your clients, customer retention is likely to remain high. Here are a few of the best solutions to accomplish that goal while increasing your MSPs’ wallet share.
1. Cloud Business Programs
Applications such as Microsoft 365 and Google G-Suite have skyrocketed in popularity thanks to the WFH movement. Chances are, this has been a difficult transition for employees and their employers, and many SMBs continue to struggle with communications and productivity. With these all-in-one solutions, your clients can benefit from video conferencing, real-time file collaboration, and tools that keep everyone (and everything) organized.
2. Enhanced Cybersecurity Offerings
The cybersecurity industry has experienced exponential growth due to a massive amount of people working in somewhat insecure locations (i.e., the home). Offering enhanced security options for your managed services customers can reduce some of their angst. VPNs are a good example. No employee should have remote access to a business network without using a secure and encrypted “access tunnel.” Password managers are another example of WFH security solutions. Those applications present a simple and easy way for your clients’ employees to store and access their logins without using sticky notes, spreadsheets, or other high-risk options.
3. Hosted VoIP
With employees moving remote, business dynamics are significantly changing. That doesn’t have to be the case with phones. Hosted VoIP provides flexibility, allowing workers to make calls from virtually any device in any location as if they were sitting at their desk in the corporate office. Integrations can provide employees with instantaneous access to records for incoming and outgoing calls, send voice mail via email or text, and leverage advanced call center routing, monitoring, and reporting.
4. IoT-Enabled Technologies
The Internet of Things is becoming more commonplace and not so much the outlandish thing it was considered a few years back. Now, there are innumerable opportunities for MSPs and their SMB clients to implement IoT. For example, smart devices can allow managers to track consumer patterns, inventory, and internal systems. Where it was difficult to follow before, IoT makes managing and analyzing data a thing of ease. With spread-out workforces, these advantages cannot be overlooked.
5. Payment Technologies
An excellent way to save your clients more money is by implementing various forms of payment technologies, such as secure portals, payment processing services, and mobile credit solutions. With the world changing fast and safety becoming a significant factor, IT services businesses need to offer various ways to make the payment process ‘cleaner’ for their customers, for example, through low touch systems for transactions. Payment processing services can ensure your clients don’t have to worry about late payments or no payment at all – a considerable advantage in an uncertain economy.
6. Hardware as a Service (HaaS)
For all the organizations that have wanted to upgrade their existing technology but simply haven’t found the right time, as it turns out, now is the time to get it done. If your clients plan to go back to some semblance of normalcy, help them upgrade their office devices or procure additional equipment for expansion. For the customers that are considering staying remote, offer new tech for their newly converted remote workforce. Many businesses have a unique opportunity with this slow-down – so, why not let them take advantage of the extra financial leeway that HaaS provides.
7. Project Management Tools
How can SMBs keep their WFH staff connected, productive, and organized? Now that employees don’t have the luxury of in-person meetings, and video conferencing can only be so useful, managing projects can be a nightmare. Users can have everything in one place, allowing co-workers to share documents, manage tasks, and allocate resources. Intuitive navigation and simple interfaces make these tools easy to operate and maintain.
The pandemic has actually opened the lines of communication between MSPs and their clients. With that extra time to ask questions and uncover possible issues, now is the perfect time to evaluate and address their pain points with valued new solutions and services.
Don’t be afraid to get to the point and talk about the things you can offer that will empower their remote workforce. In times like these, genuine concern and helpfulness go a long way.
If you enjoyed this blog, you might also be interested in the blog: Why UCaaS Should be a Key Part of Your Clients’ Business Continuity Plans