SYS-CON MEDIA Authors: Pat Romanski, Gary Arora, Zakia Bouachraoui, Yeshim Deniz, Liz McMillan

Article

RMM Services: How Do I Sell Them?

Tip #1: Identifying and Understanding the Lead’s Pain Points; Learn before Sell.

Continuing with the article series about the RMM services and how to sell them…

The emerging markets are the greatest hope for growth in the global economy for the past two years; they have become the darlings of the financial press, also a favorite target and talking point of the C-level executives in worldwide corporations.

Asking their view of these highly productive markets, John Timko from LabTech Software stated: “We consider the emerging markets not only a source of significant revenue growth, but also a source of talent, true innovation and ground-breaking approaches to business that should be leveraged on a global scale”.

The emerging markets rise, so do their companies. This means these organizations are facing new challenges: competitiveness, growing in a global basis taking their presence to more than one location; and of course, the ability to comply with international regulations; it also means exposure to more security threads. Many companies that had previously posed no competitive threat to multinational corporations now do so.

Hey! I’ve just mentioned a complete list of “Pain Points” that the remote monitoring and management (RMM) services can easily heal!

Blue Solutions, UK-based experts in RMM solutions for IT services providers explained that one facet of managed services that has become increasingly interesting to MSPs and IT solution providers is that of the remote services. Remote network management and monitoring services are those services that can be delivered over the network from a central service location. These services have the potential of radically reducing the cost associated with delivering service while substantially increasing the company’s ability to grow in a safe environment.

Issues that come to be obvious for MSPs and IT solution providers may not be so clear to organizations in pain. They are living the daily consequences of an IT network extending and getting out of their control, taking them out of their main focus – the company’s growth into new markets. They look how their costs are increasing from more than one perspective. This is when understanding the prospects’ core business process becomes a must. Rather than compelling them to agree to remotely delivered services, it is time to demonstrate an acute understanding of how such capabilities can be integrated into IT operations in a seamless way solving their issues one by one; proving how the incrementing costs can be controlled and even diminished.

Once the costumer’s trust is gained, they will be more than happy to share their headaches with their business partners. These usually correspond to specific facets of the business that must be enabled along with some sense of how increased performance can impact the process. One good way to open such discussions is to ask if the IT shop has increased due to what is obvious to us, network’s downtimes caused by the reactive painful growing.

After making a research and inventory of the critical network’s functions that the IT spending must support, it is easy to illustrate how RMM with preemptive service dispatches can maintain a higher operational readiness and optimal budget control.

Now you can put your foot on the door, it can’t be easily closed to you!

Stay tuned in our social media pages for the consequences that companies’ live internally when they are in pain. Ufff! So expensive!

More Stories By Monica Paul

Monica Paul is a marketer and web developer with 20 years experience in local, regional, and global marketing strategies. In 2001, after eight years working as an employee for several IT companies such as Micrografx and Visio; Monica founded Marcomtec, a division of Magic Masterminds LLC, a marketing firm providing strategy and content services, as well as marketing campaigns in English and Spanish. In 2013 Monica launched Magic MasterMinds (www.magicmasterminds.com), a publishing platform to help writers all over the world to publish and market their books.

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