Managed IT services is the proactive process that allows an IT department to take preventative measures to secure clients databases. It not only benefits the IT department but their clients as well. However, there are a few break-fix clients who still refuse this alternative. We have discovered these 4 steps in transitioning from break-fix to managed IT services.
Educate Current Break-Fix Clients
Reacting to problems is extremely expensive. Explain to them the hidden costs of reactive problem-solving. Most are unaware of what they are actually paying for. Taking the time to explain how proactive monitoring and preparedness will keep their business up and running will help them understand the movement.
Ease Clients Slowly
Existing clients might be more reluctant than prospects but it is imperative that you take the time to ease them into managed IT services. Begin with a single service for which they pay a monthly fee, like cloud services. Let your clients know the true value for all of the services — bring their attention to the reduction in the quantity or the severity of incidents they were experiencing. Use this as your leverage in gradually transitioning them completely into managed IT services.
Avoid Fixed-Term Contracts
A highlighted feature of managed IT services is a recurring monthly fee. Let your clients go month to month rather than forcing them into a long term commitment. This offers them freedom and flexibility. Transitioning into a monthly bill may appear a little scary for a company that used break-fix invoices and this could escalate if you force them into multi-year contracts.
Raise the Break-Fix Services
This will upset a few of your clients. But the truth behind raising the break-fix services is that unless your clients are willing to pay the high prices then it isn’t worth it for you to have them available. Unfortunately, keeping a break-fix system has the potential of decreasing your company’s profitability and ruining other client relationships.