Are you generating revenue with IT assessments, or are you still giving them away for free to get your foot in the door? We’ve been hearing that an increasing number of IT service providers are shifting away from treating assessments as loss-leaders and turning them into a source of revenue. Although our Partners’ models vary, here’s a general overview of how they work:
Assessments as a loss leader
You can position your IT assessment as a key step in developing the strategic plan for your customer, and that plan can be treated as a standalone deliverable. Most of you are also interested in carrying out the implementation of the plan—all the more reason to offer the assessment to begin with. If they trust you enough to accept your advice, they’ll trust you to deliver the solutions.
As a rule of thumb, offer a free assessment to find ways to sell specific products such as Office 365 and Azure. By the way, we recently held a webinar for hundreds of MSPs sharing step by step instructions for conducting an Azure assessment workshop. Check out the 25-minute how-to video.
Assessments as a revenue source
For broader purpose IT health assessments that aren’t intended to lead to a specific action or sale, charge for your services.
“Assessments are moving away from telling customers what technology they need and towards conversations about, ‘How can I help you solve your business challenges?'” said Peter Kujawa, president of Locknet Managed IT Services, a division of EO Johnson Business Technology, Wausau, Wis.
Peter was quoted in a recent TechTarget article all about how to generate revenue with IT assessments. A key part of this approach is developing the relationship. When charging for an assessment, you still need to establish yourself as a trusted advisor and consultant rather than a service professional.
At the start of that relationship you can set the stage for the timing of assessments. Naturally conducting an assessment makes sense at the start of an engagement, and that’s the time to set an expectation that this is an annual need, based on changing circumstances of the company. You will set the stage for an ongoing revenue while ensuring that the customer’s environment/IT situation stays in good standing
Use the right tools
BitTitan HealthCheck for Azure and HealthCheck for Office 365 are easy-to-use, comprehensive tools for cloud assessments—whether you’re charging for the assessment or not. Here are the steps:
Step 1. Establish the business opportunity
As questions about whether there are on-prem servers? Are they secure? How much do they cost per hear?
Step 2. Start the assessment
Buy HealthCheck for Azure or Office 365 register the account, choose the infrastructure and deploy agents.
Step 3. See the results
Let the agents gather information for at least 14 days to get sufficient data, then log into the HealthCheck account and review the reports. You can share with your customer and detail your recommendation for migration.
Using a tool like HealthCheck helps an assessment run smoothly and gives you solid data from which to base your recommendations to the customer. As mentioned earlier, the 20-minute video How to Run an Assessment with HealthCheck for Azure can help you get ready for your next IT assessment.