You’re a Managed Service Provider (MSP) and you’re making a pretty decent living selling all kinds of IT services. But you are probably still trying to find the sweet spot for your added-value when offering cloud services, and more specifically Office 365. Did you know you can make substantial revenue from migration services to Office 365? Not only will you increase your revenue, but you’ll also become a lot more valuable to your small business clients. In this series of 3 blogs, we’ll show you how to grasp that opportunity.
A lot of customers are nervous about migrating their data to Office 365, especially email. They worry about losing archived email from their desktops or they think their email services will be down for several days during the transition. There are ways to manage migration and make it a worry-free experience. Take a look at our Office 365 migration guide for resellers. It contains lots of useful information that will help you develop a surefire plan!
Take control of the migration process
Data migration is a big deal for many small businesses and if you can show your client that you have a good handle on the process, he’ll feel more confident about doing business with you in the future. Your first step is to build a solid migration plan. It’ll take a lot of work, but your goal is to arrive at the client’s site fully prepared. Be prepared to answer your client’s questions about getting his business ready. Help him define roles and responsibilities for his staff who might be involved in the migration process. You can even split the migration services into a number of steps, including planning, network assessment and account synchronization. Once you do all this work for your client, there’s nothing stopping you from charging a fee per mailbox to migrate your customer’s data. You’ve saved him so much time and effort, he’ll be more than happy to pay you for this service!
Stay up to date with Office 365
Your work doesn’t end once the migration is over. Once Office 365 has been installed on everyone’s computer, you can offer to go on-site and configure Outlook on everyone’s desktop. You can reset passwords, install and manage client software and even manage anti-spam and white lists. Bundle these services under a management contract for a monthly fee. Have you ever run training programs? New features are being added to Office 365 all the time and it’s up to you to make sure your client can access them. This is a great opportunity to use your expertise to make extra money with Office 365. Become the qualified trainer your clients are looking for!
Here are some suggestions to help you stay current:
Value-added services = recurring revenue
If your data migration is a success, you’ll have earned your client’s trust. This opens the door to a whole new range of value-added services that you can offer. After all, your clients are looking for a trusted IT advisor who can help them deal with all their technical problems. Some resellers earn up to 40% of their revenue from managed services around Office 365 alone! Some resellers like to charge a flat hourly fee for technical support while others prefer to bill their clients a monthly service charge. The monthly contract usually includes a bank of hours that the client can use for technical support calls. All methods are feasible, but remember this. A client who pays a monthly fee will feel more comfortable knowing that he can count on you when he needs help. And that’s good for business.
Don’t forget, you’re in business to turn a profit. If you’re providing good service and adding good value to your clients’ business, you will make money. Look for new opportunities to reach those goals.
Want to learn more the best way to migrate your client’s data to Office 365? Download our free guide.