As a provider of MSP services, there is a good chance you provide virtual CIO services or are considering providing such services. There are numerous benefits to offering clients a virtual CIO, yet there are also some pitfalls you should be aware of. Let’s take a look at the common mistakes MSPs make in the context of virtual CIO services:
If you don’t budget in enough money to give your company a realistic chance at obtaining the intended results, there is a good chance your virtual CIO service will fail. Alternatively, virtual CIO services that add extraordinarily high fees to clients’ MSP services contracts will make them consider jumping ship to a cheaper provider. The last thing you need is to lower your rates to the point that you do not fulfill your virtual CIO services promises. Such an underwhelming performance will damage your reputation, make clients think negatively of the virtual CIO concept, and put the service’s future in doubt.
Failing to Attract the Proper Audience
Half the battle in providing a successful virtual CIO service is attracting the right audience. This service is ideal for businesses with as few as 50 office employees and as many as 150. A company with fewer (or more) employees will likely prove uninterested.
Not Utilizing a Framework for the System’s Development
Too many MSPs do not make use of any framework for virtual CIO services. As a result, there is a significant void when it comes to successful delivery. Resist the temptation to function as a consultant. Provide a standardized IT management plan with strategies, databases and other information that link services throughout the IT domain. A framework will also facilitate communication with the client. Clients need to know specifics about the virtual CIO’s responsibilities, tasks, and other information.
A Poorly Defined Buyer’s Journey
The buyer’s journey accounts for the process that prospects follow from the moment they access content to settling in as a client and remaining a client across posterity. Though plenty of MSP companies have an above average website with blog content, much of this content is not truly helpful or insightful. Furthermore, some such content does not inspire target clients to pick up the phone and request more information about the services. Even something as simple as downloadable material on the topic or services described in the content will keep the prospect on the track to become a buyer.
It is not enough to simply describe services. The website content should key in on how those services shape the company’s vision and the possibilities they open up for clients. Accurately define the buyer’s journey and you will find you attract the prospects you have in mind. They will visit the website, learn about the services’ merits, and feel genuinely engaged. Engaged prospects are inclined to request more information.
A Failure to Sell Your Group’s Vision with Captivating Stories
Provide target clients with examples of how your virtual CIO services have made other businesses more competitive in the marketplace. The strategic use of such services catalyzes revenue, reduces costs, and boosts continuity throughout the organization. Provide stories of success in the client’s industry and your target will understand exactly how the virtual CIO services can provide his group with a competitive advantage and ultimately increase revenue. These are the compelling stories that inspire CEOs and help them envision how your virtual CIO services can improve their company.
Combining vCIO and MSP Contracts
Do not sell vCIO as a component of the MSP contract. The vCIO element will not scale with the organization’s size like other MSP services. It is better to offer vCIO as a separate service with its own price.
Plan Your Virtual CIO Offerings with Care
Most MSP services providers are in the process of learning the true potential of virtual CIO offerings. Analyze your vCIO practice, review its nuances, and you just might find there are serious issues with its scalability, delivery, and revenue generation. Refine your virtual CIO services with the advice outlined above and it will stand the test of time as a true revenue generator.