We are trying to move exclusively to managed services. How about our experience that block-time customers almost „never“ convert to managed services? We think it`s almost better to charge every hour, but continue to emphasize the needs and our desire to properly maintain their systems instead of breaking the repair. As soon as a customer switches to prepaid hours, they seem to enjoy them like chocolate nuts and question every withdrawal – so not only do we have no chance of using it well – it`s almost impossible to convert them. Many of them are really not a „Bucket C“ customer, but simply hypnotized by false promises of value from the debit card/blocking time concept. Is this a sales problem or does it make sense for us to blame the block-time concept as a conversion problem? One of the biggest benefits of selling a block of time to a customer in advance is to eliminate one of the biggest challenges of break/fix work – getting paid for the work done for the customer. We`ve studied how some customers are often far too familiar with the concept of buying time instead of paying for value, and so selling an MSP contract can feel like a real battle. Block time counting also gives you the opportunity to perform necessary and important work for the customer, which they would otherwise overlook. Backups are an example of this. Most customers only see the value of backups when it`s too late.
Richard Tubb is a blogger, speaker and author from Newcastle-Upon-Tyne, north-east England. He provides expert advice to help MSPs grow their IT business, and he has helped owners of hundreds of MSPs free up their time, focus on the essentials, and earn more money. In a block time agreement, an IT company sells its customers contractual blocks of time in advance and reduces that block of time every time they work on the customer`s IT infrastructure. Although some syndicates of multi-theme and ad-supported talk shows may pay a fee to transmitters with very large amounts of arbitron verified listeners, the same syndicate normally calculates a fee for small channels and cannot charge anything to transmitters with moderate listeners. Each provision depends on the transmitter`s ability to provide enough listeners for the syndicator to make money by selling ads. Syndicated programs usually carry a number of their own ads that need to be played during commercial breaks, but make time for local channels to play their own ads. (2) An IT support contract is a written agreement. . . .